You’ve met with a prospective client, discussed their problem or desire, and explained what you can do to help them, but they don’t sign up.
They might need to talk to someone, do due diligence about you or your firm, consider their other options, think about your fees and their ability to pay, and… and… the list goes on.
When they tell you they want “to think about it,” what should you do?
The answer is simple. Let them. Tell them you appreciate their consideration, you’re available to answer additional questions or provide additional information, smile, shake hands, and ask for their parking ticket so you can validate it.
Some attorneys do more. They go back over information they’re already provided, remind the prospect about deadlines and urgency, and make the case (again) for choosing them instead of someone else.
And then, in the days that follow, they call the prospective client and/or email them, and ask if they’re ready to get started.
Following up with prospective clients is smart. It’s good to show them you want their business, are ready to earn it and don’t take it for granted. It’s not good to contact them repeatedly to get them to say “yes”.
When an attorney does that, they appear desperate. They look like they need the business, which differs from “wanting” it.
Nobody wants to hire a lawyer who appears desperate. So, when someone tells us they want to think about, we should take the hint. Give them time to consider it.
Don’t leave 32 voicemail messages saying, “Have you decided yet?”
