Obsidian Launch | Lawyers Rule!

Lawyers Rule!

I hope you’ve never been through a lawsuit. They suck. In my prior life I was a court qualified expert witness in the field of data forensics. I experienced hundreds of law suits. But the funny thing is, when people were in need of my services, they didn’t call me… they called their attorney. The attorney in turn would recognize the need for an outside expert and we would get the call. There was no need to “sell.” The client would tell us they had been recommended by their attorney and they would sign up. That’s what I call an easy sale.

There aren’t many easier ways to engage a new client than through a highly qualified recommendation. Maybe it is time for you to stop exclusively pursuing clients directly and to start pursuing relationships with trusted advisors. Here are some of the benefits of going through trusted advisors:

They are easier to get in front of then clients, because you are not “selling” to them.
If you can genuinely help them increase their business, they will do the same for you.
When they recommend a prospect to you, chances are the prospect will automatically trust you. . Your chances for a quick close are much greater.
One trusted advisor may yield tens, hundreds or thousands of clients. Therefore, concentrating your energy on a few great trusted advisors yields much more than going after individual clients.
Your expenses drop – you may market as a team, you spend less time, travel and effort on landing clients because you need only need to wine and dine a few trusted advisors.

I am not suggesting you exclusively pursue going after trusted advisors, but it worked for my last company. We never pursued the end client directly relying instead on trusted attorneys, accountants and law enforcement officials. Our business skyrocketed to success. Lawyers rule!

Posted by Mike Michalowicz

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