03 Nov How Lawyers & Law Firms Should Close The Sale
Working in sales is difficult; that’s pretty similar to work in a law firm as well. But the skills needed to close sales in other sectors can also work for lawyers.
I get it because I was there. Not all attorneys have been trained for sale. Some lawyers find the procedure unpleasant. Some people are shy about talking to customers/clients in an emotionally unstable situation. And several law firms and attorneys are exploring the possibility that sales skills play an entirely significant role in the legal industry. But if you’ve ever had to pave the way – whether in your law or another job or work – then you know that the importance of meeting a sales goal is the most vital thing.
This transparency can be inspiring. If you know your books and priorities, you will begin to appreciate any potential client’s importance. Armed with this vision, it is much easier to sell your expertise as a lawyer. But even then, several lawyers struggle with asking for the sale.
In your Gut, You know the Next Section.
The last thing people want is to believe they are sold to. Ask, “Can we conclude the deal? “Or” Will you sign the custodian? “Adds strain to what is undoubtedly an emotional situation already. The answer may be one of the most precious assets of an attorney: its empathy. People purchase from people they like, which ensures that our ability to communicate with customers is incredibly important for sales conversations. Listen closely to your prospective customers. Knowing your viewpoint and who you are as a person helps adapt your personality to tough questions. You clearly would like to show your services’ importance, but letting them know how you can help them will help them decide to hire you fast and easy.
Be Considerate but Hypothetical.
One way lawyers can order sales is through a mildly dubious approach. Specify the following steps in your method. “What we’ll do next if you’d like to get ahead with me. …” does not compel a prospect, but it shows them a direction that involves the business. It also means that prospects are in safe hands. You know what to do next, after all, but your potential clients do not. Some hardy salesmen might scoff and tell you that a company ‘no’ and move forward is better, but you and I know the legal industry isn’t like the rest of the world. Leads are difficult to obtain, and some customers respond better than an ultimatum. Test this approach, and I think you would be pleasantly surprised by how easily people respond when they take a rational next move.
Learn from other Sales Experts.
One last piece of advice is how other companies approach sales discussions. When staffing requires it, the individual offering services at the specialist level hardly ever performs office duties such as sales, billing, and planning. Creating a similar division of work within your company could free you from organizational and sales discussions, which in turn could ease pressure on you and your customers. (Small dental or chiropractic clinics are two areas where you can see this working.) If recruiting support workers is now or in the future, an opportunity for your law firm, consider this concept when you write a job description, and consider applicants. I think you’ll find that many people are obviously comfortable asking for a closer payout – two tasks that are not especially loved by many lawyers.