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How to have a ‘conversation that converts’ so more clients say ‘yes’ to you and your fees

There are three important phases to a conversation that converts a prospective client into a paying client, and you need all three, writes Michelle Peters

7 August 2017

No matter how great you are at being a lawyer, if you aren’t good at converting enquiries into paying clients (and at the right fee level), then it will be hard to have a successful practice.

Does that mean we all need to be good at ‘selling’ our services? Well, yes and no. If selling means getting more clients to say ‘yes’ to working with you – then yes. But if selling means ‘pushing’ our services onto people, then no, we don’t need that to be successful in our practice.

So how can you get more clients to say yes to working with you, without selling? The answer is: get them to want to buy.

It sounds simple, but the key is how you conduct your initial consultation or meeting with a prospective client. There are three key phases to this initial conversation which, if done correct...

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