Skill Of Attracting Clients & Persuasion

Advocate and Client are part and parcel to each other in the legal profession.
An advocate might be the best with his/her legal acumen but it is not possible
to practice without clients. Practicing law and getting clients are two distinct
skills. With an increasing number of lawyers, it is difficult to get client as new
lawyer. Management of clients plays a vital role for an advocate in order to
have an effective practice. Most of the law students who want to practice as
an advocate in the future, primarily focus on their basics of the legal
profession like extensive reading of law subjects and its practical application,
researching skills, how to present an argument in the court and engage in
various internships. They often ignore the art of getting clients. It poses a
difficulty to get a client when they actually start practice.

Every lawyer sells himself to those he meets, and especially to his clients.
Ethical salesmanship is essential in getting a job done and in obtaining a
client's cooperation and support. Even the most conservative lawyer benefits
from convincing a client to follow his advice. This cannot be accomplished
unless the lawyer has first sold his abilities to the client

Some lawyers find it easier to sell themselves to clients than do others. In

some people, a good presence comes almost naturally. These are the "born
leaders" who radiate ability and competence. Their sales job is easy. Others
are not so fortunate, but most lawyers can learn to compensate for the
absence of these natural traits. The first step is self-confidence. You cannot
inspire others nor convince them of your ability unless you feel certain of
yourself. This is a state of mind and it can be achieved.

The good salesman must clearly manifest his interest in the customer. For
lawyers, the requirement is concern for the client. When you are with a client,
he must feel that his is the most important problem you have. Each client must
feel that he is your most important client.

Remember, too, that you do not build yourself up by knocking down the
op-position. Much is to be gained by letting the client know that despite the
complexities of the problem and the strength of the opposition, you will stay by
his side. When you belittle your opponent, you belittle your profession.
Following ways can help to get client as an Advocate

● Personal Appearance

Clients will notice the way you dress and the way you look in the context of
your surroundings. You will not be able to please everyone but you should
recognize that some styles engender a positive rather than a negative
reaction. The best advice is simply to avoid extremes and to look the way your
clients expect their lawyer to look.

What clients expect will vary. There are law firms that represent clients in the
rock music business where the lawyers themselves might be taken for rock
stars. There are firms in the Midwest which represent farmers. The lawyers in
these firms dress in a way which does not intimidate their clients or make the
lawyers look like "city slickers." The emphasis in a lawyer-client relationship
should be on the legal advice and guidance which the lawyer is giving, not on
his loud necktie or her purple polka-dot sweater.

The effect of appearance carries through to the staff of a law office.

Secretaries should enhance the office in which they work and not become
themselves the focal point of the office. The client who is greeted by a
receptionist chewing gum and reading a lurid paperback may never forget
her-but, annoyed by her presence, may rapidly forget her employer.
For many law students, the change from the world of students to the world of
work requires rethinking of standards of dress and appearance. It is an
important and necessary adjustment. There's an old adage about judging a
book by its cover. Most people do!

● Office Decor

Office decor and clothing have much in common. A clean, neat office suite in
good taste and revealing a friendly atmosphere will do much to put a client at
ease. The overdone, ultra-modern, ultra-nineteenth-century, ultra-anything
office does not achieve the proper effect. Any style of decor can be handled in
good taste and with moderation. Good taste is the mark of a law firm in which
the lawyers have the client's business as their main concern.
How much should a firm spend on decor? It depends on its clientele. Decor is
part of the business plan. A small town firm which caters to an agricultural
community should hold down the cost of its offices. An expensive decor would
cause prospective clients to fear high fees. A Los Angeles firm which
specializes in show business clients might need to go in the other direction. Its
clients would look down on very plain surroundings.

The importance of exterior style is demonstrated by some of the new

storefront legal clinics. Although they are owned by lawyers in private practice,
they set themselves apart from the rest of the buildings housing members of
the legal profession in how they impress clients and in overall appearance.
The typical home of such an operation is at street level, and the surroundings
are Spartan. The exterior setting is intended to say to the prospective client,
"Our fees are reasonable and we're all business." For lower- and
middle-income people, such a law office setting may be less intimidating and
more comfortable than the traditional office.

● Manifesting Concern for Clients

Selling yourself and your services is a constant process. It does not end when
the client asks you to handle a matter; it really begins there. For lawyers who
do not advertise, the sale of their services depends on referrals from satisfied
clients. Among the biggest causes for client dissatisfaction are delay and lack
of information. You are selling a service and therefore you must provide
service. You must be of help to the client and part of this help is making him
feel confident that you are doing something.

● Keeping in Touch

Much has been said about keeping clients informed as part of preliminary
billing techniques, but what any system for maintaining client contact really
does is reinforce the client's confidence in his lawyer and his dedication to the
cause. This makes the billing process easier, and it also produces satisfied
clients who will mention your name when a friend needs a lawyer.

Some firms have adopted a policy of sending copies of all documents and
correspondence to clients. Some use a rubber stamp on the copy indicating,
"For Your Information Only--No Action Necessary" to eliminate questioning
phone calls. Others have trained clerical personnel to call the client and report
verbally on the progress of their matter. Still others have devised a status
report form which is sent periodically whether action has been taken or not.

● Expressing Thanks

Many law firms have a place on their new case memo for the name of the
person who referred the client to the firm, but few firms take the time to write
to thank the person who sent them the client. Many lawyers use physicians
and other experts as witnesses, and most send the check for services with a
"We are enclosing. . ." letter. Very few remember to thank the expert for the
way in which his testimony was given or the good job he did in researching the
specific issues. If new stationery is ordered from a local business and it is
received promptly and is especially artistic or tasteful, only a handful of
lawyers take the time to write to the supplier and tell him that they appreciate
his good service. The person who referred the client may have occasion to do
so again, the expert's spouse may have an accident, and the stationery
supplier may have some large collections to be handled. They are more likely
to remember the lawyer who said, "Thank you," than the one who said
nothing.

● Performing Work on Schedule

An important facet of showing concern for your client and providing service is
the performance of work on schedule. Many lawyers generate their own
pressures by setting deadlines which they cannot meet. Clients generally
understand how busy professional people are and know that they are not the
only clients an office has. But if a lawyer himself sets a deadline and he
misses the date which he has given to the client, the client will be annoyed.
Realistic promises which are met are excellent sales tools. If you cannot meet
a client's request for time of completion, it is only fair to say so at the outset of
the assignment.
 Persuasion

Persuasion can be described as the process of convincing someone else to

carry out an action or agree with an idea. In the workplace, you may use
persuasion to sell products, recruit team members and increase productivity.
Persuasion can be done through verbal or written communication using logical
reasoning, data analysis and verifiable facts to prove that your point of view is
feasible and has merit.

Persuasion is a crucial skill in the legal profession. Lawyers need to effectively

communicate and convince judges, juries, and even clients of their arguments.
Mastering the art of persuasion can significantly impact the outcome of a case
and the success of a lawyer’s career. In this blog, we will explore some
effective techniques that lawyers can employ to enhance their persuasive
abilities and achieve favorable results in the courtroom.

● Understanding Your Audience:

Persuasion begins with a thorough understanding of your audience. Whether

addressing a judge, jury, or client, it is crucial to consider their perspectives,
values, and concerns. Tailor your arguments to resonate with their interests
and frame your message in a way that appeals to their emotions and logic.

● Building a Compelling Narrative:

Storytelling is a powerful tool in persuasion. Instead of presenting dry facts

and legal precedents, weave a compelling narrative that engages and
captivates your audience. Connect with their emotions by incorporating
relatable characters and real-life examples that support your arguments. A
well-crafted narrative can leave a lasting impact on the minds of those
deciding the case.

● Strengthening Arguments with Evidence:

Evidence forms the backbone of any persuasive argument. Lawyers must

gather and present strong evidence that supports their claims. Utilize various
types of evidence, including expert testimony, documents, photographs, and
witness statements, to substantiate your arguments. Well-presented evidence
not only enhances credibility but also helps the audience understand the facts
and merits of your case.
 ● Mastering the Art of Rhetoric:

Rhetorical techniques can be powerful tools in persuasive communication.

Lawyers should employ techniques such as logical reasoning, analogies,
rhetorical questions, and powerful language to craft convincing arguments.
These techniques can help lawyers effectively address counterarguments,
highlight inconsistencies in opposing views, and establish their own position
as the most compelling.

● Active Listening and Empathy:

Persuasion is not just about talking; it also involves active listening and
empathy. Lawyers should carefully listen to the concerns and perspectives of
their audience, including clients, witnesses, and opposing counsel. By
demonstrating empathy and understanding, lawyers can build rapport and
credibility, which can positively influence the decision-making process.