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EP061: Intake for Law Firms: Selling to Suits, Khakis or Denims with Adam Boyd
Manage episode 380077733 series 3490245
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Special guest Adam Boyd joins our host Jay Berkowitz. Get ready to dive into an insightful discussion about the intake process in a law firm. How to “win more clients… to bring in more cash… to grow their firm… to build a business…to stop being the product.”.
Timestamps:
- 2:17 Increased customer acquisition, successful system; company sold.
- 3:21 Understanding marketing, trying to win business, referral patterns, expertise in customer conversion.
- 6:38 Communicate value to customers.
- 12:30 Seek assurances from advocates in time-sensitive situations.
- 16:39 Fear of niche markets loses big opportunities.
- 19:51 Speak at relevant events to address social issues.
- 22:20 Trial attorneys may be skilled, but problem-solving requires understanding others' perspectives.
- 25:56 Connecting with loss in messaging is key. Focus on avoiding loss to motivate action.
- 28:16 80/20 rule: Connect with most personas easily.
- 31:02 Intake: crucial first contact with potential clients.
- 34:24 Persuading people to listen and understand before deciding.
- 37:41 Invest in traffic for quick business growth.
- 42:08 AI: A game changer for phone intake.
About Adam Boyd, Principal The Northwood Group
“I help attorneys win more clients… to bring in more cash… to grow their firm… to build a business…to stop being the product.”
Adam has over 15 years working with firms on sales growth. His expertise is deep in direct selling, sales management, and lead generation.
He’s consulted in over 20 industries, had an exit, worked in turnarounds, started a business from the ground floor, and had his share of failures. He’s cold called, sold to CEOs, built and managed campaigns, and led teams to set records.
He began his career as a high school English teacher and football coach.
He holds a BA from Rhodes College, and an MBA from the Acton School of Business. He lives in Austin with his wife, Erin, and their four kids.
About Jay Berkowitz:
Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and in publications worldwide.
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