Friday, August 31, 2012
Free Kittens and the Perception of the Value of Legal Services
Shortly after my visit to that client I came across an insightful article in Law Practice Magazine about Managing the Perception of Value of legal services. Ann Gunn also appears to have a soft spot for kittens, noting that free kittens are hard to find homes for, but when they are $5 apiece the prospective buyers evaluate the kitten against price, and more readily opt for purring than an extra $5 bill in the wallet. I like her ideas about explaining to clients the value of one's legal services. She writes:
For the most part, your clients aren’t able to judge the quality of a brief, the brilliance of a closing argument or the skill required to negotiate a favorable outcome. They must look for something they can measure, so they look for value in other areas. To help them develop a perception of value around your services, you must deliver value in a way they understand.
Her article gives some great advice on that front. And next time I visit with my shelter buddies, I'm going to suggest that they put a higher price on the black kittens, just to test the theory. I hope it works. In the meantime, if any of you are looking for a new feline companion, give me a shout. I can get you a good deal.