Most lawyers give prospective clients two choices: hire me or don’t. There are no other options. Too often, the prospect chooses to go elsewhere, wait, or do nothing.
If you want to increase your intake of new clients and maximize your revenue, give people more options to work with you or move your relationship forward.
Here are a few examples:
- Service A or Service B
- Service A and Service B (at a small discount, with extra free services or other benefits)
- Package A or Package B (with different services, features, benefits and price points)
- Hire me or schedule a free consultation
- Schedule a free consultation or call me with questions
- Hire me today or download/review this (web pages, articles, your report, your planning guide, etc.)
- Attend my free webinar/seminar this week or next month
- Hire me or follow me (and watch my videos or read my posts)
- Hire me today or sign up for my newsletter so I can send you valuable information
Give folks more options and you’ll increase the chances that they will choose something that’s good for you.
On the other hand, don’t make the mistake of giving people too many options. If you do that, you run the risk that the prospect won’t be able to choose and will wander (or run) away. It’s called “decision fatigue” and it’s a well-documented phenomenon.
In one study, researchers at Columbia University posed as employees at a grocery store and offered passerby samples of jams. When the researchers used six varities, 30% who tried a sample purchased a jar. When researchers offered 24 varieties, however, only 3% bought something.
Of course, hiring a lawyer is a far more complex, expensive, and intimidating transaction than buying jelly. The risks of overwhelming prospects is much greater.
Offer a few options, not dozens. But give them more options besides “hire me or don’t”.
