Using a Speech as a Group Sales Call


Remember is that a speech is a sales call. Your goal is not to educate the audience. Instead your goal is to put the audience into their business “pain.” Your speech must identify all the traps and snares, and illustrate them with real-life examples. You want audience members to recognize themselves in these situations, and then approach you afterwards for a legal solution.

A good way to structure a speech is to start out with the business problem – not the legal issue -- but the business problem and what pain this causes to your ideal clients. Then you should illustrate it with a sample case history or a story. And then you should sit down; do not give them the solution. To get that they have to come to see you and ask for your help.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

© Larry Bodine, The National Trial Lawyers Association | Attorney Advertising

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