One of the key challenges in convincing lawyers to embrace a more sales-oriented approach is the belief that sales are for salespeople and not for lawyers. This perception stems from the idea that the legal profession is an honorable one and that lawyers should not be seen as salespeople. To overcome this challenge, law firm leaders can take the following steps:
- Reframe the Concept of Sales as a Duty: Rather than viewing sales as a dirty word, law firm leaders can reframe the concept of sales as a way of providing value to clients and fulfilling a duty to them. By advising clients on how they can better protect and further their interests, lawyers are fulfilling their duty to provide the best possible legal representation. This perspective can turn the argument that sales is unethical on its head, as lawyers can see selling as a way of fulfilling their duty to their clients. For example, consider a lawyer who specializes in estate planning. By discussing with a client the various options for protecting their assets and ensuring the smooth transfer of their estate to their heirs, the lawyer is providing valuable advice that can benefit the client in the long run.
- Emphasize the Importance of Client Relationships: A key aspect of sales is building and maintaining strong client relationships. By highlighting the importance of these relationships and how they contribute to the success of the firm, law firm leaders can help their lawyers understand the role that sales play in the legal profession.
- Provide Training and Support: Lawyers who are not familiar with sales techniques may need additional training and support. Law firm leaders can provide regular training sessions and make sure that their lawyers have the resources they need to be successful in selling their services.
- Lead by Example: Finally, law firm leaders can set a good example by embracing sales themselves and demonstrating how it can improve the firm’s bottom line. By leading by example, law firm leaders can help their lawyers understand the importance of sales and why it’s essential to the success of the firm.
- Master their Field and Develop Confidence: By acquiring mastery and experience over their field, lawyers will be more confident in advising clients on how to proceed, and thus more confident to “sell” their advice. Lawyers who have deep knowledge and conviction in their field will be better equipped to communicate the value of their services and why clients should choose their firm over others.
In conclusion, by reframing the concept of sales as a duty, emphasizing the importance of client relationships, providing training and support, leading by example, and mastering their field, law firm leaders can help their lawyers embrace a more sales-oriented approach and contribute to the success of the firm.