When Selling Fails

When your law firm has put its ideas into play and the client chooses another, you must always remember two facts familiar to those of us who have embraced the bosom of the sales business.
Selling is a numbers game and you will make many attempts and have many failures. As you learn from your failures and make the adjustments you will succeed as you keep practicing selling your legal services (See Nick Murray's Game of Numbers, it costs $50.00 dollars).

Second, clients make decisions for emotional reasons and justify them with rational ones so work to address the emotional aspects of the selling process as well as the technical and treat your clients as though they are people, not just dispensers of choices.