5 Sales Pointers For Attorneys

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Being a great lawyer and having success running your own practice do not always correlate. The skill set required to handle the business aspect of a law firm is different than that of practicing law.

In today’s competitive legal landscape, it is more important now than ever before that lawyers understand the art of the sale. Lawyers don’t want to think of themselves as salesmen and women, but the truth is that without the ability to sell you services, you firm won’t be around very long.

Below I’ve addressed 5 points about sales that lawyers should take to heart:

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. Open Your Ears, Not Your Mouth – I think there is a false impression that the best sales people are the best talkers. In fact, the best sales people are the ones that learn to ask good questions and listen. It is impossible to sell someone without providing value. The best way to provide value is to understand what is valuable to your prospect. The only way to understand that is to listen to what they are telling you.

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. Network, Network, Network – The key to sales, especially in the legal field, is networking. Building contacts, relationships, and networks will lead to a successful practice. Ignore this at your own peril.

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.

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Topics: Sales | Comments Off

Tags: advertising for lawyers, attorney advertising, Business Sales, law, lawyer marketing, Legal, legal sales, Marketing, Sales, Selling

Article Citation
MLA Style Citation:
Jacobs, Matt "5 Sales Pointers For Attorneys." 5 Sales Pointers For Attorneys. 28 Jan. 2010. uberarticles.com. 9 Feb 2012 <http://uberarticles.com/business/sales/5-sales-pointers-for-attorneys/>.

APA Style Citation:
Jacobs, M (2010, January 28). 5 Sales Pointers For Attorneys. Retrieved February 9, 2012, from http://uberarticles.com/business/sales/5-sales-pointers-for-attorneys/

Chicago Style Citation:
Jacobs, Matt "5 Sales Pointers For Attorneys" uberarticles.com. http://uberarticles.com/business/sales/5-sales-pointers-for-attorneys/

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