My company invests in legal assets. It is somewhat technical and prospects are not always willing to discuss these matters on a cold call. (my "sale" is really an origination of an investment opportunity, so a "buy").
Most past business has come via a prospects outside Counsel referring us. So, I am trying to go back to where our bread is buttered and establish connections with other, larger law firms who represent more of our target clients.
Has anyone ever sold/networked to lawyers before? Specifically managing partners in client relationship. We deal in financial services so hedge fund lawyers?
Its a bit of a tightrope, as our services truly do assist their clients and it is a legal matter. There also is not a ton of monetary benefit to the lawyers. How do we appeal to them other than on the basis of "they are assisting their client in an extra capacity"?
Any tips on how lawyers like to be courted, pitched, etc.?