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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
The Wrap-Up
We just finished up a series on the consultative sales model that many attorneys are using effectively to develop relationships with their clients.
I used the acronym IDAP to help the attorneys I work with remember the different steps of the process.
This series of articles was designed to serve as an introduction to IDAP. Here’s what we covered in each article.
In part 1 we discussed the fact that attorneys are in the pain relief business. Many attorneys are hooked on process and procedure. They are not focused on the client. The best way to begin a relationship with a client is to see things from his perspective.
After you have the client’s perspective firmly in focus you must look at all the ways to solve the client’s problem. Your job is to identify and take away the pain the client feels.
In part 2 we introduce the IDAP process. IDAP stands for Interview, Diagnose, Agitate, Prescribe. Part 2 spells out how this process works and how attorneys can effectively use it to build strong client relationships.
In part 3 we examine the art of the interview. A good interview can help you uncover the client’s true pain. In the interview stage the attorney must be able to uncover the client’s pain while not appearing to interrogate him. Part 3 outlines how to do this.
Part 4 describes how a client will actually diagnose his own problem for the attorney. This is important because it helps generate buy-in on the part of the client. He is buying in to the fact that he has a problem and he needs to solve it.
Part 5 outlines how to take that issue and create some urgency in the mind of the client toward solving the problem NOW. Many engagements are viewed almost as “elective” work for the client – they don’t realize how badly they need to get the matter resolved. The agitation process outlined in part five demonstrates how to help the client understand the need to solve this problem now.
Finally in part 6 we covered how and when to present a solution to a client. It is critically important that this be handled in exactly the right way. If you don’t keep your client engaged as you do your work, you may not develop any follow-up business from him.
These six articles serve as a good introduction to the consultative sales process that helps attorneys build big businesses.
“Sales” is not a dirty word. It is an essential part of your business development arsenal. Learn how to sell and you will control your own destiny.