Why is it so hard to make that “ask” for business — even when you know you can truly help someone?
In doing research and meeting with various lawyers and their firms, I’ve learned that both men and women — even the most highly qualified professionals — often feel uncomfortable when it comes to making the ask.
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Even if they have strong relationships.
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Even if they know their expertise could benefit the client.
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Even if they’re exactly the right person for the work.
And why does that happen?
Many years ago, a lawyer told me that every time he wanted to bring up the topic with a good friend — someone who was in a position to hire his firm — he literally started choking. With some coaching and practice, he overcame it… and eventually won a chain of significant clients for the firm.
Sometimes it’s just a matter of finding the right language — even something as simple as:
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“I’d really like to help you with your _______ (issue/deal/case).”
If you are client-centric and able to think about problems from your client’s perspective, this becomes much easier.
Reframing “the ask” as an offer of help and a way to deepen the relationship can make all the difference.
How do you approach these moments?
