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Legal Marketing Blog A blog dedicated to lawyer marketing in any size law firm

Are You Being Served?

Posted in Marketing Tips

More importantly, are you serving others. I have always gotten a kick out of the British TV comedy by that name. My mother-in-law still watches it every chance she gets. If you want a laugh, check out some episodes on YouTube.

I thought about that show when I saw Thom Singer’s recent post on Some Assembly Required,
where he mentions the importance of helping others to help yourself. He quotes a famous line from Zig Ziglar, the super salesman, which goes: “You can have everything in life you want, if you will just help other people get what they want."

From a lawyer’s perspective, the same should be your approach to clients and referral sources. Offer to help them in ways that are not necessarily related to a client’s matter or an incoming referral.

When coaching lawyers, I often suggest a variation of Ziglar’s adage, which is “give before you get,” especially when it comes to your networking approach. Then, you will get a reputation for being a person who serves others.

  • http://www.adrianmiller.com Adrian Miller

    I totally agree. The idea of adding value BEFORE the engagement is one that should really resonate. Depending upon where you practice (and I live in NY, one of the most competitive markets in the country), this “value-added” is what “might” separate you from the competition, even the most honorable competition. And, if you want to win increased clients, that’s pretty much what you have to do!