Sales, Caralee Fontenele argues, are the oxygen that a law firm breathes. Without it, a firm won’t have clients and thus cannot thrive. Appreciating how integral sales is, and shifting one’s language and approach to client interactions, is fundamental for long-term success. In this episode of The Boutique Lawyer Show, host Jerome Doraisamy welcomes back Caralee Fontenele (director of Collective Family Law and Scalable Law) to discuss why sales is a critical component of being a business owner in law, how it has become an even more urgent priority, and the biggest hurdles in the way of SME firm owners becoming good at sales. Ms Fontenele also reflects on her own journey as a business owner in law and how she came to appreciate the importance of sales, using the right language and adjusting one’s mindset, appreciating the difference between being “salesy” versus being educational, how best to determine the best sales approach, and the importance of the little things in getting a sale across the line. If you like this episode, show your support by rating us or leaving a review on Apple Podcasts (The Lawyers Weekly Show) and by following Lawyers Weekly on social media: Facebook, Twitter and LinkedIn. If you have any questions about what you heard today, any topics of interest you have in mind, or if you'd like to lend your voice to the show, email [email protected] for more insights!