|by Dona Stohler
Take a moment and think about conversations you remember well. Or people who you immediately made you feel like they were very competent and capable from the moment you first spoke with them. Chances are these people told you a story about something that made sense to you. They gave you an example of something that they recently encountered and made it easy for you to visualize the problem and how they solved it. They were convincing.
If you keep this in mind when talking to prospects and clients you will probably be more successful.
Use visuals and analogies
Everyone says they are responsive, client-focused, efficient, cost-effective and reliable. Take the time to help the prospect or client understand what this means. What sounds better if you are a client?
ur lawyers are very responsive and reliable. We always keep the client in mind.
One of the things that is very helpful for us as we begin to work with you is to attend your new hire orientation, at no charge to you of course. This helps us fully understand your company and makes us part of your team. And if you can start to send us the dates and times of your earnings calls, we'd like to start participating. By doing this we feel we are better prepared to give you our best possible advice because we will understand you better.