How to sell your legal services in 15 seconds or less

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You’re at a networking function and someone asks you what you do. “If you can’t tell me what you do in 15 seconds, I’m not buying.” So says Carmine Gallo, a communications consultant to some of the world’s biggest companies.

Gallo suggests that whether you’re pitching a product, service, investment, or idea, you should use a “message map” to create a visual display of your idea on a single page.

There are three steps:

Step One. Create a Twitter-friendly headline
Step Two. Support the headline with three key benefits.
Step three. Reinforce the three benefits with stories, statistics, and examples.

You can see this process in more detail, including a short video demonstration, in this post on Forbes.com.

I tried this for The Attorney Marketing Center:

Step One: Headline

The Attorney Marketing Center helps attorneys earn more and work less.

This is the single most important thing I want people to know about my company and blog. In fact, I use “Earn more. Work Less.” as a tag line on the blog.

Step Two: Three benefits

We do this by showing attorneys how to

  • Get more clients,
  • Increase their income, and
  • Get more done in less time

These are three benefits attorneys get when they read the blog, buy my products, or hire me to help them.

Step Three: Supporting points

If I want to elaborate in a presentation or in sales copy, these are some bullet points I would use to prompt me:

  • Get more clients (Referrals, online marketing, niche marketing)
  • Increase income (Better clients, higher fees, repeat business)
  • Get more done (Get organized, effectiveness (doing the right things), efficiency (doing things right)

Now you try it. Create a message map that can be used to tell people what you do in 15 seconds or less. Feel free to post it in the comments.

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Comments

  1. As a new business owner it is so helpful to me that you essentially give “homework assignments” at the end of your posts. The student in me appreciates the guidance of turning knowledge into action! With this post I thought, “oh, I already have an elevator pitch.” Then I sat down to do the assignment and realized I’m not as polished as I could be- working on it! Thanks!