Your Email:
Your Name:
To:
Subject:
Message: Hi, I thought you might be interested in this article I found. Remove the Pain for Financial Gain - Part 4 - Diagnosis This article is part of an article series on How to Get Clients as a Lawyer. The Series Is titled: Remove the Pain for Financial Gain Here are links to all the articles in the series: Remove the Pain for Financial Gain: Part 1: Introduction Remove the Pain for Financial Gain: Part 2: The Process Remove the Pain for Financial Gain: Part 3: The Interview Remove the Pain for Financial Gain: Part 4: The Diagnosis Remove the Pain for Financial Gain: Part 5: The Agitation Remove the Pain for Financial Gain: Part 6: The Prescription Remove the Pain for Financial Gain: Wrap-up Part 4: The Interview As we have discussed the sales process for attorneys is summed up by the acronym IDAP which stands for: Interview Diagnose Agitate Prescribe We are now going to discuss the diagnosis phase of the IDAP process. If you were to go to a physician with several symptoms of an illness, the physician would first interview you to make certain he understood everything that was going on inside your body. He would also probe into the outside factors that may be contributing to the situation. He may even order some type of tests to help him delve into the possible unseen causes of the illness. In our world we follow similar steps during the interview phase of the IDAP process. In your interview you should have built up a bond with the client. You should have also reviewed all of the “symptoms” with the potential client and conducted any of your own “tests” to help narrow down the problem as much as possible. Your goal in the interview phase is not just to gather information, but to build up a relationship of trust with the client. These steps are important – not only for you – but to convince the client that there is actually an advantage to solving this problem urgently. Many clients believe that they can “ignore” a problem into going away In either case, your job is to help the client understand and diagnose for himself just how serious the issue is and how he must get to work on it immediately. Here’s how we go about doing that: Link: http://www.rainmakerlawyer.com/site/permalink/remove_the_pain_for_financial_gain_part_4_diagnosis/