Let’s face it, most legal professionals hate the phrase “gross sales.” However if you happen to’re rising a legislation apply, you might be promoting, whether or not you understand it or not.
On this episode of “Be That Lawyer,” I had an important dialog with Dan Lear, who heads up partnerships at InfoTrack, about how legal professionals can embrace enterprise improvement with out feeling inauthentic or pushy.
Listed below are a couple of key takeaways:
There’s no room for manipulation when everybody has the identical knowledge
Dan shared a narrative about negotiating for a automobile and doing the traditional walkout transfer.
5 days later, the vendor got here again with a reduction. Why? As a result of they knew precisely what that automobile was price, and so did he.
The identical goes for authorized providers.
Shoppers immediately can examine you with dozens of different legal professionals.
The fashionable purchaser is knowledgeable, and your function is to be clear, reliable, and useful, not salesy.
Relationships beat résumés
Dan shared how, early in his profession, he rapidly realized that sending out chilly résumés was a dropping recreation.
What labored as a substitute? Assembly folks. Being curious. Listening to their tales and connecting with them on a human degree.
That pure curiosity and relationship-building mindset turned out to be probably the most precious profession instrument he had.
Qualify or waste time
Dan additionally emphasised the significance of understanding who the true choice maker is.
As a substitute of bluntly asking, “Are you the choice maker?” which may come off as offensive, he’d say: “Completely recognizing that you just’re going to be part of this, however who else, if anybody, could be concerned in making this choice?”
Able to place your self because the go-to skilled in your area?
Listen to the full episode here.
Catch our newest “Be That Lawyer” episode here.
Steve Fretzin is a bestselling creator, host of the “Be That Lawyer” podcast, and enterprise improvement coach solely for attorneys. Steve has dedicated his profession to serving to legal professionals study key progress expertise not presently taught in legislation faculty. His shoppers quickly turn into prime rainmakers and credit score Steve’s program and training for his or her success. He will be reached instantly by electronic mail at [email protected]. Or you possibly can simply discover him on his web site at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin.
Be a part of Steve and three of the highest contributors to his newest guide, “Be That Lawyer: 101 Prime Rainmaker Secrets and techniques to Rising a Profitable Regulation Observe,” for a reside digital occasion at 1 p.m. EST on July 24. Register here.
