In today’s episode, I will be discussing how to conduct the perfect initial consultation. And here’s a quick tip – it does not involve the word free (even if that is the graphic I chose for this post!) In addition, in this weeks quick tip I share a tool that I use religiously to automate much of my social media marketing. I’m really excited to share this podcast with you – in my opinion, it is one of the best podcasts that I have done yet.
I hope you enjoy it too and can learn from the information I’ve provided.
Items Mentioned in the Podcast
- Influence, by Robert Cialdini
- Monkey Business For Today’s Phone Weary Office Hear/Speak/See No Evil and Take Friday Off by Chris Mullins, The Phone Doctor
- Paypros – The credit card processor for MyCase
In this particular episode, I discuss how to conduct the perfect initial consultation – here’s a quick preview of what you will learn:
- What most lawyers are doing wrong.
- Why it is important to charge a flat fee for the initial consultation.
- Why you must lengthen the sales process to find the best clients.
- How an informative website will help you pre-sell yourself as the best lawyer for your client.
- How to collect email addresses ethically.
- What you need to include in your “book”.
- Why higher fees lead to better clients.
- The importance of phone scripts.
- How you (or better – your assistant) can tell on the phone whether a prospect is a good fit for your firm.
- Why you must automate your follow-up.
- What information you should collect prior to the meeting.
- The biggest time-wasters (i.e. “no-shows”) and how to avoid them.
- The structure of the initial meeting and topics you should cover.
- How to pick the best clients for your firm (and weed out the worst).
- The most important question you can ask your prospect.
- Why to follow-up with prospects that don’t hire you.
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