Selling Attorneys Part II

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.

Selling Attorneys

I am in St. Pete Beach Florida for the annual AFCP conference. Watching the TV in the room I am struck by how many attorney's advertise in this market. Lawyers are tough prospects but good customers. They are difficult to contact and close but have lots of money to advertise and once sold generally continue to advertise for long periods. Over the next few days I will give you my thoughts on selling them. Why should the cable, broadcast and billboard guys get all of this business.

Keep Smiling, Keep Selling!


Jim Busch