How to get more clients to sign up when you quote your fees


I’m listening to Spotify as I write this. The ’70’s station. Elvin Bishop, Paul Simon, Elton John, Al Stewart, Seals & Crofts, America, Earth, Wind & Fire. . .

How cool is that?

I “liked” every single song so far and now they’re in my playlist.

So much music, so little time.

Anyway, I wanted to share something with you that I think will make your day. Or your week. Maybe even your year.

Our microwave died two days ago. It’s amazing how much we use that thing. Boiling water on the stove is so 1970’s.

Anyway, my wife goes online and starts pricing replacements. We’ve had this one for 18 years so it wasn’t that simple. It has to fit in the space above our range and match the oven.

She finds one that works and gives me the price. Holy crap! “It’s a microwave, not a car!” I was overhead saying.

She took that to mean, “keep looking,” and she did. Sure enough, she finds one that has everything we need, fits in the space, and is 40% cheaper than the first one.

“Order it!” I said. And she did. It will be installed tomorrow.

Now, here’s the thing. If she had first come to me with the price on the one we ordered, knowing how I am, I still would have thought it was too high. But because she showed it to me second, it looked like a bargain.

I don’t know if it IS a bargain. I just know I was happy to order at the lower price. “Look at how much we saved. . .”.

Anyway, this reminded me to remind you about pricing your services.

If possible, you should put together a lower priced version of your services to offer prospective clients. If the deluxe package is ,000, and the basic package is ,500, you can show them both and let them choose. If ,000 is “too much,” they can choose the basic version. Instead of “no sale” you get a ,500 sale, and a new client. The client gets his basic needs met and could possibly upgrade later.

Or, show him the ,000 package first. If he objects, (“It’s a legal document, not a car!”) you can show them the ,500 package. It may not have all the bells and whistles but it does the job. In comparison to what he thought he had to pay, it will seem like a bargain.

You’ll get more prospects saying “sign me up,” instead of “I have to think about it.”

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