1 – You must love your clients above all the things.
As a legal service expert, you are supposed to maintain an attitude of assistance towards your clients in order to build the strong bridge of trust. You just come to the win-win agreements, and do not look for your partner to give his arm to twist to get the results in the short term. Be loyal and do not stay in ‘I’ll sell at all costs.’
The customer satisfaction is important, and exceeding your expectations is great, and it is the best way to increase your billing with recommendations and cross selling. You should treat every client as if he were the only customer in the world and make him or her feel important when you are with him or her.
2 – You should not make excuses in vain.
You do not have to become a vendor of the excuses. Be fussy with yourself and admit that you did not generate enough confidence, that you rushed when trying to close the operation. Maybe you have not proven why your legal service is best for the needs of the clients.
3 – Size Your Rates
You have to defend your fees to death, and know how to negotiate them, speak without price and hints at the closing. Investing in communication and reputation will help you not to lose this battle at all. You have to build an assertive attitude in which you clearly and cordially express your criteria, resisting the demands of the client without bothering him or her.
4 – Honor Your Marketing and Sales Plan
The commercial actions of your legal services, the closest and the most complex, must be planned and executed with great care. A well-planned strategy, among other benefits, will allow you to achieve this essential differentiation in such a competitive sector, and to anticipate, which is very important, the objections that the client may raise in the negotiation process.
5 – You will not kill your client’s boredom.
You have to solve problems, do not get him or her bored with your long speeches. Sometimes you get used to hearing yourself, and you do not listen to the signals that the client sends you. You must strive to understand him or her and make sure he or she perceives what you do.
6 – You will not steal your client’s heart.
Are you really going to let the client be brainwashing because you do not insist enough on the commercial follow up? Are you not afraid that he or she will spend nights, believing that he or she is guilty of your debauchery? Paralyze resistance with persistence. The legal service expert must be pushy; neither too aggressive nor too servile.