We’ve scoured the web for the top articles that will help any lawyer improve their sales skills. Take a look and see what interests you!
It takes time and effort to learn how to effectively sell your legal services to prospective clients. These great articles can help you maximize your selling potential so you can bring in revenue for your growing firm!
1. How to Jump-Start Cross-Selling in Your Law Firm
Recent studies show that cross-selling is more important than ever for law firms. According to the BTI Consulting Group, corporations in the Fortune 1000 list are using 20% fewer core law firms than they did a year earlier. Firms that are effectively cross selling are the ones who are winning return business. This article explains seven reasons why partners are failing at cross selling.
2. 5 Branding Tips For Solo Attorneys From Unlikely Sources
You can’t learn how to sell yourself if you don’t know how to develop a personal brand. Unfortunately, most lawyers aren’t sure where to start when it comes to differentiating themselves in a flooded legal market. This article lists effective branding tips taken from reality television stars who have managed to build an authentic brand identity.
3. Tips from Rainmakers on Selling Legal Services
Business development isn’t something they teach you in law school so sometimes it helps to get advice from an expert. Stacy West Clark, a sales coach for lawyers in small firms, spoke with several successful lawyers to develop a list of business development tips and observations. This article is a quick write-up of her best advice for attracting new business to your law firm the same way multimillion-dollar lawyers do.
4. The Unexpected Secret to Being a Great Salesperson
It is often assumed that extroverts make the best sales people; however recent studies have shown that the people who get the best sales results are those who can flex between introverted and extroverted behavior. This article explains how you can improve your versatility when trying to sell and provides tips that you can use to establish a better relationship with potential clients.
5. Why Traditional Sales Techniques do not Work for Lawyers
It’s important for lawyers to recognize how sales differs in law firms than in other companies. Gaining an understanding of your potential client’s mindset and the sales process will help you appeal to your target market. This article provides a list of ways clients want you to interact with them so you can win their business.
6. 5 Thoughts to Make You a Better Salesperson
It’s easy to get discouraged after getting rejected by a potential client, but your mindset is what will make you effective at selling your legal skills. The key is not to take rejection personally. This article explains how you can separate yourself from your services in order to close more business.
7. Law Firm Sales: Solution Selling for Legal Services
The legal industry is now a buyer’s market, which can make it even more difficult for solo and small firms to attract and close new business. This article explains various selling strategies you can use in your firm so you can adapt to the current changes in your business environment.