Selling to Lawyers was founded by corporate Legal Sales Coach and Advisor James Greenier. For over 11 years, Mr. Greenier has assisted corporate sales divisions with increased lead generation, sales performance and increased sales efficiency. Whether you are a CEO, VP of Sales, Independent Legal Sales Representative or a salaried Legal Sales Representative, the advice and [...]
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The Best Way to Warm Up a Cold Lawyer Sales Lead
A very common problem lawyer sales representatives face is the unresponsive inbound lead. You call the attorney lead over and over and send email after email but they just won’t take or return your calls and emails. This is especially disheartening when thay originally contacted you or your legal service company initially. Roughly 30% of [...]
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Getting Past the Gatekeeper at Law Firms
So how do you get past the gatekeeper when making cold calling law firms? The short answer is you don’t try in the first place. In fact, the best advice I can give you, having been a top-producing, legal sales rep for over 8 years, is eliminate the word “gatekeeper” from your vocabulary altogether. Stop [...]
How to Sell to Lawyers – Everytime!
So what is the secret to getting to “yes” with lawyers? I will tell you in the 10 plus years that I have sold services to lawyers the two key responses I am working hard to hear is: “James, I like you” and “James, I trust you.” Once I hear thsose two phrases it is time [...]
Lawyer Sales is an Attitude.
Selling is an attitude pure and simple. When you are all stressed about getting the next sale, when your worried about money because your last commission check didn’t cover all of your expenses, and if your just ready to get the day over with, than please call in sick! Because you are! You have a sickness [...]
Are the Days of Cold Calling Law Firms Over?
The days of cold calling law firms? The answer is Yes and No. The days of smile and dial are over. The growth in sales is minimal, sales turn over is high, the training costs are too high and this approach is not highly scalable. Why? It is too expensive and severely unproductive. Having your legal [...]
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How to Build Rapport When Selling to Lawyers
Everyone in legal sales knows that the best way to sell a product is to have the prospective attorney buyer like you. People do business with people they like and respect. So how do you replicate that on every sales call to generate a “real” selling opportunity? The answer is confidence, expertise and genuine interest [...]
Make Every Law Firm Cold Call Count!
Whenever I cold call law firms I always make sure that I don’t waste the call. I make sure every call matters and moves the ball forward to a sale. If you are unable to gain access to the key decision maker then always make that call count by asking for business cards, emails, fax [...]
Become an Expert and Your Ideal Lawyer Prospects and Sales Will Follow.
There is so much sales noise out there. The average person receives 1,000s of sales messages every single day. So ask yourself this: Do I enjoy swimming upstream everyday? If so, keep doing what you and every other legal sales rep that sells services to lawyers does. If that sounds like a bad idea, which [...]
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