Lawyers are salesman too, in a way. I was reading a book recently about starting a small business and there was a section on salesmanship. The book gave seven “points of selling” that a business owner should consider in their presentation to and evaluation of prospective customers or clients. I found them very applicable to the practice of law, and I thought the list was missing a few, so I added three more to round out the list.
1. Find out what the client wants.
2. Figure out how to provide that service.
3. Tell and show the client what you propose.
4. Answer all questions your prospect may have.
5. Alleviate any objections or concerns they have.
6. Share your enthusiasm for the case.
7. Speak their language.
8. Be confident.
9. Never say “no”.
10. Close the sale.
In this series of posts, I am going to break down each of the ten points to help lawyers, and especially young lawyers, improve their salesmanship to increase the efficiency of their advertising dollars and secure more clients out of the prospects.
[...] my prior posts, I laid out my 10 steps for lawyers becoming better salesmen. The first step is to find out what the client wants. The second step in the process is to [...]