More on people skills

On 01.10.10, In Legal Marketing, by Daniel Callahan

More on people skills

Every person you meet on this earth has a flashing sign hanging on his or her chest that says, “Make me feel special”!  People want to feel important and valued.  Developing people skills requires that you recognize human nature.  It is human nature to like people that make you feel valued or valuable.  Bonding with people is essential for the growth of your law firm. Making individuals feel important attracts them to you and your firm, making yourself or your firm important turns people off and against you.

People want to be valued but their primary desire is of self-preservation.  If an individual’s freedom is at risk and you can solve that challenge they need you.  Attract them by valuing their time and listening to their concerns and you have a new client.  If a family is concerned about estate planning address their needs and not focus on your firm and now you have a new client.

Develop the skill of complimenting people without being patronizing.  People love to be appreciated and applauded in public.  When discussing a solution with a potential or retained client always discuss the solution but point out what aspect of the process they have already done correctly.  Outline the benefit of working with your firm but always compliment them on taking action.  Professionals always pay a sincere compliment prior to asking for a clients business!