When I meet a potential new client for the first time, one of the things I always ask is what their goal is. One of the answers I often get is that they want someone to tell their story. However, I do not view telling a client’s story as a goal. I see it as a tool that can be used to achieve a goal. And social science research on persuasion has valuable lessons for how a client telling their own story can be quite a powerful tool indeed.
Hearing a story from the right messenger can be particularly compelling.
Social science research shows that storytelling is one of the most effective methods of persuasion. Ultimately, as lawyers, we are constantly trying to persuade. Accordingly, we must not only know and argue the law, we must be able to tell our clients’ stories in an effective way.
Moreover, research shows that it is not only the story that matters, it is also the messenger. Although sometimes I may be the appropriate messenger, oftentimes my clients are the most effective messengers of all. Therefore, as an advocate for employees, I not only tell my clients’ stories, I also help my clients get comfortable with telling their own stories.