PODCAST: A Little Bit About a Whole Lot About Legal Business Development

Dina: Believe it or not, you are a salesperson, Lawyer. Yeah, I heard. Lawyers don’t sell.  But, really? 

Dina: Lawyers sell their ideas and theories on behalf of their clients.  We are always trying to persuade someone to do something, right?  So, why then, are lawyers so reluctant to sell?

Dina: That’s a great question that my guest who is an expert in business development for lawyers sets out to answer in our fun interview.  I love bringing you experts who think the way I do about growing your law practice.  It’s a business. You need to use business tactics and resources.

Susan Freeman

Jaffe | Freeman Means Business

Can you please tell me a little about your background and the services you offer?

I have over 20 years of business development and communications in the financial, legal, and technology areas. I am a master trainer, coach and public speaker, laser-focused on building positive and meaningful relationships and helping others become trusted advisors to their clients. My clients learn more about various communication styles and business development tools that attract new business, retain current clients, and expand on existing client relationships. The goal is to create not only satisfied clients – but loyal ones!

Why did you decide to offer your services?

Business development done properly is a win-win outcome where both parties walk away feeling good about the process. But women and men communicate differently in the workplace setting and often struggle to share visions. How women engage in relationship selling is different than how men engage. Raising awareness of this dynamic is the key to success.

How can professionals benefit from your services?

I help women learn how to engage in business development best practices by communicating effectively with other women — and with men, especially when delivering a value proposition, assessing client needs, and engaging in a long-term relationship where both parties feel good about the exchange.

Name 3 things that people may misunderstand and set the record straight.

1. Behind every good business developer, there is a series of analytical, methodical steps that will get you closer to closing a deal. Meaningful marketing is not about logos on golf balls.

2. Business development requires not only IQ but EQ — and that’s a challenge for many INTJs.

3. I will help you attune communication so your message reaches your audience in the way you intended it to and helps you:

  • Demonstrate credibility

  • Connect emotionally

  • Frame goals based on common ground

  • Vividly reinforce your position

  • Close with grace and shared advantages

  • Gather meaningful client feedback

  • Get referrals and testimonials

  • Engage in ongoing excellent client service

  • Become a trusted partner to your clients

  • Bring in new business and create raving fans

If people don’t use your services what can they expect?

Lose market share and ultimately profits and people.

What’s the best actionable advice you can give?

Ask powerful questions of the client and then actively listen so that you can afford a meaningful solution.

Do you have a special offer you’d like to share? If so what is it?

Happy to assess your needs and host an initial best practices session free of charge.

How can people connect with you? List 2 social outlets

FreemanMeansBusiness.com or find me on LinkedIn at in/susancfreeman or Twitter @susfree

Wildcard - What’s your favorite food or beverage & why? 

Avocados. Are. The. Best. Fruit. In. The. Whole. World. Fruit, you say? Why yes… it may be hard to believe, but that tasty green thing is not a vegetable, but a fruit — a berry, to be exact. Honestly, there might be something slightly wrong with you if you don’t like avocado. I could happily eat it every day.