The Kick-Ass Marketing Secret of the Most Successful Candidates and Attorneys

1. What is the primary marketing concept discussed by Harrison Barnes in the article?

The central marketing concept emphasized by Harrison Barnes is the Unique Selling Position (USP), which he considers crucial for individuals seeking legal employment to differentiate themselves effectively.

2. Why do many legal professionals struggle to stand out in the job market?

Many legal professionals lack a clear and distinctive USP, leading to a rudderless and nondescript candidacy that depends on market momentum rather than offering a unique value proposition to potential employers.

3. How does Barnes illustrate the power of a strong USP through real-life examples?

Examples of individuals with compelling USPs, such as an attorney specializing in controlling confidential clients' spending and maintaining their privacy, and another attorney known for being unbelievably detail-oriented, showcasing how these unique attributes set them apart in the job market.

4. What is the key to success in job interviews?

Success in job interviews comes from consistently reinforcing and clearly articulating your USP. He emphasizes that every aspect of the interview should align with and strengthen the unique selling position you have established.

5. Why is having a well-crafted USP essential for legal job seekers?

A well-defined USP is essential for legal job seekers as it serves as the nucleus around which one builds a career. It allows individuals to market themselves effectively, stand out in the competitive job market, and make a lasting impression on potential employers.
I’ve been going to conferences for one thing or another at least a couple of times a year for the past several years. I’ve spent thousands of dollars attending marketing-related conferences. If I go to one more conference where someone talks about USPs (Unique Selling Propositions), I will probably get up and leave. I’m going to teach you in the next few minutes what the best marketing minds in the world would charge you thousands of dollars to tell you about how to market yourself.
You will learn how to position yourself for incredible success—in life and in your job—in the following way:
  • First, I am going to tell you how to get legal jobs that more highly qualified competitors don’t get.
  • Second, I’ll tell you how to get jobs you’re not even qualified for.
  • Third, I’ll show you how to appear to be the most logical choice to be interviewed when you apply for a job.
  • Fourth, you’ll learn how to make every interviewer talk about you enthusiastically after interviewing.
Sounds impossible? It’s not. However, it requires that you know something about marketing and that you really understand one marketing concept: the USP, or whatever you want to call it. It’s not hard to understand, but you do need to think through the idea a bit to really grasp it.

The Power of a Unique Selling Proposition (USP) in Marketing Yourself for Exceptional Opportunities

I’ve been getting up and leaving lots of conferences lately. I left one last weekend, and I left one a couple of months before that.
The reason I’m leaving these conferences is because very few of the people at conferences have any idea what they are talking about. What these people typically do at the conferences is learn some marketing ideas about this or that, create a horrible course then try to get people to pay hundreds, if not thousands, of dollars for them. In addition, most of these people aren’t just wrong; they’re completely clueless. I usually end up leaving when I hear them pronounce some famous marketing person’s name incorrectly or call some marketing concept by a name it shouldn’t be called.
The reason people keep showing up to these marketing conferences and paying all these gurus money to listen to them bastardize marketing concepts they don’t even understand is this: when a marketing concept really works, it can be incredibly effective.
  • I know one guy in his twenties who came out with a brand of liquor, created some buzz around it, and a couple of years later sold it to some giant liquor company for hundreds of millions of dollars.
  • I know of another guy who did the same thing with a stuffed animal. I represented him when I practiced law. He made several hundred million dollars. 
How effective is this marketing stuff? People who really understand it at a deep level can make hundreds of millions of dollars. If people can make hundreds of millions of dollars with a simple marketing concept pitching a bottle of booze or a stuffed animal, imagine what you can do with this stuff in your career.
The most effective of all marketing weapons out there is the USP. The term USP has been around a long, long time. I would define USP in the following way:
Your USP is that unique aspect of yourself that sets you apart from every other “me too” attorney and job seeker in the market.