| 5 Sales Pointers For Attorneys |
| Invention Development Advice - Selling/Distribrution/Licensing | |||
|
Sometimes the best lawyers are not the best business people. Often the skill sets of a lawyer do not translate smoothly over to the business side of running a successful practice.
Sometimes the best lawyers are not the best business people. Often the skill sets of a lawyer do not translate smoothly over to the business side of running a successful practice. It is crucial that lawyers learn how to sell. It's a skill that needs to be developed and polished over time. I think that often times sales has a negative connotation attached to it. However, we need to be able to sell our legal services or our practice won't survive. Here are 5 things attorneys need to know about sales: 1. Clients Don't Walk In the Door Check In Hand - It would be great if potential clients walked in ready to pay you for the services they know they need. However, the reality is that they often aren't sure what to do when it comes to their legal situation. Many will have questions, others are shopping with different attorneys, some won't have the money, and so on. You need to be prepared to convince these people how you can benefit them and improve their situation. You need to explain what the consequences of NOT hiring an attorney may be. 2. Listening Is Key - Many people think that being a skilled salesman is having the gift of gab. The reality is that listening is the key to successful sales. In order to Understand the concerns, questions, emotions, and needs of a client you need to listen, not talk. You can best solve their problems when you understand what they are. 3. Communicate How You Will Help The Client - A prospect sitting in your office is really concerned about one thing: How are you going to solve their problem. They aren't that concerned with your awards, your practice. or even you. They are concerned about themselves. Learning how to address the needs of the client and communicate to them your ability to effectively handle their issue is important for your success. 4. Build Relationships - The best lawyers understand that the key to sales is to establish relationships and networks. However, this doesn't just happen on its own. It takes a game plan, time, and a consistent effort. 5. Plan Out Your Sales Process - Taking the time to plan out your sales process at your firm is crucial. Consider all the aspects of the client's interaction with your firm. How do you handle and new prospect? Who handles the intake interview and how do you go about it? What is the process for following up with a prospect? How do you keep track of all of this? Make sure you layout your game plan ahead of time. More information: Jeff Berman works for AttorneySync an attorney advertising service. AttorneySync takes a unique approach to advertising for laywers. Our service is performance based, you only pay for requests for legal services.
|