Sales Training for Intake and Attorneys
Connecting with people and learning what matters creates trust and generates opportunities for you and your clients.
Sharpen your skills to convert more clients
Sales Training for Law Firms
Every prospective client arrives with a reason for calling. Whether that conversation leads anywhere depends considerably on what happens next.
Whether you've earned the inquiry by reputation, referral, or marketing spend, an unprepared intake conversation can squander the opportunity before an attorney ever becomes involved.
REP Law Grow trains intake professionals to uncover what matters to prospective clients, while communicating the firm’s value with confidence. Additionally, attorneys who conduct consultations can benefit from the same discipline.
The Lead Is Only the Beginning
Law firms rightly devote considerable attention to attracting clients. Sometimes, far less scrutiny is given to the quality of the conversations those investments produce.
A person seeking legal help may be uncertain about the process or unsure which questions to ask. When intake becomes a hurried exercise in gathering contact information, the firm can miss the concerns that will ultimately shape the person’s decision.
Effective intake requires curiosity and preparation. The employee must understand the circumstances well enough to guide the conversation without making promises the firm can't keep.
A qualified inquiry deserves more than a script.
Better Conversations Are Learned
Confidence in intake comes from knowing how to conduct the conversation, so REP has developed practical sales skills to address the circumstances your team is bound to encounter.
Prepare for the conversation
Listen beyond the initial comments to ascertain the prospect's true need.
Discover the underlying concern
Communicate with credibility
Advance the decision making process
Understand the firm’s services and the information needed to evaluate an inquiry.
Explain your approach and address uncertainty without resorting to pressure.
Provide clear recommendations, while respecting the prospect’s ability to choose.
Attorneys should also seek to sharpen their skills
An attorney may be exceptional at practicing law and still struggle to earn a prospective client’s confidence during an initial consultation. Legal analysis alone cannot answer every concern that influences a decision to retain counsel.
Sales training helps attorneys recognize the difference between demonstrating knowledge and helping someone understand how the firm may serve them. The conversation must remain accurate, attentive to the client’s circumstances, and appropriate to the representation being considered.
The objective is a sound decision, reached with confidence.
Need help improving your intake?
Make More of the Opportunities You’ve Already Earned
Before investing more to generate inquiries, consider whether your firm is making the most of the conversations it already has.
REP Law Grow can help your intake team develop the skills to make those conversations more useful to prospective clients and more valuable to the firm.
