When a client or prospect asks you a question, about the law or their situation, when they want information or your opinion or advice, do you usually answer or do you suggesst they make an appointment, (because your knowledge and opinion are valuable and you are entitled to be paid therefor?)
Sometimes, there’s a fine line. I suggest you draw that line on the side of answering their questions, because it is a natural way to show a client or prospect why they need to hire (and pay) you.
You can’t tell them everything, of course, but you can tell them enough to show them the seriousness of their situation, deliniate the issues, explain how long it could take to resolve their situation, and how difficult it might be.
Questions let you say things like “it depends” and otherwise allow you to demonstrate the nature and extent of your expertise and experience. As a result, you don’t have to go into presentation mode and convince anyone they need to hire you. Your answers do the selling for you.
Which is why you should encourage clients and prospects to ask you questions. There more the better.
There’s another reason to do that. Those questions, and your answers, give you content you can use in your newsletter, blog, articles, and speaking.
There’s nothing more compelling than telling readers or listeners about a question you were recently asked (or are often asked), and answering it.
There’s also no easier way to create content.
They ask, you answer, and your post or that segment of your speech is done.
When you create content from these questions and answers, you also get to talk about cases and clients you’ve handled, which tells your readers that you know what you’re doing and can help them with similar issues.
Questions and answers prompt readers to think about their own situation, leading to more inquires, appointments, and engagements.
And more content for you.
Which is why you should encourage clients and prospects, readers and listeners, to ask you questions.
Questions help you build your practice.
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