I know, you didn’t go to law school to become a sales person. But guess what? That’s exactly what you are.
When a client hires you, money is paid, services are delivered—a sale takes place. You make that happen. You sell legal services.
You help people. You provide solutions to their problems. You remove or ameliorate their pain. You protect them, make their lives better and safer and more prosperous.
Tell people what you do. Don’t make them guess. Don’t make them ask. Tell them.
You don’t have to be pushy. You don’t have to hard sell, manipulate, or unduly frighten anyone into buying your services.
Just tell them what you can do for them.
Tell them about the problems you solve and the benefits you deliver. Tell them how you have helped other people with the same problems. Tell them what happens when they hire you. Tell them why they should hire you instead of anyone else.
Give them information. Encourage them to contact you if they have questions. Tell them what to do when they’re ready to take the next step.
If you’ve told them all this before, tell them again. Never stop telling them because you never know when someone might be ready to take that next step.
Is there more to selling legal services? Sure. There are techniques that can make the process easier for you and for the client. And you should learn some of those techniques.
But the most important part of selling your legal services is continually telling people how you can help them and that you’re only a click or a phone call away.
Learn the basics of attorney marketing