When Sherlock Holmes cracked the case, he did so after careful examination of all of the evidence. Similarly, when you’re marketing your legal services, it’s important to put your prospects “under the microscope.” Knowing what your prospects are looking for–before you make contact–is essential.


Attorneys with successful closing skills know that taking an in-depth look at their prospect’s business is an imperative step in closing the sale. Before approaching a new prospect, these attorneys:

• Take the time to learn what new products or services the prospect has recently marketed.
• Research the community service projects the company or agency sponsors.
• Determine whether or not the company or agency is currently going through layoffs.
• Explore what their prospect’s competitors are doing.
• Identify any special awards their prospect may have won or honors they have received.

By taking take the time to learn more about your prospects, you’ll better be able to determine their needs. More importantly, you can tailor your sales presentation to address those needs. Not only will you have better information, but also you’ll be in a position to ask better questions–and your law selling approach will prove far more successful!

This entry was posted on Friday, July 17th, 2009 at 10:51 am and is filed under Legal Marketing. You can follow any responses to this entry through the RSS 2.0 feed. You can skip to the end and leave a response. Pinging is currently not allowed.