Speakeasy Marketing July 2017

GROW YOUR INJURY FIRM IN 2017

73-03 BELL BLVD. #10, OAKLAND GARDENS, NY 11364 | (888) 225-8594 | WWW.SPEAKEASYMARKETINGINC.COM | JULY 2017

RICHARD JACOBS ATTORNEY MARKETING SPECIALIST

I just got off the phone with a new client of mine. Let’s call him Ron. He’s having some trouble in his law firm, and maybe you can relate to it.

He gets potentials coming in for free discovery consultations.

No problem there.

But when it comes time for him to reveal his fees, usually toward the end of the free consultation — well, that’s when things sometimes turn nasty. For some reason, potentials expect comprehensive legal representation for the price of a Happy Meal. And when an attorney with some sense, one like Ron (you too maybe), has the nerve to point out that — gasp — it costs real dollars to hire a lawyer, they have a tendency to turn on you. And when they do that, they put you on the defensive and force you to start justifying your price. (That’s never a good place to be.)

There are a few new firms in his city, and they’re lowballing the more established guys in order to win clients and build a name for themselves. There’s nothing wrong with that — not until it impedes your ability to make a decent living and keep the wolves from the door.

This method puts cheapskate potentials on the defensive (rather than you), and gets them to justify their reasons for cheaping out on their case. It’s a beautiful method — beautiful because it works almost every time. If you want to know what this method is and how it works, then here’s a podcast I published recently that shares all the details:

So, what did I advise Ron to do?

I gave him a five-step method for dealing with these lowballing law firms who are trying to under-price him out of the profession.

speakeasy.marketing/ CheapskatePotentials

Now, Ron thinks the problem is local competitors.

– Richard Jacobs

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