Adam Losey attends his first LegalTech New York, and has plenty of advice for exhibitors.
After attending my first LegalTech New York, here are 10 tips for vendors who are trying to reach the next wave of electronic data discovery lawyers and litigation professionals.
1. Hand over the mouse. If you get time in front of potential clients to demonstrate a product, give them the mouse. Let attendees try your tools, with you serving as their guide. Take a trick from teachers — active, engaged learning, is much more effective than a lecture or a slideshow. Do a Socratic-style demonstration: ask questions of the folks reviewing your product throughout the demonstration. When you talk about your product, be specific, and skip the general puffery about how it is the best-in-class, is the most defensible, etc. If I hear 30 minutes of general statements, I learn nothing about your product.
Because you have a financial interest in selling me your product, general statements do not carry much weight in my cost-benefit analysis. Plus, if all I hear are generalities, I am going to assume you do not really understand what you are trying to sell. Sales 101 in any industry is to know your product backward and forward. Someone who knows the product will typically be more teacher than salesperson.
2. Add value. Our clients expect more from us than just delivering high-quality work product and hyper-responsive client service. They demand that we add value in fresh ways. From partnering with them in pro bono endeavors, to visiting in-house (and off-the-clock) to learn more about how they do business, we are expected to be our client's advocates in and out of the courtroom.
To Continue Reading: Click Here
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Source: Law Technology News
By: Adam Losey
After attending my first LegalTech New York, here are 10 tips for vendors who are trying to reach the next wave of electronic data discovery lawyers and litigation professionals.
1. Hand over the mouse. If you get time in front of potential clients to demonstrate a product, give them the mouse. Let attendees try your tools, with you serving as their guide. Take a trick from teachers — active, engaged learning, is much more effective than a lecture or a slideshow. Do a Socratic-style demonstration: ask questions of the folks reviewing your product throughout the demonstration. When you talk about your product, be specific, and skip the general puffery about how it is the best-in-class, is the most defensible, etc. If I hear 30 minutes of general statements, I learn nothing about your product.
Because you have a financial interest in selling me your product, general statements do not carry much weight in my cost-benefit analysis. Plus, if all I hear are generalities, I am going to assume you do not really understand what you are trying to sell. Sales 101 in any industry is to know your product backward and forward. Someone who knows the product will typically be more teacher than salesperson.
2. Add value. Our clients expect more from us than just delivering high-quality work product and hyper-responsive client service. They demand that we add value in fresh ways. From partnering with them in pro bono endeavors, to visiting in-house (and off-the-clock) to learn more about how they do business, we are expected to be our client's advocates in and out of the courtroom.
To Continue Reading: Click Here
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Source: Law Technology News
By: Adam Losey
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