What if selling less could help your firm grow more? We sit down with business advisor and author Diane Helbig to rethink how lawyers win clients without scripts, pressure, or jargon. Instead of forcing a pitch, we break down a discovery-first approach that uncovers why timing matters, what impact the client expects, and whether a budget exists, before a proposal is ever written.
Diane shares the exact questions that turn awkward sales calls into useful conversations: do you have a budget for this, why now, what’s the impact if you move forward, and what happens if you don’t. We talk through when to disqualify, how to spot red flags early, and why a single clear offer beats a maze of options. You’ll hear why confused prospects say no, how to price to outcomes, and when a referral out is the smartest move for your reputation and pipeline.
Inside the firm, leadership makes or breaks client experience. We draw a clean line between leading people and managing systems, then show how to co-create goals, build feedback loops, and create psychological safety so your team speaks up with better ways to serve clients. Trustability becomes your competitive edge: do what you say, own mistakes, communicate early and often. Replace the stale elevator pitch with a plain, 30-second introduction that states your value and who it helps in real words your clients understand.
If you want fewer stalled proposals, better-fit matters, and clients who stay and refer, this conversation gives you a simple, repeatable path.

Reach Diane here:
Succeed Without Selling Book: https://amzn.to/464sj7s
https://www.linkedin.com/in/dhelbig
https://www.facebook.com/seizethisgrowth
https://www.instagram.com/seizethisgrowth

Law Firm Marketing Fix

Fix Your Law Firm’s Marketing in 10 Simple Steps

Download Your Free Checklist -> https://fix.lawmarketingzone.com/

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
https://lawmarketingzone.com
A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

Subscribe on your favorite Podcast listening platform!

Like, Share, and Review us!

#leadershipinlawpodcast #leadershipinlaw #lawmarketingzone #marilynjenkins