I have a profitable little habit I want to share with you.
It’s a habit I picked up out of necessity. You know – the need to eat – the need to feed my kids.
Every day I make it my mission to sell something to someone.
I am in the business of helping lawyers make a great living and live a great life, which means I usually have to sell something to a lawyer.
Each day I must come to an agreement with someone to help them in exchange for legal tender.
Most days this is easy. People call on the phone with a problem, question, concern or need. Together we come to an agreement on whether or not I can help them. That’s selling.
Some days nobody calls. On those days I reach out to past clients, referral sources or influential people in the community. I ask them to introduce me to a lawyer (or lawyers) who may need my services. Sometimes I ask them to help me get in touch with people who put attorney conventions together or edit articles in law firm trade magazines. That is also selling.
Now you may be thinking that this doesn’t apply to you. After all, you are a lawyer. You are a professional. And professionals – particularly lawyers – don’t sell.
In spite of what some of folks will tell you, a sale is made every time you interact with a potential client or referral source. Either you sell them on why you should be their lawyer or they sell themselves on why you shouldn’t.
Think about that for a minute.
Every time you meet with a potential client, speak with a potential client on the phone, meet with a referral source, have lunch with another lawyer or talk to someone who could refer you business, you are selling.
If you make the sale, you’ll get the client. If not, the other person has sold himself on why you are NOT going to get his case or his referral.
Still think lawyers don’t sell?
Have you ever argued a case in front of a jury? Made an argument to a court or magistrate? Ever tried to get your wife to agree to go see that new action adventure flick? Ever try to get your kid to clean his room? Ever try to get your mother-in-law to go away, on vacation, for a lengthy period of time?
A sale is made in each of these examples.
You sell. I sell. Everyone sells. Every day.
You can choose to become adept at it. You can choose to make it a habit. You can choose to live well.
Or you can choose to bury your head in the sand and continue to believe that lawyers don’t sell and that selling is evil.
As for me, I have a couple of calls to make. I like helping people. The way I help people is by sharing my knowledge and expertise with them.
What did you sell today?
Filed Under: Personal Development
About the Author: Dave Lorenzo helps solo attorneys, large law firms and small independent law practices make a great living and live a great life. People say his down-to-earth personality reflects more of his street smarts than his Ivy-League education.