I was asked for marketing advice for a law firm whose clients are, “. . .legal entities, not individuals.” My response was that the process is essentially the same.
When your prospective client is a business entity you may have to do presentations and fill out RFP’s, and there are probably more decision makers and a longer time line, but in the end, it’s still people talking to people.
You find out what they want and show them how you can help them. You earn their trust, answer their questions, and prove that you can deliver. It’s more formal, but it’s still people with problems talking to people who offer solutions.
Yes, there are other differences but they are minor and you should not get hung up on them. Stay focused on courting the individuals who make hiring decisions, and the people who advise them. Corporations don’t hire lawyers, people do.
The Attorney Marketing Formula works no matter who your clients are. Find out more here.
