YOU SOLD IT AND QUEENSBORO DELIVERED IT.......by Steve Duhl 
Thursday, December 8, 2011, 02:42 PM
Posted by Administrator
When seeing bankruptcy clients, I always like to be the 2nd or 3rd lawyer they've seen. Everyone.....except for solid referrals....wants a second opinion and wants to compare price.
To get a second opinion or to compare price, you've got to see at least 2 lawyers.


When they see lawyer #1, they think "He seems nice. I'll go back to this guy unless lawyer #2 is a lot more money". But, when they are at the office of lawyer #2, they think "He is a nice guy. Why spend the time to go back to #1."

This is why I'd like to be #2. For things more complicated than bankruptcy....like litigation (lawsuits), it doesn't matter as much. For complicated things, clients will go back to #1 if he makes more sense than #2. For uncomplicated legal matters----and bankruptcy is a good example of that----all lawyers ought to be giving the same advice.

In my previous life of 30 years ago, when I sold Volkswagens, Frank Simone, the sales manager would say to me after I'd spent a lot of time with a car-buyer prospect: "You sold it but Queensboro is going to deliver it." Queensboro VW was the dealer down the road. Frank knew my prospect just needed to compare us with another dealer before they bought...from the other dealer.

Last Sunday, a local bicycle dealer stopped by at the other business, iScootPalmBeach, and we got to talking. One of his problems was that people would stop by his shop and ride a bike and like it. Then, they would shop the internet for a lower price and have the bike shipped to their door.

They'd bring the unassembled bike to the dealer's shop and he would charge them $75 to put it together. So, he sold it...the internet delivered it.....and then he got stuck making his almost-customer happy with his decision to buy unassembled on the internet. True, he did make $75...so, he'll be out of business next year instead of next month.
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