Fundamentals: Shutting Up

One of my favorite blogs, for all the wrong reasons, probably, is In-House Rants. Today's post reinforces one of the most basic, yet most often-blown cardinal principles of business development: listening.

IHR is a blog written by an anonymous in-house attorney who is more than a little crusty. His self-description says it all:

The In House Rants blog is owned and operated by Inhouserantor. Inhouserantor has been practicing law since the Regan administration and has had just about enough of the nonsense that passes for the practice of law. Actually, he’s had just about enough of everything.

 The most fundamental of all fundamentals is this: when you're in a selling situation with a client, shut up and listen. Ask questions about them. Don't subject them to a sales pitch, or a litany of information about how great you and your firm are. I teach this, and the In-House Rantor confirmed it. Straight from the curmudgeon's mouth.

Comments

[Amy Campbell]

Hi Peter,
I love InHouse Rants also. I just added your blog to Legal Marketing Reader.
http://legalmarketingreader.com/

[Suryana I. Suganda]

Hi Peter,

It's a great subject you posted. I think I need to practice this your fundamental "recipe". However, could you tell me how to aplly this in an online or email selling situation?

I know, your explanation will be surprising and give me a lot of lessons.