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LEGAL SALES QUESTIONS: Part III. The Future
October 19, 2011
LEGAL SALES QUESTIONS: Part III., Questions About the FutureWhile the past and present are important to prospects, the future is the key. Through answering the questions about them and your firm, they'll get a good idea as to your commitment to the engagement and abilities to serve their needs.* Can you describe the risks I'm taking if I hire you and your firm?* How can I measure your results?* Who are the attorneys you will assign?* What are your expectations about winning vs. settling?* Tell me 3 reasons why you are the best choice for us?* How can you protect us during e-discovery?These are the tougher, harder-hitting questions that require more effort in developing succinct answers. While what you do is important, what you will do is more important – especially for the client. Laying out a roadmap will instill a sense of direction while building a foundation for future work. Indoing so, you'll get closer to closing the sale by leaving a solid impression.In the next post, we'll discuss what exactly you need to know about the corporate world and the pressures your legal clients are possibly facing.
LEGAL SALES QUESTIONS: Part III., Questions About the FutureWhile the past and present are important to prospects, the future is the key. Through answering the questions about them and your firm, they'll get a good idea as to your commitment to the engagement and abilities to serve their needs.* Can you describe the risks I'm taking if I hire you and your firm?* How can I measure your results?* Who are the attorneys you will assign?* What are your expectations about winning vs. settling?* Tell me 3 reasons why you are the best choice for us?* How can you protect us during e-discovery?These are the tougher, harder-hitting questions that require more effort in developing succinct answers. While what you do is important, what you will do is more important – especially for the client. Laying out a roadmap will instill a sense of direction while building a foundation for future work. Indoing so, you'll get closer to closing the sale by leaving a solid impression.In the next post, we'll discuss what exactly you need to know about the corporate world and the pressures your legal clients are possibly facing.
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Counsel should include in its analysis of a case the taxability of the anticipated and sought after damages as the tax effect could be substantial.