Today, we’re talking about how to - and I know you don’t like this word - sell without being salesy as a lawyer or other type of professional. What do we mean by that? Profile building, initial consults, referrals and introductions.
This conversation explores various stages of the sales process in legal and other professional services, including:
- How professionals can self-promote with ease, without coming across as bragging.
- How to get comfortable asking for business from a prospective client.
- How to ask for introductions and referrals from your network, without detracting from nurturing the relationship.
- How to set initial consultations up for success, for yourself and your team.
- How to close a sale.
In this episode, we share stories and ideas from our own experiences of supporting lawyers and other professionals through this process and how that has evolved over the years.
Some aspect of selling is going to be part of your job for the remainder of your professional career. Getting comfortable with this can be a game-changer!
Mark Hunter is an award-winning marketing, brand, and communications executive. Mark has designed internal and external programs that drive adoption and deliver exceptional client experiences. His expertise spans B2B and B2C environments, with particular strength in helping legal professionals translate complex services into compelling messages that resonate with their audiences.
If you are interested in learning more about Mark Hunter, please go to: glenmaplegroup.ca.
You're listening to Get in the Driver’s Seat! We’re telling stories about leadership moments in small to mid-sized professional practices. I’m your host, Sandra Bekhor, Practice Management Coach for lawyers, architects, consultants and other professionals at Bekhor Management.
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