Visitors Now:
Total Visits:
Total Stories:
Profile image
By Lawyerist (Reporter)
Contributor profile | More stories
Story Views

Now:
Last Hour:
Last 24 Hours:
Total:

What Clients Want v. What Lawyers Sell

Tuesday, November 22, 2016 10:23
% of readers think this story is Fact. Add your two cents.

(Before It's News)

Square peg and a round hole. Metaphor for a misfit or nonconformist.

There is a disconnect between what clients want and what lawyers sell. Clients, as many commentators have pointed out, just want their legal problem solved.

Consumers don’t want drill bits, they want holes. They don’t want a scanner, they want a digital copy of a paper document. They don’t want a taxi, they want to get home. In each case, the product or service is just a means to an end. But not the only means. There are other ways to get holes, digital documents, and transportation. Sometimes better ways.

Similarly, clients don’t want to hire a lawyer, they just want their legal problem solved.

Clients don’t want a contract, they want a relationship. They don’t want to litigate, they want to right a wrong. They don’t want a divorce, they want to move on with their lives.

Contrast that with what lawyers sell. Do a Google image search for “lawyer billboards.” Nearly all of the results are a picture of a lawyer and an adjective before the word lawyer. This woman, the personal injury lawyer. This guy, the family lawyer. Maybe the lawyer billboards on found on Google aren’t the most representative cross-section of lawyer advertising, but consider all you hear about personal branding and professional networking. It seems like most lawyers are selling, well, lawyers.

But remember, most of the time the client doesn’t want a lawyer. The client wants a solution.

When you talk to clients and referral sources—face-to-face, on your website, in your ad campaigns, etc.—are you talking about yourself or are you talking about solutions to their problems?

What Clients Want v. What Lawyers Sell was originally published on Lawyerist.com.

Report abuse

Comments

Your Comments
Question   Razz  Sad   Evil  Exclaim  Smile  Redface  Biggrin  Surprised  Eek   Confused   Cool  LOL   Mad   Twisted  Rolleyes   Wink  Idea  Arrow  Neutral  Cry   Mr. Green

Top Stories
Recent Stories

Register

Newsletter

Email this story
Email this story

If you really want to ban this commenter, please write down the reason:

If you really want to disable all recommended stories, click on OK button. After that, you will be redirect to your options page.