If you subscribe, you know I have been giving clues on how to ask for business/close the sale. Here are the clues so far:
Years ago I read The Trusted Advisor by David Maister, Charles H. Green and Robert F. Galford. It was one of the first books I had read that I felt really applied to lawyers.
I was so impressed that we formed a group of lawyers at my old firm who read the book together and
I coach many lawyers who are uncomfortable selling themselves. I can relate to their feelings because I was never comfortable selling myself. Then I learned there is a great difference between selling and helping clients. It was an aha moment for me.
If you want to learn how to attract clients without coming across as
I am frequently asked how a lawyer can differentiate herself in her clients’ and potential clients’ eyes. Given that in any city there are many talented lawyers in each practice area, the question is a good one. Seth Godin might ask: How can you be “remarkable” in your clients’ and potential clients’ eyes?
To be
Yesterday I posted: How to Sell Yourself Without Acting Like a Salesman. I mentioned that I do not like a sentence that includes both the words sales and lawyers.
If you go to Amazon and do a search in books for “Selling” you will find 42,225 books on selling. That is a lot of