How Can You Reach Out to Prospects When You are Scared?

Even the most senior lawyers can feel hesitation when it comes to reaching out to new contacts.

The fear of rejection, not knowing what to say, or feeling like you’re interrupting someone’s day can push even the most seasoned lawyers to move that task to the bottom of the to-do list.

Building relationships is about perfection.
All you need is genuine curiosity and an openness to connect.
Clients appreciate it when you’re real and approachable.

So, instead of focusing on the negative “what ifs,” focus on the “why not?”
Every new connection could lead to fresh opportunities and insights.

What’s the Best Way To Get Predictable Legal Billing?

Only 30% of people can accurately predict how long a task will take them.

Pretty wild, right?
Especially for all of us consultants, lawyers, and anyone trying to promise predictable billing?!

It's called the "planning fallacy," and it's why we constantly feel like we're running out of time or why our to-do lists are overflowing.

If you're nodding along, here are some tips to keep from derailing your day:

-Add 30% to your time estimate. Think the task will take an hour? Make it 90 minutes. Future you will thank you.

-Ask someone else. Apparently, we're better at estimating how long other people's tasks will take. So, grab a co-worker and ask for their take; they're probably less optimistic about your superhero timeline. Don't have a co-worker? (We have a service offering for that. WINK, WINK.)

-Break it down. Big projects = overwhelming. Break them into smaller tasks, estimate the time for each, and watch how manageable it all feels.

-Check your receipts. Look at similar projects you've done before. If that pitch deck always takes two weeks, stop kidding yourself that this one will take five days. (Spoiler alert: it won't.)

-Sleep on it. Revisit your timeline tomorrow; I know, I know. My impatience dies at writing this, but a fresh set of eyes (and a rested brain) can help spot unrealistic goals.

Good time management isn't about squeezing in more.
It's about setting yourself up to deliver on time without the sweaty stress spiral.

How to answer: What makes you different as a lawyer?

“What makes you different?”

It’s a question we used to ask lawyers all the time.
Here's the problem with that. It’s all about you.

And when lawyers are trying to connect with clients, “you” isn’t the point.

While some clients might care about what makes you different, they really care about how you can help them.

So, we reframe in our 1:1 lawyer coaching sessions.

Instead of asking, “What makes me stand out?” ask:
- What do I have that will make my client’s life easier?
- What will help them solve problems, avoid risks, or get closer to their goals?
- How can I make it easier for my clients?
- What do my clients need from me?
- How can I show up in a way that makes their job easier, their business stronger, or their life better?
- How might I help?

When I work with lawyers, we focus on exactly that.
That’s the differentiator.

The answers are almost always right there if you’re paying attention.

What Should You Say During a Virtual Networking Call?

You have a new contact who has agreed to a virtual meet and greet!

Now, what do you talk about? We hear this all the time in our 1:1 lawyer coaching sessions.

Start by warming them up, especially if this is a brand-new "cold" relationship.

While we typically go into meet and greets without a formal agenda, do some sleuthing before the chat.

Find out where they live, what they do, how you might be able to help them (and notice that I did NOT say SELL to them), and what they have posted about recently.

The purpose of the meet and greet is to get to know each other. Often, we say this upfront so they know that this call is not a sales pitch.
Plus, you never know where the call might take you!

SAMPLE SCRIPT [If you say you are excited to meet, then act excited!!]

Hey!
Thanks so much for agreeing to jump on and chat with me. I have no formal agenda today other than to get to know you. Why don't you go first and tell me about you? What's new?

Why 1:1 lawyer coaching is for you

If you struggle with what to say on a meet and greet…
If you struggle with how to network…
If you struggle with making time for business development…
If you struggle with following up or knowing how to respond…
If you struggle with the next steps after conferences…
If you struggle with visibility within your firm...
If you struggle with origination…
If you struggle with building relationships…
If you struggle with what to post…

Let’s chat!

What Are Business development activities when you hate business development?

Hate business development? We hear this all the time from our lawyers during our coaching sessions.

Try connection-building activities instead:

- Set up regular check-in calls with your current base of clients.
- Organize informal idea exchange sessions instead of just catch-ups and ask for their perspective.
- Check in with former colleagues without any agenda. Simply check in and see how they’re doing.
- Shift your mindset. Think about how you can help solve problems, be curious, and ask questions. This takes the pressure off of you!
- Write a quick note to a warm contact. Keep it simple, and send a coffee gift card if you’re feeling generous.
- Sign up for pro bono work. You’ll meet people who care about the same things you do, and the connections happen naturally.
- Collaborate on something small with a client or prospect.

How Do You Sell Yourself as a Lawyer?

“I don’t know how to sell myself.” - Does this sound familiar? We hear this all the time from our lawyers.

You don’t have to sell yourself in every meeting!

In fact, focusing on selling only could shift your thinking into showing up in a completely inauthentic way.

Instead, approach each meeting by asking yourself and the person you are meeting with: “How can I help and support you”?

Additional questions to consider asking:
What’s top of mind for you?
What are you struggling with?
Would X be helpful?
Who else could I introduce to you?

Then listen.

Build the relationship and give yourself permission to get back to them with potential solutions.

This approach can be used in meet and greets and with existing clients.

It takes the pressure off to sell and pitch.
It removes the urgency of thinking, “I only have one shot at this opportunity.”

Focus on how you can help.

What are Good Door Openers For Lawyers to Get in Front of Clients?

As a lawyer, if are going to give away something for free that you ultimately want people to pay for, it's gotta be good.

You have to make the offer, checklist, second review, etc, so good they can't imagine their life or business without it.
-Show the value.
-Show people what it's like to work with you.
-Identify things they might not have thought of.
-Hook them.

This isn't about aggressively chasing them with free samples or adding a throwaway like floormats.

Instead, aim to"offer something genuinely valuable (like 4 free business development coaching sessions, for example).

Create an offer that is so valuable that they all become clients.
Create an offer so good that they become your ambassadors without being asked.

Does your offer do that? If it doesn't, let's chat.

So Much To Say:A Legal Podcast For People

Come and explore the behind-the-scenes of work, life, and everything in between. We’re your hosts - Megan Senese and Jen Ramsey.

And we’re here to showcase the human side of the legal world, from marketing and consulting to the very real struggles of balancing work with being human.

This isn’t your typical, dry legal show. We’re bringing you real stories, candid conversations, and smart insights that remind you that outside of being a lawyer or legal marketer - what makes you human?

So whether you’re navigating billable hours or breaking glass ceilings in a woman-owned practice, this podcast is for you.

Stay human.

Stay inspired.

Namaste (or whatever keeps you human)

Listen here