One of the best Rainmakers I know, a man who has sold
literally hundreds of millions of dollars worth of legal services in his career
calls this philosophy for selling legal services “Problem Solving Selling”.
even carries around a baseball glove to remind himself that “. . . when I’m
sitting with a prospective client, my job is to focus on what they are saying
so that I can catch the problems that person is struggling with, and help them
What could possibly be more professional and ethical than helping
people with important problems, to find solutions to those problems?
So here's a test you can use to apply and see
if anything you’re doing or considering doing (and paying for) qualifies as
1. Does it seek to help your prospective client solve their
problem or maximize their opportunity?
2. Is there a call to action, or is it just “image building”
3. Is there a logical “next step”?