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Law Firm Marketing and advertising And The "I Hate Selling" Syndrome

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Law firm advertising and the hating portion in the title depends on what you mean by selling dont you think? Following all several people think the word sell is a 4-letter word. If you imply the kind of conventional selling we locate prevalent in the promoting of new or used automobiles or if you consider of promoting as acquiring someone to obtain what you have to sell regardless of the means employed - then I would say I hate promoting myself! In law firm marketing if you mean facilitating a persons special approach in deciding what is in their highest and very best interest (although suspending ones personal requirements and supporting their decision making method) - then I really like promoting. I assert, in law firm marketing and advertising, selling is not some thing to hate given how I define selling. In truth promoting, provided my definition, is a necessary ability set in serving men and women effectively and is vital in lawyer advertising. Given my definition what do you do? Study on.

What does this law firm advertising coach recommend you do in building sales expertise? Initial, I would suggest you believe by means of your responsibility to your potential clients to provide buyer facilitation (far more on this a bit later). Second, I would suggest you become familiar with some of the consultative sales models that have been developed that are applicable to lawyer marketing. Few attorneys have ever had any instruction in sales or even read a book on the topic (or so I have found in my function with more than 500 attorneys). What are these sales models that can operate with lawyer advertising? Study on.


1 model that performs with law firm marketing and has a 30-year track record is the Sandler Sales Institutes 7-Step Program For Productive Promoting. The book I located that is very best for understanding this strategy is David H. Sandlers You Cant Teach A Kid To Ride A Bike At A Seminar. There are about 175 Sandler franchisees around the nation that have multiyear sales education applications you dont need to have, nonetheless, you can find the book at Even even though I dont agree with all that is mentioned in this book it is one particular of the prime three I advise for law firm marketing. The subsequent model is Integrity Selling For The 21st Century by Ron Willingham. A single of its massive strengths is speaking about distinct buyer varieties so you dont speak the identical way to absolutely everyone, instead you speak to their sort if you can.

Ultimately, my top recommendation for lawyer advertising is Promoting with Integrity by Sharon Drew Morgan. She has a site at exactly where you can get her newest e-book (which is an update of her tough copy book). Sharons model is the one particular I use in my operate given that it is third generation and a win/win predicament. Initial came classic promoting, and then came the consultative sales model, and now the buyer facilitation model. A single does not throw out consultative sales (represented in the very first two books I mention) entirely with buyer facilitation but consultative sales skills comes After purchaser facilitation. Also, it goes with out saying conventional sales is out in law firm advertising and marketing.

Why would sales distinctions (far more on that in my client development e-course) be important to find out in law firm advertising and marketing? 1st, you want absolutely everyone you talk with to have a excellent experience. Whether or not they employ you or not they have been profoundly served and will keep in mind your unique connection with them as effectively as tell others. Second, you want your potential client to be an educated customer in producing a selection given that an educated customer is much more likely to say yes and say it sooner than later. Third, as a law firm advertising and marketing coach I am interested in your conversion ratio or how a lot of of the men and women you speak with in fact turn into clients. If I can help you boost your conversion ratio or please forgive me closing ratio then I will enhance your revenue while you serve your customers better than ever. What is wrong with that?

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digna summers

Saved by digna summers

on Mar 10, 13