SELLING LEGAL SERVICES

How to Sell your Legal Services . . . RG 350 $ 295
“Marketing a Successful Law Practice”

The successful practice of law requires a unique command of person-to-person communications. “Selling your Legal Services” is a seminar designed to enhance the skills you need to communicate the VALUE of your legal expertise to prospective clientele . . . professionally and ethically.

The skills you will learn may very well be your powerful competitive weapon in this Information Overload economy. Many attorneys have made the lax Ethical Marketing guidelines to shill and schlep their practices – this training will for the professional, NOT these market manipulators!. Building the client base is the KEY to your future. Join us for a dynamic course which will give you a “How To” approach to practice building.

I. BUILDING AN ETHICAL MARKETING ENVIRONMENT
“Professionalism . . . Thinking of the Client First, Last and Always”
• The Six Truths of the Rainmaking Attorney
• The Benefits of Skills Training
• Ethical Considerations when Soliciting Potential Clients

II. ESTABLISH RAPPORT AND TRUST
“Making a Favorable First Impression”
• Getting into Comfortable Conversation
• Versatility - the Key to Adapting to various types of Clients
• Gaining and Keeping a Potential Client’s Undivided Attention
• Bridging from Conversation to Business
• Initiating a Stronger Relationship . . . early on

III. AROUSE INTEREST
“Eliminating ‘I’m not Interested.’”
• Arousing Curiosity
• Opening the Closed Mind to your Ideas
• Developing an interesting Presentation
• Motivating a Client at each step of the process

IV. UNITS OF CONVICTION
“Communicating the Uniqueness of your Legal Services”
• Getting Ahead of your Competition
• Developing a well-prepared Presentation
• Fee Justification
• Increasing Billings per Client
• Value-Based Communication Strategies

V. THE TRUE SECRET OF SECURING CLIENTS”
“Knowing When to Ask for the Decision”
• Determine the Prospective Client’s Temperature
• Gaining valuable Input . . . at any time
• Shorten the Time from Prospect to Client

VI. BODY LANGUAGE
“Listening . . . Watching . . . Looking for Opportunities”
• Finding When They’re Ready to Hire
• Improving Listening Skills
• Being Observant

VII. LET THE CLIENT HIRE
“How to Gain a Favorable Decision”
• Creating the Climate for a Mutually Beneficial Decision
• Making the Decision Easy for the Prospect
• Eliminating Remorse

VIII. FINDING THE REAL OBJECTION
“Lose the Fear of the Explosive ‘No !’”
• Don’t Answer Objections that do not Exist
• Ethical Persistence . . . without Upsetting the Client
• You cannot “Overcome” Objections
• Keep the Client on Track
• Remain in Control, but not Obvious Control of the Process

IX. DEFUSE THE OBJECTION
“Don’t Fight the Client”
• Objections are Questions in Disguise
• Win an Argument/Lose a Client
• How to Lower Emotion and Inject Reason

X. WELCOMING OBJECTIONS
“Reducing the Impact of Clients’ Concerns”
• Verify the Real Objection
• Know the Types of Objections
• Know How to Handle & Answer Objections

XI. CREATING DESIRE FOR YOUR LEGAL SERVICES
“The Strength of Emotional Appeal”
• Logic vs. Emotion -- Emotion Wins
• Make the Clients Aware of their Problem
• Let the Clients “See” the Benefits of your Legal Services
• Disturb the Client to take Action

XII. WEIGHING THE ALTERNATIVES
“Eliminate ‘I Want to Think it Over’”
• Recognizing why Clients Procrastinate
• Getting Clients to Hire your Services NOW
• Summarizing the Presentation

XIII. GOALS
“The Secret to your Success”
• Tying your Personal Goals to Firm Objectives
• Organize your Habits and your Time
• Long-term and Short-term Goals

A 180-page binder for Rainmaking … ethically and professionally $ 295

"Our success is measured by your improved performance."

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