Six Tips for Building Relationships with ALA Members
Do your research.
Visit
websites to learn about the law firm you are calling, and update your
research so that it is timely when potential needs arise.
Check
the ALA Membership list prior to calling to verify the appropriate
contact, i.e., Firm Administrator, Facilities or IT Manager, etc. If
the firm has an administrator, please do not contact the managing
partner. Generally, they will refer you to the Firm Administrator.
Know the size of each firm and how your products and services might be scaled to fit specific needs.
When
calling ask, "Is this a good time to talk?" It is helpful to have
information ready to email to your caller if they are not available to
speak with you.
Please do not drop in without scheduling an appointment.
Structure
your presentation toward the specific needs of each firm. Too much
information not specific to a firm's needs may cause the more relevant
items to be lost in the shuffle.
Keep
a balanced approach – present your services and products in a concise
manner, with reasonable frequency, be considerate of valuable work time
– and your company will be at the top of the list when a need arises.
Take care not to undermine your best efforts by being overly repetitive
or by employing "hard sell" tactics. Law firm decision makers will
seek out those companies that have shown respect for their time and
work needs.
Offer
value in your services and products and back them up with quality,
reliability, and integrity. With this foundation, your business
relationships will continue to develop and prosper.
