Have you been looking for the “magic words” to tell prospects that will turn them into clients? My experience in teaching lead conversion techniques to thousands of attorneys over the last decade shows that you need to focus your messaging to prospects on these five areas:
1. Tell them what you can do for them. At the end of the day, clients are only interested in what you can do for them. Your job is to tell them what your service can do for them personally and remember- they do not want to spend time looking for the answer. The answer to this question must be one of the first things your clients see on your website and in your firm-wide communications. If your clients are going to remember you, you must first answer the question “What’s in it for them?”
2. Tell them what makes you different. For every service you provide there are many other attorneys who can provide the same services. So what can a client get from you that they cannot get from anyone else? Perhaps it is your credibility or the creative way you bring solutions to your clients. You must determine what differentiates your firm from anyone else and market that point.
3. Tell them you understand their pain. The most effective way to ensure a lasting impact on your clients is to communicate with them on an emotional level. You must find their “pain.” What is it about their business, life, family, time, or environment that is causing pain? Are they not working or working too much? Is their business growing too fast or too slow? Is their family falling apart? Do they have a hard time tracking their employees? Find their pain and communicate with them on an emotional level about how you can help heal their pain and make their business, life, family, time or environment pleasurable.
4. Tell them the benefits of working with you. Features are what your service does. Benefits are why your client needs your service. For every feature you have, you must tell your client what the benefit is. Is your firm better, faster, guaranteed or more personal? Will your service create more clients, decrease turnover, or increase profit margins? These are all great features, but you must tell your clients how this benefits them specifically.
5. Tell them why it’s safe to hire you. Many of our clients work at small law firms that have services similar to those at larger, more established firms. Why should your potential client buy your service over the big firm’s service? While no one can predict the future of your firm, the savvy small firm recognizes the need to develop creative ways to reduce the risk of their clients in working with them. How could you lower the risk of your clients if they are concerned about working with a solo practitioner or a small law firm?
