How To Sell Legal Services
In this snippet from my presentation at the Get A Life Conference in Chicago, you'll hear how you can:
- The three places where new business comes from for law firms.
- Why effective legal selling is not "selling."
- Questions to ask in a new-business call.
- Why you should not make cold calls.
- The No. 1 way for a lawyer to establish their credibility.
- How to find the time to do marketing and business development.
- Why you should join a trade association - not a bar association.
- Why doing business development activities will generate results.
- How to get new files by visiting clients.
- Learn who the lawyers are that clients will buy services from.
It's on YouTube at http://www.youtube.com/watch?v=Cl8G3LYCMoM
I've heard some of these sales techniques discussed with other types of sales business areas. I've sold Real Estate and these are techniques we were taught also. They work for bringing in new leads but it's a slow process. The best technique that created the most sales for me was to build a referral network from the clients you have had in the past. Get your clients to recommend you.
I agree with what you're talking about but this is not "how to sell" or "sales Techniques" this is more about prospecting and lead generation.
I think there is a big difference between the two. Yes prospecting is important and if you can't actually sell all the prospecting (networking) in the world won't help.