One of my tech clients has his sales team subscribe to sales educator and coach Andy Paul. Paul identifies the following attributes as essential human sales skills:

  • authenticity
  • connection
  • rapport
  • empathy
  • context
  • insights and
  • relationships

Substantive knowledge and skill are the conditions we normally think of as precedent for being allowed to serve clients. Do your firm’s communications with clients also exemplify essential human sales skills?

I believe that these skills lead to:

  • Client satisfaction
  • Client appreciation
  • Prompt payment
  • Repeat business
  • Recommendations, and
  • Referrals

When you prepare for (or draft) your next interaction with your valued clients or prospective clients, try asking yourself if you are exuding these essential skills.

As always, I encourage you to contact me with your thoughts on this or any other matter relating to the management of your law firm, either in the comments section below, or directly via email.