Why you must STOP Selling Legal Services

It’s time for you to make a substantial shift in the way you’ve been thinking about what you have to offer prospects and clients.

To generate more leads, get more prospects to YES and increase your fees in a time of price-slashing and economic hardship, it’s time for you to begin focusing on VALUE and OUTCOMES instead of the specifics of your legal service.

It goes back to a point I made in last week’s article about how you can raise your fees, even in a tough economy.  If you give your prospects no other reason to choose you outside of price, you’ll wind up being price-shopped right out of business.

But, there is another way.

When you begin focusing on the VALUE you provide and the OUTCOME client’s will experience when working with you, there is no shopping around .

Let me give you a simple example of what selling OUTCOMES, as opposed to legal services would look like for the small/micro business owner market:

Prospect:      I can form my LLC online for $150 or with a lawyer who charges much less than you do; why would I pay you more than   the guy down the street?

You:     Yes, you can absolutely form your LLC online for $150 or with that guy down the street for a few hundred bucks, but I’ll ask you two questions: 1) are you sure you really need an LLC?   In many cases, forming an LLC is the wrong choice and could cost you thousands of dollars.  And 2) do you really want to put your business in the hands of a cut-rate lawyer?

Where and how you incorporate your business entity is just the first of many choices you’ll have to make if you want to grow a business that will fulfill on its mission and support your family without putting your personal assets at risk.   When you go online or with a lawyer who doesn’t do anything more than complete form documents for you, are you going to have somewhere to turn when you have questions or when things come up in your business?  Or are you going to make decisions that could turn costly because you didn’t have the guidance of someone you trust?

When you work with me, I’ll make sure you ask all the right questions and get the answers you need to build a profitable and sustainable business.   That’s not something you are going to get from an online document service or a guy who completes some documents for you and sends you on your way.

You don’t really know what you need and what you don’t need and the cost of overlooking things you don’t even know about will be far higher than the fees you’ll pay to work with me.

As your lawyer for the life of your business, you’ll never have to worry that you are paying too much in taxes or for insurance you don’t need or that you have to sign an agreement without getting it reviewed because you are concerned about what it will cost you to contact me.

You get the point.

We have shifted the discussion away from legal documents or even pricing to instead talk about the outcome.

In fact, this is so important that I’m going to hold a contest.

Post in the comments below regarding what you see as the outcome(s) we are selling and will be basing pricing on in the above script.

Everyone who comments and gets the right answer will be entered into a drawing for my Client Attraction System, which we just sold for $997.

I’ll be discussing more about selling outcome instead of focusing on legal services and price as it relates to serving the small business community on Thursday, March 18th at 10 am PST/ 1 pm EST.  Join me.  I’ll also be giving you information on how to join our Creative Business Lawyer program.  Our beta class is already getting inquiries from entrepreneurs looking for a Creative Business Lawyer for their business.  For more information and registration details, please visit: http//www.lawbusinessrevoluton.com/cblcall

Related posts:

1. What Your Legal Fees Say About You…And How You Can Change That