You can improve business development results by becoming a better listener. The easiest way is to use simple probes to keep people talking such as “Tell me more about…,” “Could you elaborate on…” or “Give me an example of…” Many lawyers may react the way I did when I first read about using questions like this: Why should I say “tell me more” when I already got the point? But probing questions will make you a more active listener and this will lead to more new business.
The first Wednesday of every month is devoted to a short and simple tip to help lawyers increase efficiency, provide greater value to their clients and/or develop new business. For more examples of probing questions, see page 160 of my Legal Business Development Quick Reference Guide, which is now available in both paperback and Kindle editions.