You often hear me urge you to tell prospective clients (et. al.) how you are “better or different” from other lawyers who do what you do.
What’s the difference?
“Better” means that you deliver more value or better results. It might also mean that you give your clients better service–making them more comfortable with you and the process.
And it might also mean that you do things for them that go beyond the core services you are hired to deliver. An example might be your reputation for helping clients find other professionals, vendors, or business connections, for matters unrelated to the legal work you’re doing for them.
Okay, what about “different”?
Different often means you do what you do in ways other lawyers don’t do it. You conduct the first interview personally, for example, instead of having a staff member do it. Or you make house calls. In communicating with your market, your job is to translate how your differences are “better” for the client.
Being different is also a way to stand out in a crowded market. You might always wear purple neckties, for example; that’s different, not better, of course. But if people remember you via your signature color, you’ll have more opportunities to talk to prospective clients and show them how you are better.
Look for ways to differentiate yourself from other lawyers. Show them how you are better. If you aren’t better, be different. You do that by being yourself.
Ultimately, most clients aren’t going to hire you because you offer dramatically better legal services than other lawyers. They’ll hire you because of you.
How to earn more without working more:Â the formula
