Did you see this story: “Parents’ shock after restaurant bill shows $4 discount for their ‘Well Behaved Kids”.

The kids said “please” and “thank you” and were quiet during the meal.

Imagine that.

Even if the restaurant didn’t get world-wide attention for what they did, do you think the parents of these kids might tell some people about their experience?

I think so, too.

If the restaurant advertised a discount would be given to anyone whose kids are well behaved, the idea would have flopped. “Hey, my kids didn’t start a fire this time, where’s my friggin discount!”

What makes this work is that the discount was given after the fact. Totally unexpected. A happy surprise.

Guess what? You can achieve the same result with your clients.

Find a reason to give them a small discount on their next bill. Maybe they showed up at their first appointment on time. Maybe they were especially brave in the face of fear. Or maybe they did a great job at their deposition.

Find something positive and reward them.

You might even want to zero out something. The client expects to get charged for the letter you sent to their landlord. They open their bill and see a zero balance. Nice. Maybe it is their birthday. Or yours. Or maybe you did it because you like them.

Do you think you might score some points in the good will department? I think so, too.

Do you think you might get some world wide press?

“Client’s shock after attorney’s bill shows $100 discount for their ‘well behaved mother-in-law’.”

Nah, me neither.

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