Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling, by Jeb Blount and Mike Weinberg, was number one on Amazon’s telemarketing bestseller list, but its advice can be used by business owners in a variety of sectors—including lawyers—by focusing on “fanatical prospecting.”
According to Blount and Weinberg, Fanatical prospecting revolves around businesses consistently reaching out to people through a mixture of in-person meetings, social selling, referrals, inbound leads, networking, cold calling, trade shows, telephone calls, and emails to create a consistent pipeline of clients. This may seem like odd advice for an attorney to follow, but it is imperative to keep your name out there when clients need your services.
This book also focuses on organizing your day into time blocks dedicated to specific activities. Blount and Weinberg point out how these time blocks need to be free of distractions, so you can concentrate on getting anything you have set out to complete done. With how busy attorney schedules can be, this advice is perfect for those looking to make the most of their days.
The biggest takeaway from the book for me was how people do not want to be sold things on social media but instead want to learn. Attorneys can put this advice to good use by focusing on educating their followers instead of selling their services. We all have social media channels, so why not maximize their potential? Overall, this book is an excellent resource for those looking to push their business to the next level.