Do you give your clients fair value? In other words, if they pay you 00, do you give them 00 worth of legal services?
If your answer is yes, stop it. Stop giving clients what they pay for and start giving them more.
Lou Vickery said, “Four short words sum up what has lifted most successful individuals above the crowd: a little bit more. They did all that was expected of them and a little bit more.”
When you give clients a little bit more than they pay for, more than they expect and more than they may even deserve, you really do stand out. Most attorneys don’t give more. And many attorneys give less. At least that’s what the public perceives, otherwise attorneys wouldn’t continually be described as expensive.
Have you ever been to Five Guys Burgers and Fries? When you order any size of fries (great fries, by the way), you get waaay more than you pay for. At least it seems that way because there are more fries in the bag that have spilled over from the cup than there are in the cup.
Their fries aren’t cheap. In fact, compared to other fast food places, one might say they are expensive. But because they give you more than you expect, and because they are really great tasting fries, you come away feeling good about the experience.
Stop giving clients what they pay for and start giving them a little bit more.
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