I wanted to share with you three simple answers to questions our attendees had that can help you all grow your law firm this year:

1.  I’m a great attorney, so why do I need to use social media to showcase it?

Unfortunately, it’s not enough to just be a “great attorney” anymore because there are many less qualified attorneys out there you are competing with who understand how to market effectively and they are stealing your business. So unless you want to relegate your potential clients to “less qualified” attorneys, it’s your obligation to market effectively so these individuals hire you and not some second-rate attorney.

2.  I don’t have a big database; what’s a good place to start in order to grow it?

Actually, you may have more contacts than you think. Not only do you have all the contact information of the people you have done business with, you can look at your email contact addresses and also get the email addresses of those individuals you are connected with in LinkedIn. Right off the bat this will give you a bigger database then you thought.

You can also begin to speak, attend networking events or create Free Reports that motivate people to give you their contact information in order to get valuable information back.

Lastly, any time you meet someone or someone calls your office, get their contact information so you can begin to communicate with them on a regular basis in a meaningful way.

3.  I’m told frequently “you cost too much.” How can I handle this?

That’s an objection many attorneys get. There are several ways to effectively handle this. But one of my favorite is as follows.

Prospect: “you cost too much”

Attorney: “I appreciate where you are coming from. Let me ask you this, when you say that, are you talking about the cost or the price?

The individual will give you a blank look because as far as they are concerned those two things are the same.

You then say:

“Let me explain.  The cost to have me handle your divorce and custody case is $25,000, but the price of not paying that amount is potentially losing custody of your child, having to pay more in alimony than you should, and having to suffer through endless court battles for months in order to reach a resolution.

I’m not the cheapest attorney out there and if that is what you are looking for, I have an attorney I can refer you to.

But I am the attorney who will handle this situation in a way where you get the best possible outcome with the least amount of stress and unnecessary emotional turmoil.

So let me ask you now, is cost really the most important factor in your decision?”