Quoting Fees, Litigation Matters, Social Media: What Attorneys Need to Know Asked and Answered (Part 3)
Friday, July 1, 2016

I’ve compiled some of the most common questions from attorneys and my answers below:

How should I handle quoting a fee?

There are a few approaches to this and you will have to see what works best for you depending on your practice area and geographical region. However, setting appropriate expectations and being transparent is key. If you ever use the phrase “it depends” in your answer, that automatically needs to be followed up with “and the biggest factors it depends on are….”

attorney questions

Make sure to know several factors that impact your fees. For example, if you are a divorce attorney, some of the common circumstances that will make a case’s price increase are:

  1. If kids are involved

  2. If there are multiple real estate properties

  3. If the divorce is contested

  4. If there is a business asset

Know the factors that impact your case fees and articulate that clearly to those you are talking to about pricing.

How, when I am working on litigation, do I continue to grow my business when my head is down and I’m working on a case and solely focused on it?

You have to put systems in place that work for you in engaging prospects without you having to do all the work. If you don’t have a systematic approach, you work hard with your head down and then once you are done with that case, you look up and say, “Where is my next client?” This is not a situation you want to find yourself in. You need a system in the background that runs the machine. Don’t get trapped in the cycle of owning a practice versus owning a business.

What are some ways to differentiate myself?

Talk about the benefits of working with you, the value you provide, the solutions you provide, the results you get. Create a category of one. Position yourself as an expert by using numbers – clients served, $’s of assets protected, cases won, etc. Focus on managing the client experience.

Why would I get on social media, particularly Facebook?

The first rule of fishing is “go where the fish are.” The second rule is, go where there are not a lot of other people fishing. Three in four people are on Facebook; it has enormous market penetration and you must have a presence on it. Don’t make the mistake of thinking you are your client.  Just because you don’t actively participate on Facebook or other social media platforms don’t mean your clients and prospects aren’t!   Very few law firms are aggressively going after these platforms; it’s an opportunity to get ahead of the curve. Plus, search engines now rank social media pages, so it’s very important for SEO.

Read Part 1 -Asked And Answered: What Attorneys Need to Know About Referrals, Testimonials, Social Media, Online Marketing and More (Part 1)

Read Part 2 -Asked And Answered: What Attorneys Need to Know About Referrals, Testimonials, Social Media, Online Marketing and More (Part 2) 

 

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