SELLING YOUR LEGAL SERVICES

In selling your legal services, you the lawyer and the law firm are the 'product'. What the client buys is you, your ability to do such and such. You are the one who does the actual selling.
You may have the feeling that selling your legal services is about getting clients to do what they do not want to do, to force your services on the client and this makes you uneasy.

Let us suggest the Flowing approach to get your mind in the right place to do it right.

1. First identify the potential client.
2. Identify the clients problem or need.
3. Make certain the client knows you understand the problem.
4. Make sure the client knows you can assist with the problem.
5. Convince the client to start on Monday morning.

Using this approach beats the mindless, numbing brute-force approach.
The Flowing approach requires that you think it all through, you plan who to speak with and you actually have something to contribute even if it is the fact that you have thought about the client through all the 5 steps. Actual thought and planning with the intention of going to secure the business.

Questions like where are the clients, what are the problems, who are we speaking with, how are we hoping to assist dominate your 'sales' pitch.

For more on this approach, check out SPIN SELLING by Neil Rackham.