In my prior posts, I laid out my 10 steps for lawyers becoming better salesmen. The first step is to find out what the client wants. The second step in the process is to figure out how to provide the service your prospective client wants. Since you did such a good job listening in the first place, you now know most of the details you will need as you progress through your representation. There are always several potential solutions to your client’s problems and being able to navigate through all of the possibilities to provide the best outcome for your client is essential.Â
I think this is the step where you need to actually know the law – or be able to learn it. Being a new lawyer, I come into contact with areas of law that I am unfamiliar with, or unique situations in my practice area very frequently. Rather than sending all of these prospective clients away to more experienced attorneys, or attorneys with specific knowledge of a practice area, if I can spot the issues then I can work hard and research the specific problem to represent my clients.Â