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No Really, It's Not About You!
Saturday, June 9, 2012, 11:05 PM
[General]
So many times when faced with a sale or marketing opportunity, lawyers pitch themselves as the decision points for closing the sale. "I am a successful and experienced trial attorney." "I have a terrific track record." "I can do more for less." Then you hand over the high-priced brochure with more about you,Cheap A.J. Hawk Jersey, your results and your services and hope you have made your point. All that is nice, but when it gets down to it, while the credentials are necessary to make the cut,Cheap Ray Lewis Jersey, to close a sale, the conversation should not be about you.
"It's not what you've got, it's what you use that makes a difference." Zig Ziglar
If you want to make the sale,Cheap Chase Daniel Jersey, then sell your knowledge,Cheap Rex Grossman Jersey, experience and skills by demonstrating them. If you focus the conversation on a discussion of your prospective client's needs and problems, and how you propose to solve them, you are more likely to convince them you really have the credentials it takes to do the job much more effectively then a sales pitch about you. Try "What problems are you facing." "Here are some ideas on how to solve them."
Most clients understand that slick marketing materials are designed to show you in the best light and expect that there is some spin involved. Doing the job by listening to your client,Cheap Brett Favre Jersey, figuring out what needs to be done and offering solutions on the spot demonstrates real skill and credentials without the spin. Show you can do the job by doing it,Cheap Jets Jerseys, and your credentials become a mere checklist of information for the file on your way to a new client.
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