Sales Secrets of the World's Superstar Lawyers

Michael Kuzilny

Description

Michael says:The profession is overcrowded and there are now more lawyers on this planet than soldiers. If you want to attract more clients, you have to stand out from the crowd. Many legal firms big and small are struggling to some extent. Some lawyers are just staying afloat and many are going broke! Great selling skills will lay the foundation for tomorrow's sales successAs lawyers we now have to treat every new client like gold, and give them the best customer service experience ever!Are you ready to break away from the crowd?In this short and straight to the point book, Michael reveals some of the best kept secrets about selling legal services from superstar lawyers around the world. Whether you are a law student, a lawyer employee, or run your own multi-million dollar law firm, this guide has the power to boost your business and personal success in the game of law.

Sujets

• Marketing et communication

Informations

• Publié par: First Edition Design Publishing
• Date de parution: 15 avril 2014
• Nombre de lectures: 0
• EAN13: 9781622875658
• Langue: English

Extrait

Sales Secrets of the World’s Superstar Lawyers
Micahel Kuzilny


First Edition Design Publishing, Inc.
Sales Secrets of the World’s Superstar Lawyers

“The profession is overcrowded and there are now more lawyers on this planet than soldiers. If you want to enjoy this game, you have to stand out from the crowd.

You have to know how to “sell”, and not only in the courtroom but outside of it.

You have to be something a little more than just a communicator. You have to be something a little more shrewd and persuasive then just a good public speaker. You have to understand the theory of sales. You have to be able to change the opinions of people.

You have to be able to change a person’s perceptions of life, the world, and everything they thought they knew.

Oh yeah it’s difficult. Very.
But that exactly what I’m going to teach you in this course.”

MICHAEL KUZILNY
Barrister & Solicitor, MK LAW
Sales Secrets of the World’s Superstar Lawyers
Copyright ©2014 Michael Kuzilny

ISBN 978-1622-875-65-8 EBOOK

March 2014

Published and Distributed by
First Edition Design Publishing, Inc.
P.O. Box 20217, Sarasota, FL 34276-3217
www.firsteditiondesignpublishing.com



ALL R I G H T S R E S E R V E D. No p a r t o f t h i s b oo k pub li ca t i o n m a y b e r e p r o du ce d, s t o r e d i n a r e t r i e v a l s y s t e m , o r t r a n s mit t e d i n a ny f o r m o r by a ny m e a ns ─ e l e c t r o n i c , m e c h a n i c a l , p h o t o - c o p y , r ec o r d i n g, or a ny o t h e r ─ e x ce pt b r i e f qu ot a t i o n i n r e v i e w s , w i t h o ut t h e p r i o r p e r mi ss i on o f t h e a u t h o r or publisher .
Contents

Introduction
Chapter 1
What is Sales and Why Do I Want to Hurt Salesmen?
Understanding Sales Psychology
What the Greatest Sales Minds of All Time Teach Us
Chapter 2
How to Put Clients at Ease, Get Rid of Sales Pressure, and Become a Friend
How to Lower a Person’s Defenses So You Can Start Selling
Closing the Sale Among Lawyers and Clients
Anticipating Objections
Know More Than Your Client
Chapter 3
Secrets of Lawyers Revealed (or “When the Deadliest Lawyers Attack”)
Sales Secrets of the World’s Superstar Lawyers
Selling Your Soul Online
Incorporating Customer Relationship Software
The Friendly Website
The Value of Content
Tips for Lawyer Marketing Web Design
Social Networking and Lawyer Marketing
Your Personal Presentation
Outsourcing Your Marketing Campaign
Marketing to Your Top Clients
Return on Investment
The International Spectrum
The Universal Concept
Chapter 4
Welcome to My Virtual Retreat with Me, Michael Kuzilny
How to Attract the Clients You Really Want
Learning the Art of Not Selling
Make a New Email Friend
Go Beyond IVR
What About Legal Advertising?
Chapter 5
How to Persuade People and Overcome Prejudice Without Batting an Eye
Overcoming Prejudice and Bias
Education—The Best Way to Demonstrate Your Value
Conclusion
Introduction

Wherever you are on this wonderful planet, I want to congratulate you my friend for being in this wonderful profession. You’re a lawyer, great, but are you making any money? Is your business running flat or is it growing? If your legal firm needs to grow, you my friend need to grow, and I will show you how!
Let’s cut straight to the chase, our profession is overcrowded, and you really have to stand out from the crowd, if you want to continue making a good living from this wonderful legal career.
“ There is only one success- to be able to spend your life in your own way” CHRISTOPHER MORLEY
The problem is that there are now so many lawyers on this planet that some are running out of clients and going broke, or are just hanging in there.
Then there are the other lawyers, driving around in their fancy cars, as seen on TV, and they have just created super fantastic lives for themselves. These are the superstar lawyers around the world, and these are the people who know that people and sales are the most important factors that create their lifestyle. They have a kick-ass attitude, and they know how to get the most sales leads and close most sales; no matter how much they charge.
It is the clients that pay for their house, their kids’ education, their holidays and their fancy suits. They fully understand this. They also understand that superstar lawyers attract superstar fees!
If your business is flat today, it probably means you weren’t prospecting enough, you didn’t market properly, or you just haven’t sold yourself to enough people.
Consider this. Have a good look at yourself and your business. If you were a client would you invest a few thousand dollars with yourself?
Sales are the most important part of your legal business. No clients = no business! You have to look important, which will make you feel important.
That’s exactly what I wanted to do when I left the police force, and started my own legal practice. I had enough of being a number. I was Senior Constable 25591. Just another number amongst thousands. I had enough of the crowd and being average. I wanted to create a world class business that gives world class service. I wanted to help good people get through the tough times, and help them live happy and successful lives. That’s exactly how I grew my business; I had a plan and I took massive action daily!
Liven up everything about you, your smile, your handshake, your talk, even your walk. Act alive with 110% enthusiasm. Always broadcast happy and positive news, and really grow the “You are important attitude!” Show appreciation. People do more for them when you make them feel important.
Lots of lawyers around the world are struggling to get a job or live a wonderful life. And you certainly deserve to have a wonderful lifestyle.
Some lawyers are telling me the market is collapsing. This is rubbish. There are always plenty of legal jobs, and always plenty of clients who need the help of lawyers; we just need to re-train our minds to be an outstanding salesperson.
Average is not good enough anymore. If you’re an average lawyer salesperson you will probably go broke soon, or just hang in there. You have to give outstanding customer service my friend. Never let anyone feel they are taken for granted. Practice appreciation with a warm, sincere smile. Always show the service first attitude; don’t be self-orientated. You should ask yourself every day “How may I serve? Always make every client feel like they are the most important person in the world!
Throughout this book we are going to discuss:
· What is “sales”, what it comes from, and why people hate salesmen?
· How you can reverse sales pressure and instantly lower the defensive frame of mind in your clients.
· How you can borrow sales techniques and adapt them to your law niche.
· Some secrets of the best lawyer-salespersons in the business.
· How to take your message outside your comfort zone and into the mainstream.

Yes, by the time you finish this book you are going to be ready for anything, and be able to rise to any sales challenge.
Just because you will have that great power doesn’t mean you should actually do it. I’ve always felt as if the most charismatic people among us have extra responsibility. Words are powerful. The emotions of unhappy people are easy to manipulate. We owe it our fellow man to walk carefully. To not exploit, but to empower.
I believe in the idealism of our profession. I think that a lot of you reading this today are ethical people, responsible people, and moral people.