One of the bestRainmakersI know, a man who has soldliterally hundreds of millions of dollars worth oflegal servicesin his careercalls this philosophy for selling legal services “Problem Solving Selling”.Heeven carries around a baseball glove to remind himself that “. . . when I’msitting with a prospective client, my job is to focus on what they are sayingso that I can catch the problems that person is struggling with, and help themfind relief.”What could possibly be more professional and ethical than helpingpeople with important problems, to find solutions to those problems? This is just one way forattracting legal business.The TestSo here's a test you can use to apply and seeif anything you’re doing or considering doing (and paying for) qualifies asRainmaking strategies for lawyers:1. Does it seek to help your prospective client solve theirproblem or maximize their opportunity?2. Is there a call to action, or is it just “image building”?3. Is there a logical “next step”?
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