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:

  1. Ask and answer why you are uncomfortable asking for business. You are likely uncomfortable because you do not want to take advantage or come across as a salesman.
  2. Position yourself so

How do I ask for the business and close the sale?

That is among the questions I am most frequently asked. The lawyers I coached frequently added that they had built their profile and relationships, but they simply had not found a way to convert it to business.

Do you have the same question?

I

It was late fall 2001. The internet bubble had burst. A stock I owned that had traded at a record $130 per share was on it way to single digits where it remains today. I foolishly bought shares all the way down.

I remember a conversation with our law firm’s financial officer. He told me

When I retired from my law practice to coach lawyers, people (including some close to me) asked why I would give up my law practice at the very peak of my career. There were many reasons. One was I simply wanted to do something different and new.

When I retired from coaching at the end