Authored By: Candace Whitman
When you have a consultation with a potential client, what you say and do in those first few conversations is crucial to whether you get hired. According to Marc Cerniglia’s article for LexBlog, to turn more consultations into clients, consider shifting your focus from what your firm does and what the cost will be to what you can do specifically for that potential customer.
Cerniglia says, “Every client is different, so you can’t sell to all of them the same way (by selling yourself). Instead, you and your team need to tailor your sales pitch to the client, selling the answers to their needs and desires.”
Ask them about their fears, what they hope to accomplish through the case, what their ideal lawyer looks like, and the timeline that they hope the case is resolved in. This will allow you to focus on what is most important to them specifically and show why you are the best lawyer for them and their case.
Click here to read Cerniglia’s LexBlog article for more helpful information.
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