Law firm marketing and the hating part in the title depends on what you mean by selling dont you think? After all many people think the word sell is a four-letter word. If you mean the kind of traditional selling we find prevalent in the selling of new or used cars or if you think of selling as getting someone to purchase what you have to sell regardless of the means used – then I would say I hate selling myself! In law firm marketing if you mean facilitating a persons unique process in deciding what is in their highest and best interest (while suspending ones own needs and supporting their decision making process) – then I love selling. I assert, in law firm marketing, selling is not something to hate given how I define selling. In fact selling, given my definition, is a required skill set in serving people well and is critical in lawyer marketing. Given my definition what do you do? Read on.
What does this law firm marketing coach recommend you do in building sales skills? First, I would suggest you think through your responsibility to your prospective clients to deliver buyer facilitation (more on this a bit later). Second, I would suggest you become...
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