Yep, I used the “S†word–selling. Because lawyers sell legal services and if you want to sell more of yours, the first thing you need to do is get comfortable with the idea that you are in sales.
Because you are.
You find or attract prospective clients. You qualify them as to interest and ability to pay. You show them what you can do for them and why they should choose you. You handle their questions and objections. And you close them. And if you didn’t do these things, you wouldn’t have any clients.
So, once you catch your breath about this whole sales thing, do yourself a favor and learn to get good at it. You can start with these four keys to selling more of your services.
(1) Sell yourself before you sell your services
Since you sell professional services, you are your product. Clients buy “you†before they buy your services. That means getting good at building rapport with prospective clients and helping them get to “know, like, and trust youâ€.
One way to do that is to listen more than you talk. Ask questions to get them talking about themselves and their problems and desires. That information not only helps you to diagnose their problems and prescribe solutions, it helps the client see that you understand them and care about helping them.
(2) Sell solutions
Once you have diagnosed the client’s situation, show them a positive outcome or result. Don’t focus on your technical skills and resources, focus on showing them the “better future†they will have when you use those skills and resources.
In other words, sell the benefits they get when they hire you.
(3) Appeal to emotions
Sometimes, prospective clients are on the fence about taking care of their problem. They don’t realize how bad things are or how bad they can get. You’ll sign up more clients who are emotionally involved in their problem and your solution.
If they are angry or fearful about their problem, if they are hopeful and excited about eliminating the problem or achieving their objective, they will be one step closer to hiring you.
Make sure your marketing materials speak to their fears and desires. In consultation, ask how their issue is affecting their business or their personal life, or how it might do that if the problem continues.
(4) Prove it
Don’t just tell them what you can do for them, prove it. Share success stories of other clients you have helped. Use testimonials from satisfied clients and endorsements from lawyers and other prominent people that speak to your abilities, your accomplishments, and your character.
Prove your bona fides by highlighting your awards, speaking engagements, books you have written, classes you have taught, and other third-party indicia of a lawyer who is good at what they do.
Don’t just show prospective clients why they need a lawyer, show them why that lawyer should be you.
Selling legal services is easier when you know the formula
