You make it clear you don’t reduce or negotiate fees, ask questions about what they want or need, and suggest looking for ways to adjust the size and scope of the engagement. You give them a path to getting the services and benefits they need without compromising your value.
If they tell you other lawyers charge a lower hourly rate, you tell them they’re not just paying for the hours of work, they’re paying for your experience and abilities, suggesting that you are better positioned to get them the outcome they desire, or do it more expeditiously.
And if it appears they simply can’t afford you, or don’t have the budget to hire you, you tell them you understand and offer to refer them to another lawyer you know who does good work and charges less.
Sometimes, that’s all it takes for them to realize that you are the best choice.
In every case, you maintain your posture and let the chips fall where they may. You don’t want “price shoppers”. Not every client is right for you, nor are you right for every client. If you do good work and have a good reputation, you should see most prospective clients saying yes.
If you don’t, if many prospective clients say you charge too much or they can’t afford you, or hire you once but don’t return, you might be charging more than your market can handle, or your marketing isn’t effectively communicating the value you deliver.
Adjustments might be warranted.
On the other hand, if most prospective clients say yes, hire you, return, and refer other clients, you might not be charging as much as you’re worth.
In which case, adjustments might be warranted.
The market ultimately tells you how much you’re worth and the market is always right.
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