Finding the Right Client for Your Practice
On February 19, Wolf Law Chambers welcomed Kim Piller from Sandler Training to give a talk on how lawyers and paralegals can increase their sales effectiveness.
Thanks to everyone who came!
Dezso Farkas, the Director of Wolf Law Chambers, started the evening with a summary as to why lawyers and paralegals don’t like to sell. When it comes down to it, there’s a negative connotation associated with sales. There’s also a general feeling that sales are not what the legal practitioner is trained to do. Law is what they trained to do. But as sole practitioners or small firms, the reality is that finding clients, promoting your practice is something you have to do.
In his presentation, Kim Piller spoke about why some sales fail: “winging” the sales pitch, lack of a plan, not really knowing what you’re selling, no process in place, and sometimes a sheer lack of compatibility. But all of that can be overcome. He provided tips and techniques to help make connections and land new clients.
He advocated for putting a system in place to help you sell. With a system, you’ll know what beats to hit in your sales pitch and this will help you maintain control, save time, stay on track, duplicate positive results and recognize any problems.
The goal is to get a positive result: a yes, a no, or a referral. Although getting a “no” may be counterintuitive as a positive result, it can lead to a lesson learned or simply saved time. Maybe’s are the negative result; causing you to bleed time and resources.
In the end, he reminded everyone, the thing to remember is people decide to purchase or choose you as their legal practitioner based on emotions. They will justify it later intellectually, but the emotions they feel are the deciding factor.
- Look at their personal needs.
- Be a good listener.
- Understand why they are coming to you.
