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Turn Potential Clients into Actual Clients: How to Close
March 17, 2015 Law Practice Management

 

Questions Lawyers can ask to help Turn Potential Clients into Actual Clients.

Use questions to help you connect.

Use questions to help you connect.

I did a presentation for the King County Bar Association Solo and Small Firm section last Wednesday, March 11 on How to Close the Sale. It was a lot of fun! I really enjoyed the group as they asked good questions and really got into the subject.

I provided a handout with closing questions to help them come up with scripts to move potential clients to the next stage so I thought I would post the questions on my  law practice management blog.  Here you go:

TURN POTENTIAL CLIENTS INTO ACTUAL CLIENTS:
HOW TO CLOSE

Closing Questions:

• What do you think?
• How does this sound to you?
• Does this make sense?
• How do this fit with your budget expectations?
• Is this something you want to do?
• Would you like me to get started on that right away?
• Would you like to take the engagement letter home and review it before you sign it?
• Would you like me to get started on Monday? – When you know the client has decided to go ahead you have them say yes to a more minor point.
• Please bring your check book to the consultation.
• How soon would you like me to start on this?
• Now that we’ve agreed to the terms of our engagement will you sign the engagement letter?
• In order for me to help you with your upcoming hearing will you sign the engagement letter today so I can get started right away?
• What if you only have me do x hours on your behalf now and then we can see what else you would like me to do for you?
• Which of these solutions would you like to proceed with? (Give them a limited choice.)
• When would you like me to get the first set of documents to you?
• Do you think my firm can meet your needs?
• Do you think my firm can help you with this?
• Is there any reason we shouldn’t get started today?
• What haven’t I covered that you would like to know?
• Are you ready to get started?
• Is my proposal what you were looking for?
• Would you like to schedule an appointment?

If you want help in your law practice closing more interactions with potential clients give me, Irene Leonard, Lawyer Business coach a call at 206.723.9900.  Cheers

 

 

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