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Message: Hi, I thought you might be interested in this article I found. Attorney Marketing: Three Ways to Get a Yes The client walks into you office, sits down and asks you questions for an hour. At the end of that conversation he says he will “let you know” if he is interested in hiring you. Has that ever happened to you? It is not unusual for this to happen to attorneys. In fact, it happens all the time. You can eliminate this terrible experience by making simple minor changes. They may seem strange and unnatural at first but believe me, after you implement them, you will be amazed at the results. Charge a Consultation Fee for the Initial Meeting This is an underutilized strategy. It works like this: The client pays a consultation fee via credit card when they make the appointment. This means they will keep the appointment and they will value your time. If they engage you to work on their matter, you apply the consultation fee to your engagement fee. This works because people value (and respect) things they pay for. A client who pays a consultation fee to meet with you is going place a premium on your time. He is going to hold you in higher regard than someone who does not charge a fee. You will feel better about scheduling appointments with people who are “shopping around”. Even if they do not hire you, you didn’t waste your time meeting with them. You got paid for it. This translates into you being more relaxed and confident. That means you will be more likely to be hired. Interview the Client Before Accepting Him Every client is not right for your law firm. You must interview the client before you decide to take him on. That should be your mindset. If you conduct interviews to find the right clients for your practice, you will not only wind up with more clients, you will wind up with better clients. You must control the business development process. If you interview the client, you are in control. Let the Client Close Himself Lawyers are always rushing to close the deal with a prospective client. You are far better off if you wait for the client to ask you a question like: “What is the next step?” You get to that point by simply asking them: “How do you think I can help you?” Or “What were you hoping I could do for you?” These two questions acknowledge the clients need for assistance. These three changes do some amazing things for you. First: They position you as an expert and not as a commodity. You immediately become more valuable. Next: They position you as selective. You become more desirable. Finally: Don’t beg or ask for the business. This immediately makes people throw themselves at you. This three step process works like a charm. The question is: Do you have the guts to make them work for you? Link: http://www.rainmakerlawyer.com/site/permalink/attorney_marketing_three_ways_to_get_a_yes/