Submitted by: Submitted by lasmiler
Views: 202
Words: 325
Pages: 2
Category: Other Topics
Date Submitted: 05/03/2011 04:01 PM
1. Focus on the benefits. Prospective clients
don’t care how large or small your law
firm is, nor do they believe years of experience
directly correlate with a bigger payoff for
them. What they really care about is the benefits
of working with your firm as compared
to others. What are the benefits of working
with your firm, from a client’s perspective?
2. Focus on value. When it comes down
to it, many clients care about their bottom
line. To understand your value, many clients
will examine how much money you will either
save them or make them. How have you
helped other clients take better advantage
of opportunities or avoid liability? What are
some specific ways you constantly look out
for your clients’ best interests (beyond what
every other attorney does)?
3. Focus on results. What results have you
obtained for past clients? What do you do to
achieve better results than your competitors?
When using this strategy, be careful not to
run afoul of your state’s ethics rules about
guaranteeing or promising results to clients.
4. Focus on solutions. Give an example
of a creative solution you found to a client’s
problem. How did you come up with it?
How did your creative solution help your client
achieve his or her goals?
5. Focus on service. Do not misunderstand;
I am not proposing that you focus on
the list of services your firm provides, but
how you better serve your clients. How do
your clients describe the way you treat them?
What’s an example of how you went out of
your way to better serve a client? How do
you demonstrate exceptional client service
on a regular basis?
6. Focus on a specific industry. By focusing
on a specific industry, such as manufacturing,
hi-tech, or telecommunications, you
get a big jump on your competition. Companies
expect their attorneys to know all about
their industry or profession.