Legal Research

"Discover the Client's Need, Before Selling the Solution"

This post was written by Tom Kane: "Doesn't every lawyer do that? Well maybe not so much. Sometimes professionals are too busy talking about the solution to a problem they assume the client has, when in fact the client may not even recognize they have a problem. In other words, you can't solve a problem that the client doesn't know exists.

So the key, according to marketing guru Seth Godin, is that you must sell the problem before you sell the solution..."

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Source: Legal Marketing Blog.com, 31 August 2010, reproduced with permission of the author

Full post as published by Stark County Law Library Blawg on September 01, 2010 (boomark / email).