Acknowledge the Flying Pink Elephant - Promoting Value-Added Legal Services
At first blush, the mention of a law firm offering more than just legal services smacks of irony. During a presentation or sales pitch, clients may comment, either out loud or in silent thought, "I know you offer legal services, but what else have you got? " In a competitive landscape, value-added services may mean the difference between growing a business or watching it wither away. Retailers call this important, client-focused feature "up selling." In essence, the shopper, (or in this case, the client) comes to a seller for a specific need or item, and in the midst of meeting that need, you offer the client something more, perhaps something that at first, they thought they might not have needed, or thought they might have to search for elsewhere. ...
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