When They Show Up, Bill ‘Em

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When They Show up Bill ThemDo you feel like you need to offer a free consultation?

Isn’t that part of law firm marketing 101?

No it is not.  In fact, it is terrible law firm marketing.

Free advice is worth what you pay for it.

If you want to do anything for free, have an administrative assistant or an associate interview the prospective client to see if they qualify to work with you.

Yes. I know.  Your competitors all offer free consultations.  They all sit with clients for an hour at a time and listen to their tale of woe.  They empathize and then, if they are lucky, the client signs up with them.

Did they teach that in law school?  Was the class called: “How to be a doormat?”

The lawyers I work with do not give free consultations.  They realize the value of their time and they demand clients respect it.

This is one of the easiest changes to make in your law firm yet it gives so many attorneys anguish.  I am not sure why.  Maybe it is insecurity or maybe it is fear of the competition.

If you do none of the other things I recommend on this website, at least start charging for consultations.

And so that you know that I remain congruent with my own advice:  I charge $1,500 for a consultation. But that payment can be applied to any subsequent work we do together.

Few people waste my time. But you don’t have to be a law firm marketing expert to have people respect your time.

If you want people to respect you, you must respect yourself.  That starts with respecting your most valuable resource, your time.