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Sales and Service Strategies: Simplicity Is the Key to Selling Legal Services
Keep it Simple. It sounds basic and obvious, but it is easy to complicate even the most important things. And how many things are more important than growing your practice? You certainly can be a good lawyer and provide technical excellence, but how will that help you achieve your goals for financial success and job security? Will it enable you to achieve the professional status you desire? Will you command sufficient respect within your firm and among your peers?
It is easy to complicate practice development and as a result become frustrated. Avoid two common traps and you will greatly enhance the results of your sales efforts. First, do not market your practice until you have created a clear strategic plan. Without a solid business development plan, it is easy to get lost in the quagmire of issues and options to address. Selecting a target market, determining how best to position your practice, identifying personal marketing tactics, and deciding with which organizations to become affiliated. The second trap is either having a haphazard sales method or not having a method at all. There are so many approaches to selling that it can be difficult to decide which one is best for you. Take the time to continuously develop your sales skills and style and not only will you enjoy better results, you may also find out that business development can be fun.
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