Are You Converting Your Prospects?

Okay… you are doing all the business development initiatives and your phone is ringing. You are even getting the opportunity to have an initial consultation. But you are not converting your prospects into clients. WHY?

Most of my clients say they think it’s about money. I think chances are 80% of the time it is something else. Here is my list of five questions you need to consider each time you get the opportunity to meet with a prospect.

1. Do they connect with YOU?

2. Do they see the VALUE you provide?

3. Do you know if they have a sense of urgency to solve this legal matter?

4. Do they understand what is at stake if they don’t solve this matter?

5. Do they know how qualified you are to solve this matter?

Becoming proficient at converting prospects into clients is key to building a book of business. Show your confidence without bragging. Take charge without being overbearing. Let’s face it… they have a legal issue they are grappling with, otherwise they wouldn’t be sitting in front of you… make sure they understand that YOU are the best qualified to handle their matter.  Ask powerful questions that will give them comfort that they will be in great hands. Dazzle them with your understanding and insight. 

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Written by Paula Black

Paula Black

"I will help you figure out a way to have a thriving practice... doing what you love... while having a great life outside of work." Does that sound too good to be true? It's not. I've helped hundreds of lawyers do exactly that. I believe that one can find harmony between work, family, and play. I've seen it happen, time and time again, and I know that it can happen for you, too. I believe that you really can "have it all"... joy in every area of your life, including work! If that sounds appealing to you, contact me today to set up a complimentary coaching session. You CAN build a thriving practice while finding joy and fulfillment along the way!