When working with attorneys you have to be able to make your case quickly and succinctly. Lawyers use computer and smartphone programs that track they time in 6 minute increments. Six minutes is a tenth of an hour which is how they bill. Their hourly rate is so high that literally every minute counts when selling attorney's because they count every minute. This means you can not waste time with small talk or chit-chat. You need to be very well planned and ready to state how your product benefits their firm. You need to be well planned and it is a good idea to have a spec ad ready. In later blogs we will talk about identifying good lawyer prospects, how to get through to them and how to structure your presentation, but the first step is understanding how they think. Lawyers live in a "time is money" pressure cooker and you must always keep this first and foremost in your thoughts.
Keep Smiling, Keep Selling!
Thanks
Jim B.
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