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Networking with Lawyers for Referral

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.?

๐Ÿ‘‘ Sales Strategy
๐Ÿ’ต Finance
๐Ÿ‘ฅ Social Selling
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1nbatopshotfan
Politicker
1
Senior Director, Enterprise Technology
High profile events. Youโ€™re gonna need relationship skills and then take the partners to whatever they want. Box seats at the US Open. Old bands on tour. Youโ€™re selling to incredibly rich people who for whatever reason absolutely love to get something for free.
iHateMyself
Personal Narrative
0
Head of Business Development - Investment Fund
Thanks mate. They prefer uppers or downers, in your experience?
SaaSam
Politicker
0
Account Executive
It's a mixed bag with these guys. A nice bottle of liquor goes a long way typically as most of them are high-functioning alcoholics.

They also get off on being the center of attention, take them golfing with some of their associates and one or two folks from your company. Make sure they are the most important guy in the group. Like friggen catnip.

Also, attend as many events as possible and be prepared to run a big tab.
TennisandSales
Politicker
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Enterprise Account Executive
yes i use to network with lawyers in a previous career (financial services) and the gifts and events are key. great way to make them feel important and get them in a place you can have conversations freely.
finboi
Notorious Answer
1
Fi-nance
My trick is reaching out with the most specific reason to talk to someone. Ideally you know someone in common and you can reference them (trust is key with any people in finance).

For example: Dan, I was talking with your old buddy from law school Brian Smith the other day and he mentioned your firm so I have been meaning to reach out.
iHateMyself
Personal Narrative
0
Head of Business Development - Investment Fund
Thanks a lot. Yes this was sort of my thesis behind reaching out to discuss with fund lawyers the why. Develop some credibility thru reference in that sense.
AgastyaAdams
Politicker
0
Sales Development Manager
is your username an outcome of your designation?
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