Top 5 Lies Attorneys Tell Themselves
Self-deception is a bad habit
Many attorneys tell themselves lies that prevent them from reaching their sales goals, attracting more clients and earning more money. They lie to themselves about the economy, their prospects and their firm and why they are not sealing more deals. The top 5 lies attorneys tell themselves are listed below.
To become more efficient at selling themselves and their professional services they need to confront what is holding them back from selling their expertise. If you struggle with any of these, we should talk.
Here are the top 5 worst lies, excuses, reasons or justifications for not closing more sales.
“I don’t have time to sell.” Everyone is busy, but not everyone is busy doing what they need to do to close more sales. Top attorneys would never use that excuse because that is a money depleting excuse that keeps them stuck and broke. Instead they say, I may not have the time but I sure as heck will make the time for an activity that guarantees my success. There is a part of every day that can be found for selling. You either make time for sales activities or you will set yourself up for plenty of free time with no clients and no money.
“I don’t like selling.” If you loved selling, chances are you would have become a full-time salesperson. Attorneys go into business because they love their client work. You’re an attorney, first and a business builder and revenue generator next. Maybe you tell yourself you don’t want be associated with those pushy or aggressive salespeople. Perhaps you believe your work should speak for itself and selling is demeaning. Get over it. That lie is holding you back and keeping you from attracting clients and earning a great living.
“I’m not that good at selling myself and my services.” There is only one way around that. When you are unsure how to do something you find a way and learn. Understand how to sell yourself and your services using an approach that makes you and your prospects feel relaxed and open. When you are uncomfortable or dislike selling it will be evident to your prospects. If you are uneasy it makes it difficult for people to trust you and choose to work with you. Uncomfortable prospects don’t buy! Learn the skills necessary so you can grow your practice.
“I’d rather do marketing than selling.” Marketing is not selling, and you must merge both to be successful. Your marketing efforts get people to notice you. Your sales skills get them to say YES to you. If you’re not able to convert interested prospects into invested clients, your marketing dollars are wasted, and your efforts are meaningless.
“I don’t want to be pushy or salesy.” Good! No one else wants you to be that way either. No one I know is looking for pushy, salesy and aggressive attorneys. This is a poor excuse for not being successful. It’s one of those excuses that a person uses to give themselves permission to not sell at all. The only fix to this is to update your sales approach. Sell in a way that will never be perceived as pushy or salesy. You have a choice in how you sell and how you show up. You have an option in the approach you use. Your approach is either attracting clients or repelling clients.
Don’t let the lies, bad excuses, weak reasons and damaging justifications get in the way of selling yourself and your professional services.
If you are unsure where to go or how to start, you are one email away from that.
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Need a “911” Attorney Coaching Strategy Call? If you are struggling with closing business and keep running into the same business obstacles and issues, let’s chat.
This 911 attorney coaching call is not a free coaching call. That would be irresponsible of me to offer you, as change doesn’t happen overnight, and certainly can’t happen on one phone call. Purely a chance for us to get to know each other, see where you are in your business, and see if it makes sense to work together. I want to serve you deeply, and in order to do that, we need to have a frank conversation about your practice first.