W.H.E.R.E. Core Values, Preparation and Experience Reign: The Law Offices of Babak “Bobby” Hashemi Use a Holistic Approach to Helping the... 5 Tips for Young Lawyers How to Find Your Way in a Crowded Arena: Young lawyers can face some uphill battles out of law school. The dream of defending the... Signs That Origination Sharing Is NOT Working: In the course of our Partner Compensation System work, we have seen many law firms that... The Surprising Sentence That Keeps Prospects Reading (and Buying): You spend time and resources writing a marketing piece. So why not make sure as many... How and Why to Start and Market Your Own Non-Profit Organization: Here’s one of the best-kept secrets in lawyer marketing. Few attorneys take advantage... THE TOP 5 REASONS Your Law Firm Can’t Cross-Sell: Many years ago, as a young marketer at a 500-lawyer firm, the managing partner tasked me... Community News – November 2018: The California Lawyers Association named Jennifer Keller to the “2018 Trial Lawyer Hall... White Glove Service for Orange County’s Hospitality Industry“: Driven by Passionate People, Stokes Wagner Provides 5-Star Legal Services to Those in the... NETWORKING Planning, Persistence, and Practice: Do not just attend an event—attend with purpose. To go with purpose means setting... Things Lawyers Do ...: I just took my first long vacation in, well, pretty much ever. I’ve taken time off...
Executive Presentations-468x60-1

What Did You Sell Today?

what did you sell todayI have a profitable little habit I want to share with you.

It’s a habit I picked up out of necessity.  You know – the need to eat – the need to feed my kids.

Every day I make it my mission to sell something to someone.

I am in the business of helping lawyers make a great living and live a great life, which means I usually have to sell something to a lawyer.

Each day I must come to an agreement with someone to help them in exchange for legal tender.

Most days this is easy.  People call on the phone with a problem, question, concern or need.  Together we come to an agreement on whether or not I can help them. That’s selling.

Some days nobody calls.  On those days I reach out to past clients, referral sources or influential people in the community.  I ask them to introduce me to a lawyer (or lawyers) who may need my services.  Sometimes I ask them to help me get in touch with people who put attorney conventions together or edit articles in law firm trade magazines.  That is also selling.

Now you may be thinking that this doesn’t apply to you.  After all, you are a lawyer.  You are a professional.  And professionals – particularly lawyers – don’t sell.

In spite of what some of folks will tell you, a sale is made every time you interact with a potential client or referral source.  Either you sell them on why you should be their lawyer or they sell themselves on why you shouldn’t.

Think about that for a minute.

Every time you meet with a potential client, speak with a potential client on the phone, meet with a referral source, have lunch with another lawyer or talk to someone who could refer you business, you are selling.

If you make the sale, you’ll get the client.  If not, the other person has sold himself on why you are NOT going to get his case or his referral.

Still think lawyers don’t sell?

Have you ever argued a case in front of a jury?  Made an argument to a court or magistrate?  Ever tried to get your wife to agree to go see that new action adventure flick? Ever try to get your kid to clean his room?  Ever try to get your mother-in-law to go away, on vacation, for a lengthy period of time?

A sale is made in each of these examples.

You sell.  I sell.  Everyone sells.  Every day.

You can choose to become adept at it.  You can choose to make it a habit.  You can choose to live well.

Or you can choose to bury your head in the sand and continue to believe that lawyers don’t sell and that selling is evil.

As for me, I have a couple of calls to make.  I like helping people.  The way I help people is by sharing my knowledge and expertise with them.

What did you sell today?

Dave Lorenzo

Dave Lorenzo helps solo attorneys, large law firms and small independent law practices make a great living and live a great life. People say his down-to-earth personality reflects more of his street smarts than his Ivy-League education.

More Posts

Digg This
Reddit This
Stumble Now!
Buzz This
Vote on DZone
Share on Facebook
Bookmark this on Delicious
Kick It on DotNetKicks.com
Shout it
Share on LinkedIn
Bookmark this on Technorati
Post on Twitter
Google Buzz (aka. Google Reader)
www.pdf24.org    Send article as PDF   

Filed Under: Personal Development

Tags:

About the Author: Dave Lorenzo helps solo attorneys, large law firms and small independent law practices make a great living and live a great life. People say his down-to-earth personality reflects more of his street smarts than his Ivy-League education.

RSSComments (0)

Trackback URL

Leave a Reply

  • Polls