Vidal Sassoon on Closing Skills - “ If You Don’t Look Good, We Don’t Look Good.”
We’ve all heard the quote made famous by hairstyle icon Vidal Sassoon: “If you don’t look good, we don’t look good.” Vidal understood that making his clients look their best was key to his own continued success. The same holds true for attorneys. In order for the client to look great, the lawyer must be highly organized in depositions, in hearings, and in trial.
Although most lawyers rise to the occasion in the courtroom, many look very unprepared in a legal sales setting. Rather than being prepared for a phone call, a dinner meeting or before making a formal proposal, they try to wing it–an approach that ensures no one looks good!
Fortunately, there are steps that can be taken to set an agenda that will improve your closing skills.
Talk to the prospect or client before the session, offer a preliminary agenda, get their input, and revise as needed. When the call or meeting starts, present an agenda again but before you get started ask if your client or prospect wants to proceed in the recommended order; ask if any new challenges have arisen before you start the presentation. Clarifying the client’s objectives (not yours) before beginning a sales session is a skill that can be learned during business development training sessions.
It is critically important to get the client/prospect talking more than you. You can do that by completing research on the client’s business, competitors, stock price, and other info and by using that information to frame your questions and presentations. In other words, you’ll be able to give your clients and prospects the chance to look good – and you’ll look great in the process.
