Many professionals, lawyers in particular, are programmed to believe the “great” in their field are those with the sharpest mind, the most encyclopaedic knowledge or the highest grade point average.
Many firms claim it’s the breadth of their expertise, the quality of their work or their “greatness” that brings the client’s flooding in.
But the reality for most business and individual clients is that they have no means for determining who the greatest lawyer or accountant is. Especially when every firm in town is “committed to the highest levels of service and professionalism.”
Your clients are really interested in value. And I don’t mean price. I mean the value that you can demonstrate that you add to their business or personal situation.
So how do you demonstrate that you’re adding value? Here are a few simple examples:
- Conveyancing – client kept informed, matter settles without fuss, client’s anxiety stays low.
- Estate Planning – the family farm, a lifetime’s work, will stay “in the family”.
- Family Law – a child friendly office, referrals to counsellors and other professionals
- Business clients – on site visits, online document access, a folio of their key documents at hand.
- Property – customised leases and contracts, knowing the site, fixed fee accountability on projects
My own clients will have heard me say we need to “show the client some love”. This is just my expression for summing up all the, often very minor, things we can do to demonstrate that not only are we “great” but that we want to add value to their business or personal situation.
If you have any questions about “client love” – you know who to ask.