If you can show prospective clients why it costs them more to NOT hire you, do you think more clients would choose you?
I do too.
One way to do that is to show them how “doing nothing,” i.e., ignoring their legal problem, or trying to fix it themselves, often costs them more in the long run. Their problems can worsen, they can develop secondary issues, and the additional damages they incur, and the additional legal fees that come with them, can be fear greater than what they might pay by taking care of the problem immediately.
Give them examples of people who waited and it cost them.
(Note, it is a better overall strategy to focus on prospective clients who know they need an attorney and are willing and able to pay them, and ignore the ones who don’t. But sometimes you might need to have a conversation with someone about “why legal fees are so high,” etc.)
Then, show them why they should choose you instead of any other lawyer. Show them that you cost more than other lawyers because you’re worth more.
Show them you have greater skills, experience, higher settlements and judgements, and more success stories. Show them that you “specialize” in their industry or niche, and your reputation and contacts can deliver better results for your clients.
You can also show them how your clients get additional benefits other lawyers don’t provide.
Extra services, better payment terms, and how you keep your clients informed, might not be the sole reason a client will choose you, but it can tip the balance in your favor if they are comparing you to other lawyers who don’t offer these benefits.
Show prospective clients that while it costs more to hire you than other attorneys, it actually costs more to NOT hire you.
