Law Articles And Legal Issues

Law Firm Marketing And The "I Hate Selling? Syndrome

Do you hate selling? Should you hate selling? What does ?selling? mean anyway? How does hating selling impact your client service and revenue? If you decide to learn to love selling (or love it now) how would you go about developing that love anyway?

Law firm marketing and the ?hating part? in the title depends on what you mean by selling don?t you think? After all many people think the word ?sell? is a four-letter word. If you mean the kind of traditional selling we find prevalent in the selling of new or used cars or if you think of selling as getting someone to purchase what you have to sell regardless of the means used - then I would say I hate selling myself! In law firm marketing if you mean facilitating a person?s unique process in deciding what is in their highest and best interest (while suspending one?s own needs and supporting their decision making process) - then I love selling. I assert, in law firm marketing, selling is not something to ?hate? given how I define selling. In fact selling, given my definition, is a required skill set in serving people well and is critical in lawyer marketing. Given my definition what do you do? Read on.

What does this law firm marketing coach recommend you do in building sales skills? First, I would suggest you think through your responsibility to your prospective clients to deliver ?buyer facilitation? (more on this a bit later). Second, I would suggest you become familiar with some of the ?consultative sales? models that have been developed that are applicable to lawyer marketing. Few attorneys have ever had any training in sales or even read a book on the subject (or so I have found in my work with over 500 attorneys). What are these sales models that can work with lawyer marketing? Read on.

One model that works with law firm marketing and has a 30-year track record is the Sandler Sales Institute?s 7-Step System For Successful Selling. The book I found that is best for understanding this approach is David H. Sandler?s You Can?t Teach A Kid To Ride A Bike At A Seminar. There are around 175 Sandler franchisees around the country that have multiyear sales training programs you don?t need, however, you can find the book at http://Amazon.com. Even though I don?t agree with all that is said in this book it is one of the top three I recommend for law firm marketing. The next model is Integrity Selling For The 21st Century by Ron Willingham. One of it?s big strengths is talking about different ?buyer types? so you don?t speak the same way to everyone, instead you speak to their ?type? if you can.

Finally, my top recommendation for lawyer marketing is Selling with Integrity by Sharon Drew Morgan. She has a website at http://www.buyingfacilitation.com/advantage.html where you can get her latest e-book (which is an update of her hard copy book). Sharon?s model is the one I use in my work since it is ?third generation? and a win/win situation. First came traditional selling, and then came the consultative sales model, and now the buyer facilitation model. One does not throw out consultative sales (represented in the first two books I mention) totally with buyer facilitation but consultative sales skills comes AFTER buyer facilitation. Also, it goes without saying traditional sales is out in law firm marketing.

Why would sales distinctions (more on that in my client development e-course) be important to learn in law firm marketing? First, you want everyone you talk with to have a good experience. Whether they hire you or not they have been profoundly served and will remember your unique connection with them as well as tell others. Second, you want your prospective client to be an educated consumer in making a decision since an educated consumer is more likely to say ?yes? and say it sooner than later. Third, as a law firm marketing coach I am interested in your ?conversion ratio? or how many of the people you talk with actually turn into clients. If I can help you improve your ?conversion ratio? or please forgive me ?closing ratio? then I will increase your income while you serve your clients better than ever. What is wrong with that?

Henry has individually coached well over 500 attorneys. You can get free, in depth, and objective information on increasing your revenue while reducing your work hours with free e-courses on client development and time management/productivity available now at http://www.Law-Firm-Marketing-Coach.com

Other Article Sites

findabook.com  moneycd.info  a-mortgage.info   about-lemon-laws.info  aboutstudentloans.info
all-about-publishing.info  auctions-articles.info  bestcollege-university.com  bestispconnection.com
biblefolder.com  blogger-website.com  books-used.info  brokers-guide.info  buywindows.info  cable-dsl.info
career-miner.com  carpel-tunnel.info  cashinaflash.info  cashloanreviews.info  casinobell.com  chat-house.info
clearmycredit.info  collegeloantips.info  crones.info  depression-articles.info   dirnic.net  dishguides.info
divers-below.com  expodog.info   financewizz.com  fire-insurance.info  getgood.info  handleit.net   it-idea.info
health-supplies.info  hosting-right.com  insidealert.com  insurance-facts.info  jobs-employment.info
justgood.info  lookgold.net   lowcost-travel.info  money-source.info  myhostzone.info  numisblog.com
peoplesearchfinder.info  pr-articles.info  realeas.com   refinancing-guides.info  spyware-remove.info
telelot.info  the-law.info   toppaid.info  travel-deals.info  travelcorrect.com  wedding-guide-site.com
your-blog.info  your-credit.info

Other Law Sites
Search The Internet For Other Law Sites

Law Books
Search For Law Books At FindaBook.com

Elizabeth A. Kreitzer, Certified Family Law Specialist, Joins Klinedinst Family Law Group
The California-based law firm of Klinedinst PC has added Elizabeth A. Kreitzer, Certified Family Law Specialist, to its expanding Family Law practice group. Ms. Kreitzer's addition, combined with the strength of the firm's existing litigation teams, will help ensure that every client receives sophisticated, professional and compassionate representation, Ms. Kreitzer is the recipient of the Michael C. Shea Chair in 2005, and adds a wealth of family law knowledge to the department. She is experienced in working with sophisticated clients handle complex family law issues, including divorce, paternity and custody disputes, prenuptial agreements, adoption proceedings, and other family law matters.

Legal Services of Labor Law Attorneys
Labor law attorneys deal with a broad range of labor issues mainly related to how employers treat employees, former employees and applicants for employment. This includes all the areas of the employer-employee relationship, negotiations, and the collective bargaining agreement.

New Legal Guide to Divorce by Family Law Expert
A brand new legal guide to divorce, "Divorce and Separation Today", has been newly published by DragonCub. Far more useful than the average divorce guide, it delves into how the divorce courts operate as well as providing practical and sensible advice on emotional and other sensitive areas. It is an essential guide for anyone considering or going through divorce.

Los Angeles Divorce Attorneys, The Family Law Company, Opens a New Office in Beverly Hills
Los Angeles family law attorney and founder of The Family Law Company Pamela Wright opens a new office in Beverly Hills. The Family Law Company offers high-quality legal services at affordable rates for divorce, paternity, child custody and child support actions because justice doesn't have to cost a fortune.

Understanding The Law...Criminal Law
The following Q&A's have been provided to help you better understand Criminal Law.

Divorce Lawyer Says Families Do Not Belong In The Court Of Law
Fresno divorce attorney Erin Rhames-Childs says that the court of law is no place to divorce. The courts are overworked and understaffed - leading to poor legal decisions that are not in the best interests of those involved. Collaborative divorce is a way for couples to divorce while maintaining their dignity, making decisions that truly are in the best interests of their children and preserving their finances. Collaborative divorce is quicker, cheaper, and better for maintaining functional relationships for after the divorce is over.

Legal Resource Local-Attorneys Expands to Include Divorce Law
Local legal resource website Local-Attorneys has announced that it is expanding to cater to divorce law specialists and visitors in need of advice. Web users will be able to browse local law firms who specialize in every sort of legal vertical. Find the best advice and attorneys in the industry.

Tax Attorney Roni Deutch Analyzes Proposed Tax Laws in New Featured Blog
After nearly seven months of blogging, tax attorney Roni Deutch has posted a new featured blog analyzing the causes and possible outcomes of a new proposal that is being backed by the Internal Revenue Service. The proposal is part of President Bush's 2008 budget, and attempts to lower the gap in what taxpayers pay and what they should pay in taxes, by requiring many Internet companies to collect personal data from their users.

Kirsten Branigan Joins McDonald Law Group, LLC Adding Depth in Employment Law
Kirsten Branigan and Nancy McDonald join forces with a shared passion--advocating for advancement of women in the practice of law.

Tax Attorney Web Site Warns of Upcoming Tax Laws in 2008
TaxAttorneyHelp.com, an online network of tax attorneys, is preparing to assist taxpayers with new laws in the coming year.

Lemon Law Attorney, Dana Lynn Tarquini, Featured at Lemon Law Administrators Conference
Ms. Tarquini, one of the country's most prominent lemon law attorneys, participated in panel discussion at the 10th anniversary lemon law administrators conference in Atlantic City.

Fresno Family Law Attorney Says Collaborative Law Can Provide Smoother and More Affordable Divorce
Fresno family law attorney Erin Rhames-Childs says collaborative law can help people can reduce the conflict and cost of divorce litigation.

Central Florida Family Law Lawyers Appel & Gaines Offers Creative and Collaborative Divorce Solutions
The lawyers at Appel & Gaines, LLP experience first hand their client's struggles with the emotionally challenging, destructive and costly process of divorce in Florida. Therefore, their attorneys frequently suggest to clients that they initiate a "collaborative" approach to resolving their family law issues.

Copyright Infringement Cases Can Teach Us To Obey Copyright Laws
Copyright infringement cases can be both costly and time consuming. Considering copyright infringement is something that isn?t as easily defined as theft or speeding, there are numerous copyright infringement cases changing the way copyright law is viewed in the U.S. By reviewing a few of these copyright infringement cases, you can get a better idea of what is, and what is not, acceptable use of copyrighted works.