Psychology

I talked a bit about sales in my last post on what it takes to create a successful law firm. Making sales is a necessary component to running a law firm. Without closing the deal and taking on new clients, you quickly deplete your law firm of cash. And without cash, you won’t be in business very long.

Why do lawyers (and most small business owners, in general) hate sales so much? From talking with numerous clients - and in my own experience - a lot of it comes down to perceptions of what “sales” is and a fear of rejection. continue

In my previous article, I looked at how negative thinking can hold us back from achieving our goals. In this article, I’m going to look at strategies for dealing with negative thinking. continue

In my last article, I asked what’s holding you back? Often it’s the way we perceive the world around us. If we think that it’s difficult to grow our business, then our brain looks for ways to confirm this belief. We want to do great things but our “yes, but” mechanism kicks in and we’re left feeling defeated and hopeless. So in this article, I want to look at ways to deal with negative thinking. continue

Most lawyers I speak with hate the concept of marketing. If they had their way, they’d just sit back and wait for referrals to flood in. They wouldn’t have to spend time prospecting. They wouldn’t have to pitch their services to people who don’t know who they are or why they are the lawyer for them. And they wouldn’t have to risk rejection. But most lawyers don’t get enough referrals to sustain their practice so they have to find other ways of drumming up new business. continue

In law school, you learned a certain way of thinking based on logic, rationale, and a healthy dose of skepticism. That may be fine for how you deal with cases in court, but it’s probably holding you back in your business. In this four part series, I’m going to talk about how you can identify and deal with the negative thinking that’s preventing you from growing your business. continue

Rarely is marketing a one time event. It is not a quick fix or magical formula to flood you with new clients for little investment on your part. Rather, it is a series of interactions you have with prospects as they try to solve their problems. There are a number of steps people take before they decide to buy something. continue

Whenever prospects call me up, one of the first questions I ask is “What are you currently doing to market yourself?” Many tell me that they’ve tried advertising but mainly get new customers by referrals. They may have tried sending some postcards or creating a website, but nothing has been effective in generating new leads.

Does this sound familiar? continue