The third clue to asking for business and closing the sale is to find ways to add value prior to getting any legal work.

That sounds easy enough, but how do you put it into practice? I believe the key is to ask good questions and listen to the answers. Ask about his or her company. Learn about his or her background. If the person with whom you are speaking founded the company, ask about what prompted him or her to launch a new business.

A lawyer I coached years ago was at a social event. He was speaking to a friend who owned a business. Per our coaching sessions he was asking questions about the business. In the discussion he learned that his friend was acquiring a company, but the cost of the financing was a major problem. The lawyer I coached was a litigator, but his firm included lawyers who arranged financing of acquisitions. So he simply asked his friend to give him 30 days to see if his firm could find the financing at a lower cost.

The lawyer offered to help. You know the rest of the story.

So, the third clue for how to ask for business/close the sale is to find ways to add value in advance of getting any legal work. When you do it with no expectation of anything in return, good things generally follow.