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Three Reasons Prospects Walk Away From Your Law Practice Without Writing You a Check

If you’ve practiced law for any amount of time, you’ve most likely watched prospects leave your office without converting into paying clients. But why?

Here are the top three reasons clients are walking away from your firm without writing you a check:

  1. Lack of perceived value. Many lawyers have written to us saying they can’t raise their fees because they struggle enough as it is to engage clients at the low fees they are charging now. But, listen, that’s the wrong way to think — when prospects leave your office without writing you a check, it’s almost never about your fee. It’s always the perceived value of what you are offering, compared to the cost you’ve presented. This is a fee quoting problem, not a pricing issue.  You simply do not know how to present your fees in a way that makes sense to your prospects so they can easily say yes. This is easily solved by packaging your legal services to increase the value of what you provide, learning how to communicate that value and shifting the way you quote your fees.
  2. Distrust. Take this as a baseline: your prospects don’t trust you. You are a lawyer. You may be the most trustworthy person you know, but the reality is that the media (and the old law business model) has poisoned your prospect’s mind. It’s up to you to shift this on a one-by-one-by-one basis. Your prospects may like what you have to say, but in the back of their mind your motives are always in question. The best way to ease the mind of your prospect is to set clear expectations right from the very first phone conversation with an entirely new system for engaging clients.  From there, be sure to exceed those expectations time and again.
  3. Mismatch. Ideally, you are identifying a mismatch well before your prospect ever gets into your office. With a strong client engagement process that screens out folks before they get on your calendar, this will happen a lot less. It’s a waste of your time to see people who aren’t a match for you, so the question becomes how can you spend as little time and energy as possible weeding out the mismatches? A great client engagement system is your answer.

By fixing these top three reasons people walk out of your office without writing you a check, you will be bringing far more money into your business and enjoying the practice of law a whole lot more.

 

Ready to start engaging prospects almost immediately?  Start here:

About the Contributor
Alexis Neely is a bestselling author and has been a frequent guest on numerous network talk shows and news broadcasts. After graduating first in her law school class from Georgetown Law, Alexis clerked for Senior Judge Peter T. Fay on the 11th Circuit Court of Appeals and then began her career at the #1 AmLaw rated firm of Munger, Tolles & Olson. She went on to build her own law practice into a million dollar a year revenue generator within just three years by creating a revolutionary New Law Business Model you’ll hear about on the call. She is a leading expert on teaching lawyers how to attract more clients, engage those clients at higher fees,* and to serve those clients using this completely different law business model. Lawyers using Alexis’ systems report far more happiness, bigger bank accounts, and that they love being lawyers again.

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