Demonstrate your understanding of their needs & wants
Remember that most clients want to make sure you understand their needs and wants. They want you to explain how competent you are. But they may already take that for granted, after all, you’re a lawyer so they assume you know the law. They want to see if there’s a fit with you.
How you connect with them and their organisation is of paramount importance. So a key tip is to focus on how you deliver your message as well as what you say.
To demonstrate your understanding of their needs and wants they need to be summarised back to the client; ‘So to ensure I’ve understood, what you’re looking at is…”
Lawyer Sales Tip –