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Are your Solicitors order takers or Sales makers?
Mon 8 May 2017, 10:00 – 12:00 BST
"It ain't what you don't know that gets you into trouble. It's what you know for sure that just ain't so."
Partners, let's be honest, the legal profession is undergoing huge challenges. An area that is underinvested in and mildly touched upon is equipping our solicitors with the right skills, behaviours, habits and techniques to sell. But not just get a fixed fee, to sell value. To sell worth.
As the profession becomes ever more commoditised, price sensitive, consumer savvy and market driven, can you honestly say, hands on heart, you have equipped your people with the sales skills and tools to not only thrive but excel at selling your value to the consumer?
As a Partner, are you worried that your exit strategy is being pushed back because your fee earners are uncomfortable selling and struggle to attract new clients?
As a fee earner, do you feel you lack the support and guidance you need to meet your commitments to bringing in new business?
Ever said, “I’m a lawyer, not a salesperson”?
Are you new too, or uncomfortable with, selling?
How many hours of study have you undertaken in how to attract new business?
Did you know being a solicitor would require sales skills or did you assume the title would do it for you?
Does talking about money make you feel uncomfortable?
Do you struggle to identify early, and politely disqualify out, people who make all the positive sounds of becoming a client but actually end up wasting your time and never committing?
Do you ever suffer from people backing out at last minute?
Ever felt that by asking for referrals it makes you look desperate and unprofessional?
Are fixed fees liberating you or are you working longer and harder for less?
Have you recently been used to compare fees?
Have you been given high new business targets and feel pressure to hit them at all costs?
This event is for senior partners only. You have to genuinely care and be motivated by a desire to help your people attract and retain higher value business. You have to be committed to investing in them and changing behaviour. Acknowledging that what you did so well, is not enough in today's market for the new solicitor. The world has changed and your beliefs, habits and attitudes need to as well. This event is aimed at challenging what you know.
The event has a small fee, not becasue I want your money but because experience tells me that people who pay rarely drop out at last minute, as opposed to free events.
“We underwent Sandler training and we have tackled our obstacles and are speeding towards a strong new department. As a result of the training, our new client referrals have increased, including across our wills and probate department too, and I have skills which I can build on in both a professional and personal basis.” Marjha Golding-Evans, Solicitor, Head of Family Law, Hodders Law.