If you subscribe, you know I have been giving clues on how to ask for business/close the sale. Here are the clues so far: Ask and answer why you are uncomfortable asking for business. You are likely uncomfortable because you do not want to take advantage or come across as a salesman. Position yourself so you never have to ask for business by identifying problems, opportunities and changes and giving away solutions. This is challenging…

This is the fourth in my series giving clues on how to ask for business/close the sale. Have you ever met anyone that you liked right away? What was it about that person that made her so easily likeable? I suggest she has charisma and you probably decided you liked her before she said a word. As you may know, Nancy and I belong to a wonderful golf club Diamante in Cabo San Lucas. We…

The third clue to asking for business and closing the sale is to find ways to add value prior to getting any legal work. That sounds easy enough, but how do you put it into practice? I believe the key is to ask good questions and listen to the answers. Ask about his or her company. Learn about his or her background. If the person with whom you are speaking founded the company, ask about…

This week I am giving clues on how to ask friends and contacts for business and close the sale. My second clue is put yourself in a position that you never need to ask for business or try to close the sale. You might be thinking: “That’s great, but how do I do it?” I tell lawyers I coach: “Identify a problem, opportunity or change (before your potential clients know they have one), offer a…

How do I ask for the business and close the sale? That is among the questions I am most frequently asked. The lawyers I coached frequently added that they had built their profile and relationships, but they simply had not found a way to convert it to business. Do you have the same question? I could give you and the many lawyers who ask the question an answer, but I think you will find it…

Do you belong to Costco or Sam’s Club? If so, do you ever go without a list? When I do, I take more time, spend more money, buy things I do not need and forget to buy things I do need. Without a plan you waste time and energy and those are your two most precious assets. To Use your limited time and energy most effectively you must have a plan. It will help…