Skip to main content

Lawyer Sales Tip –

Demonstrate your understanding of their needs & wants

sales tips for lawyers

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…”

Sales Tip for Lawyers – ITD Legal Blog – Needs and Wants

Needs & Wants in Sales for Lawyers

Communication skills are key for persuasion and explanation

Every prospect has needs and wants. The needs are those logical aspects, such as the need for legal counsel for a client’s employment issues. The need to have cases handled professionally. The need to have up to date legal advice in the necessary jurisdictions.

The wants are more emotional drivers, such as wanting to work with a lawyer they like, or wanting to work with a lawyer they see as similar to themselves. Another want might be to be discreet, so that as little press coverage as possible is made of the situation. Needs are the drivers behind the requirement for a lawyer, or law firm. Wants tend to be the drivers behind the choice of law firm and lawyers. Wants are the reasons why a particular law firm is chosen. Not always, because sometimes there might be a logical need behind the decisions, such as to consolidate suppliers, for example. But more often wants are the drivers.

One lawyer’s ability to communicate in a way preferred by a prospect can lead to a business win. That engagement and understanding wins the day.

It is an essential sales skill for lawyers to understand, or get to understand by asking questions, the needs and wants of prospects. Only by doing this can you present your service in a way which is relevant to the prospect, or client.

Which means going into a pitch blind without any preliminary meeting is going to prove very difficult to win.

Time management tip – prioritisation

time management training

Time management training is practical and interesting!

Time management tip – prioritisation

Nasty tasks! We all get things to do from time to time which we perceive to be nasty. This could be filing, form filling or a difficult conversation. Whatever it is, we consider it nasty. So we leave it. We don’t do it now because we don’t want to. We will do it latter, not sure when later, but not now. And when later arrives we won’t do it then either. Whilst we are not doing this nasty task it festers. It becomes more complex, more dull or more nasty. It grows into a very nasty task, taking up more time and therefore needing to be put off until we have more time. And it takes up a little time now in worrying about how nasty it is.

So what’s the tip? Do the nasty thing first. Do it now. Don’t even add it to your to do list, just do it.

Get it done and get it gone!

The more we procrastinate over nasty tasks the worse they get. So when a nasty task arrives, just get it done. Prioritise nasty first.

For more practical time management training tips just book one of our practical and fun courses;

Networking for junior lawyers, is it worth it?

BD for lawyers

BD activity often gets relegated so start early in your career

Networking for junior lawyers, is it worth it?


We are often asked by junior lawyers; trainees, newly qualified or one to two years PQE, is networking worth it at our level?

What are the reasons for networking at your level when you are just starting out in your legal career:

1. Yes those you network with are not the commissioners of work, but they probably will be one day. Just as much as you will appreciate getting work from them, they need to have good lawyers they can trust, and who better to trust than someone you have known for a few years. This might sound a bit harsh, but we’re not saying this is the only reason for making and keeping contact, you may well become friends, but both will have a problem to solve and if you can help all the better, if not, still good.

2. It starts and gets you into a good habit. We all know modern lawyers need to be business winners as well as ‘good at the law’. Starting early puts you in the right frame of mind, it means you can practice and home your skills at BD. It also means it’s not a big change when as an associate you realise you have to do it to become a partner.

3. It is actually rather rewarding and not nearly as bad as you think it’s going to be. You meet people with a good chance of having similar interests, they will be bright and more than likely interesting.




BD for lawyers – hosted network events tip #2

BD for lawyers

Making a contact target list for a BD event gives focus

BD for lawyers – internal networking events tip # 2

Make a list of the contacts you most want to meet. This may be one to four people. It gives you focus and a goal. Having a goal will also help drive your invitee list in the right direction.

Not having too many on your target list can also be good as it means you can be flexible. Once you have achieved your target you are free to explore who else is there and make other less expected or anticipated contacts.

Handling difficult conversations training gets great feedback

Communication skills training helps with everyday challenges

Handling difficult conversations training helps with everyday challenges

Handling difficult conversation training gets great feedback.

Participants found the handling difficult conversations training this week to be very useful. The approach is to introduce ideas within the context of their needs and situations. So it’s a practical session with people working on and thinking about their challenges.


They looked at what makes situations challenging, how to position, how to establish the foundations for future conversations, and different approaches.


We also discussed giving feedback and explore a range of difficult situations and what to say.


Particularly challenging is what to do with sensitive feedback such as odour, personal hygiene etc.


In the end what often makes these situations difficult is our own sensitivity, so working on our assertiveness is also relevant.

Overconfidence can fool other people too

personalityThe British Psychological Society reports that people who are over-confident can often make others develop an exaggerated view of their skills and capabilities, according to a new study.

Research by Newcastle University and the University of Exeter, published in the journal PLUS ONE, found a direct link between how people view their own talents and how they are perceived by their peers.

This was apparent in many ways, such as over-confident individuals often getting high predicted grades for upcoming exams, regardless of their final score.

Similarly, people with an unjustifiably high opinion of themselves were found to be more likely to be promoted at work.

Dr Vivek Nityananda, research associate at Newcastle University, commented: “People don’t always reward the most accomplished individual but rather the most self-deceived.

“We think this supports an evolutionary theory of self-deception.”

However, Dr Nityananda warned that people who overrate themselves and deceive others about their capabilities can be more likely to take risks, which could be problematic if they have attained senior positions in organisations such as banks.

What not to wear for women when presenting

PowerPoint presentation skills

PowerPoint presentation skills training has an immediate impact on performance

What not to wear for women when presenting:
Dangly pendants or necklaces.
Bangles which rattle when your hand moves.
Ear rings which swing as your head moves.

Any clothing which will distract from your professionalism.

High heeled shoes which cause you to slump your stance to one side.

Any clothing which might be compromised when you stand in front of a projector.

Long hair worn down which might swing about if you turn your head a lot.

Anything which distracts them from listening to you.

Always practice by presenting in front of a friendly colleague and ask for their feedback.