How to differentiate your practice before the work begins

January 17, 2023

Brainy. Bright. Brilliant. Does that sound like…everyone you know at The Bar? You can differentiate your practice from others quite easily but it requires a investment of time.

“A star does not compete with other stars around it; it just shines.”
Matshona Dhliwayo

The differentiation challenge

The challenge of standing out from the crowd is one which is familiar to many junior barristers. It’s not as difficult to achieve as you might think.

1. Timing differentiation

There are three occasions when you can differentiate your practice.

1. Before a matter
2. During a matter
3. After a matter

The occasion you can most persuasively demonstrate how your practice excels compared to others is just after you’re instructed.

In the moment between receiving a client’s instruction and starting work you have your client’s undivided attention and an opportunity to show how you do things differently.

There is another reason to act in this moment. It’s to do with your client’s thoughts about their decision to instruct you.

2. Eliminating buyer’s regret

Immediately after instructing counsel clients will experience a fleeting or lasting form of ‘buyer’s regret’.

They ask themselves whether it was a mistake to instruct you.

It’s a common phenomenon in any purchasing decision. You’ve probably experienced it yourself.

In that moment, when your client hesitates, you can take action to remove all doubt that you are right for the job.

This is how to do it.

3. How to show you’re right for the job

Bring a new client into your practice in a way which conveys confidence and you will eliminate most forms of buyer’s regret.

By giving your client all the information she needs to work in a constructive way with you, you will demonstrate that you are the right choice.

We have a free step-by-step tutorial to show you how to create an outstanding experience for your client during the moment of doubt.

By adopting this approach you’ll transform your relationships with clients.

Download the workbook.

If you’d like to find find out whether you’re on the right track, send your completed workbook to hello@jurilogical.com