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Aug
27

Attorneys with a Case of Sales Denial

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Resistance is the most toxic force on the planet. The resistance that puts a knot in your stomach and stops you dead in your tracks when you’re involved in any activity around selling. The voice inside that will tell you anything to keep you from calling or meeting a new customer. The force is so strong and the voice so loud that giving in is easier than pushing through. Why do so many talented salespeople with excellent skills and abilities develop daily escape routes to avoid their sales activities? Many attorneys suffer from sales denial.
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Aug
26

Clients Don’t Buy Your Services, They Buy You!

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When a client makes a buying decision and chooses to work with you, generally it’s not because you have the best service, the lowest price or delivered the best presentation. Your clients overwhelmingly buy you and from you because they like, trust and believe in you. You first, everything else next! People don't buy your services, they buy you. Smart and enlightened attorneys recognize that their "service" is only part of the sales process. What they are buying, starts with you.
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Aug
26

Clients: Love Them or Lose Them

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Virtually every attorney knows that in today's challenging competitive business climate, retaining your client base is critical to your practice success. Your current long-term clients provide many financial benefits to your firm. In fact, strengthening the relationship with your current clients is one of the most effective methods of boosting profits. If you don't give your clients good reasons to stay, your competitors will give them reasons to leave.
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Aug
25

Attorneys Who Sell Value, Not Price Earn More Profit

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Attorneys who don’t know how to sell value, at some point won’t sell at all. Closing sales based on the lowest price is neither a long-term, nor highly profitable growth strategy. Even in today’s marketplace, you can still be a solid competitor without being the cheapest. Attorneys who sell value, not price earn more profit.
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