Law Firm Promotion

Don't you believe it depends on what you mean by selling when you say law firm marketing and the hate part in the title?

After all, many individuals believe that the word "sell" is made up of four letters. If you mean the type of conventional selling that we see in the sale of new or used automobiles, or if you consider selling to be convincing someone to buy anything you have to offer regardless of the means, then I would say I despise selling myself!

If you define law firm marketing as assisting a uniquely personal process of determining what is in their best and highest interests (while suspending one's own wants and assisting their choice method), then I like promoting.

Given how I interpret selling, I contend that selling is not something to despise in law firm marketing. In fact, according to my definition, selling is a necessary skill set for providing excellent customer service and is crucial in legal marketing. What would you do if I gave you my definition? Continue reading.

What should you do to improve your sales talents, according to this law firm marketing coach?

First and foremost, I recommend that you consider your responsibilities to your prospective clients to provide buyer facilitation (more on this a bit later).

Second, I recommend that you familiarise yourself with some of the consultative sales approaches that have been established for lawyer marketing.

Few lawyers have ever had sales training or even read a sales book. What are these lawyer marketing-friendly sales models? Continue reading to learn more.

The Sandler Sales Institute's methodic System For Successful Selling is one model that works with attorney promotion and has a 5 years track record. You Can't Teach A Kid To Ride A Bike At A Seminar, by David H. Sandler, is the greatest book I've found for comprehending this technique.

Despite the fact that I do not agree with everything in this book, it is one of the top three I suggest for law firm marketing. Ron Willingham's Integrity Selling For The Twenty-First Century is the next model.

One of its major advantages is that it discusses distinct buyer sorts, allowing you to avoid speaking to everyone in the same way. Instead, if possible, speak to their type.

Finally, Sharon Drew Morgan's Selling with Integrity is my best recommendation for lawyer marketing. Sharon's concept, which is third generation and a win-win situation, is the one I employ in my job.

Traditional selling was first, followed by consultative selling, and now the buyer facilitation approach.

Buyer facilitation does not completely replace consultative sales (as portrayed in the first two books I mentioned), rather consultative sales abilities come after buyer facilitation. In addition, it goes without saying that traditional sales are no longer effective in law firm marketing.

Why is it vital to understand sales differences in law firm marketing? First and foremost, you want everyone you speak with to have a pleasant experience. Whether they employ you or not, they will be profoundly served and will tell others about your special relationship with them.

Furthermore, you want your potential customer to be a well-informed buyer when making a decision, since a well-informed buyer is now more likely to be receptive, and sooner rather than later.

Finally, as a law firm advertising coach, I'm curious about your conversion rate, or how many of the individuals you speak with becoming clients.

If I can assist you to enhance your conversion ratio (excuse me, closure ratio), I'll help you earn more money while providing better service to your clients. What's the matter with all of that?