How is that a solution to my problem ?

By Linda Julian

Clients have problems which professional experts are equipped to solve  -  that’s our raison d’etre. 

Too often, though, professionals fail to make the connection between the expertise they possess and solutions to the problems clients confront.

A client’s legal problem is also a business problem, and most show a whole lot more interest in the “fix” you offer than the technical stuff.

Here are some tips to engage a client’s ready-made interest in solving business problems :

• do your background research
• anticipate their issues
• offer a creative and effective solution to their problems
• develop specific details of how your solution will work in practice
• assemble evidence of how your solution has worked for others
• prepare for likely questions
• offer clear, short responses to queries
• devise presentation media or hand-outs to support your case
• reinforce your solution with examples
• quantify expected benefits.

Clients buy the lawyers and other professional experts who convince them that their services will solve real business problems, and offer better solutions than alternatives.