In law school, as we learned how to ‘think like a lawyer,’ we learned the importance of being able to look at both sides of an issue and argue either one. On exams, that’s precisely what we did.
On exams, I routinely used a four-word expression to transition from one side to the other: “On the other hand”.
No doubt, you did too.
We need to remember those four words when crafting (or signing off on) a marketing message (presentation, ad, conversation, etc.) directed to prospective clients.
Prospective clients know there are alternatives to hiring you. When you acknowledge this, you gain trust. You don’t look like a salesperson, you look like an advisor.
So you might say, “Here are your options:”
- “You could do nothing. That may work out if. . On the other hand. . .”
- “You might wait and see if X happens. If it does, you should be okay. If it doesn’t. . .”
- “You could handle it yourself (e.g., write a letter, talk to the other lawyer). But, you’re taking the risk of [bad things that could happen])”
- “Or, you could let me handle this for you. Here’s what I’ll do. . .”
Given these options, most prospective clients will make the decision that’s best for them, which is usually the one that’s best for you.
How to get more repeat business and referrals