Key Aspects of Legal Sales (Selling Legal Services)
Consultative Approach: Shift from pitching to understanding client concerns (e.g., timelines, costs, risks) through attentive listening and asking targeted questions.
Relationship Building: Clients buy trust and relationships; focus on becoming a trusted advisor rather than just a service provider.
Understanding Value: Communicate how your service solves specific client problems, addressing anxieties and building confidence.
Intake Process: Use structured scripts to ensure professionalism, gather key information, and qualify leads effectively.
Collaboration: Legal teams should view sales as a business enabler, working with sales to manage risk intelligently rather than blocking deals.