Overview
Most lawyers went into the law to be legal professionals and not to be sales people. However, effective selling of services is essential to the competitiveness of a firm. Selling professional services is very different to product sales. A process driven approach will simply not work. Instead lawyers need to learn the skills of understanding exactly what the client wants, presenting benefits and high-value services, generating confidence in potential clients and presenting themselves as a valuable business advisor.
Delegates
This course if for anyone who needs to develop new business
Objectives. By the end of the course delegates will have:
- Understood what clients buy and what they look for in a lawyer
- The confidence and ability to differentiate their firm from the rest
- Set up their own trusted advisor CV for confidence
- An understanding of how to prepare for meetings in order to impress
- Skills to create rapport and trust with potential clients
- Practised creating buying hooks through intelligent questioning
- Ability to sell the solutions, benefits and experience that the client wants
- Tools to close meetings with defined action points and how to manage the follow-up.
Commercial benefits
- Increased sales activity to targets with potential
- Increased conversion of target clients to paying clients
- Increased confidence of lawyers to go out and sell the services
- Decreased “tick-box” activity”
Course duration: half day or one-day options