Closing the deal

Lawyers need to be good closers, right? There are many sales techniques and scripts we can use to do that.

But most lawyers don’t use them.

Most lawyers simply deliver information to the prospective client, showing them what they do and how they can help them.

They tell them about the features and benefits of the services they offer, they tell them their options, they share some examples or stories and answer frequently asked questions.

But they don’t close.

No scripts, no techniques. At most, after they’ve presented the information, they ask the client, “What would you like to do?”

But you know what? That’s a closing question. A soft one, to be sure, but if you’ve done a good job of educating the client about what’s at stake and what you can do to help them, you probably don’t need anything else.

Are you relieved?

You can let the client sell (and close) themselves.

Besides, you don’t want clients who feel like they “got sold” or who regret signing up, do you? If they’re a good candidate for your services, they’ll make the right decision for them, which is also the right decision for you.

On the other hand, every lawyer should learn some basic sales skills, including how to close.

Because not every prospective client will do a good job of selling themselves and may need a little help from you.

And that’s really what sales is about: helping people make good decisions.

When you’re ready to take a quantum leap in your marketing. . .

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