Selling VALUE and BENEFIT
We believe that clients don’t hire attorneys for their awards, education and experience, they buy the results that you as an attorney can delivery for them.
When a client meets you for a consultation or even when they read about you online, in their subconscious mind they will know if you are a true advocate that is ready to fight for them.
Almost every single time you hear a client say they don’t have the money or the price is too high what they are really trying to say is that they don’t see the value of what you are offering.
You can WIN their business when you sell yourself as a person, show clients that you listen to their problems and understand them emotionally rather than trying to sell your achievements, intimidating them with what could happen or discounting your price.
The good news is that you don’t have to be shoulder for your clients to cry on, if you create a sales system and marketing plan that focuses on selling the VALUE and BENEFIT that your bring as an attorney, then you already will be on the right path to creating a stream of new and happy clients.