Q: How is it possible that someone that isn’t an attorney can be my salesperson? I’m selling legal services after all.
A:The chef at a restaurant isn’t usually the person taking orders and serving food. Similarly, the person who is selling the services of your law firm does not have to be an attorney. We have scoured the Bar Rules of most States and we cannot find one single sentence that says you have to be a lawyer to sell legal services. Can you?
Do they need to have a very good understanding of your law firm and the services it offers? Of course.
Do they need to understand the needs of your clients and how your firm may be able to help them? Absolutely.
Do they need to be trained on the Rules of Professional Conduct to avoid inadvertently providing legal advice, and are there practical ways to safeguard your firm just in case a mistake is made in this regard? Definitely, yes they do!
Do they need to have gone to law school to be able to bore your potential new clients with a bunch of technical information to impress upon them how much they know about the law? No they don’t. For the love of all that is sacred, please stop trying to impress your clients into hiring your firm by boring them to death with your credentials and then forcing them to take a tour of the sausage factory with you! Seriously, if they wanted to know they in’s & out’s of the law they’d have gone to law school.
A big reason why lawyers sometimes struggle with selling legal services is because they think clients care about every little thing that they’ll be doing in a case. That’s like your server going into excruciating detail about where the bacon came from. You just don’t want to know, do you? We know most lawyers don’t intend to use their meetings with prospective new clients to try and show-off how great they are (ok, well maybe some do 😉 and it isn’t their intention to try and bore their prospective new clients to death with TMI (too much information) about the inner workings of the law. We know most struggling lawyers care a lot about their clients. But guess what? So do the owners of some of the most successful law firms, too. The only difference in many instances is that the struggling lawyers don’t have a game plan when meeting with potential new clients and the lawyers who own the most successful law firms, do.
Get on this webinar. Get a game plan.
Q: My Sales process is working really well. I don’t know if I should attend this webinar?
A: That is GREAT if you have a sales process that is working well. Hopefully, it is fulfilling your personal, professional, and financial goals so that your law firm is everything you want it to be. And if this is true, you probably aren’t asking this question because you probably built a successful law firm by taking advantage of every opportunity to learn and grow. But, if you think there’s still some room to improve then definitely join the webinar. The strategies we’ll be talking about have generated many, many, many millions of dollars of business for our Members who are all solo & small law firm owners. And most of these strategies don’t take much to implement into your existing process. Plus, if your sales process is working well but you’re still the one doing all the selling – this could be a game-changer for you. Training your staff to sell for you will free you to be able to do more things and help your firm reach new heights.
Q: How long will this presentation last, and will it be recorded?
A: This webinar is scheduled for 90 minutes and will be recorded and sent to you. Plus, at the end of the webinar we’ll be offering some bonus materials you won’t want to miss.
Q: I love selling the services my law firm provides to my clients. Why would I want someone else to do this for me?
A: It’s not rare to love the sales part of your business. It’s exciting, somewhat of an adrenaline rush, and pays you! But what we often find from our Members when they say they love sales, is that they love the process of it. They love being able to test and try new methods in their sales process, see those outcomes, and then do it again. Once they realize that they can still stay in control of that but have someone else actually execute on the sales process, they can hardly wait to train their team.