Ok! Ready for step #3 in the 6 part mini-series to help you Productise & Profit! So far I’ve covered Step 1: Find your Vision and Step 2: Understand Your Clients and today I am covering Step 3: Create amazing solutions.
I hate to break it to you, but customers don’t care about your credentials, they want you to solve their problem.
Half of our staff don’t have a law degree. That qualification is not the only means to being able to provide outstanding services that meet our client’s needs.
Don’t sell your clients a tool (like the use of your time), help them achieve an outcome. Think about it, hotels don’t sell a roof and bed for the night, they sell the experience of luxury and a good night’s sleep. Luxury car companies don’t sell metal and tyres, they sell the status and prestige that comes with owning a fancy car.
What is the outcome your clients are looking for? How can you provide it? Remembering, of course, that the solution will be bigger than law. Oh, and they don’t want to buy time either (does that go without saying yet…!?)
This post is part of a seven-part series. Read the previous post, Step 2: Deeply understand your clients.
To learn more or to jump ahead, buy my book, It’s Time to Do Law Differently: How to Reshape Your Firm and Regain Your Life.