How To Get Retained Even When They Think You Charge Too Much

One of the biggest roadblocks to being retained that many lawyers face is the price. No matter what your fee is, someone is going to think its too much. The solution is not to lower your fees, but to show why you are worth it.

After eliminating people who simply can’t afford you, there are some things you can do to show your value.

People will pay more for lawyers they consider experts for their specific problem.

One way to increase perceived value is by showing potential clients you can solve their specific problem. For example, if a divorce client owns a business they would be willing to pay more for an attorney who is an expert in divorce for business owners than they would an attorney who was a generalist.

Show them you are the expert before they even contact you for a consultation by blogging, writing books, and speaking on the specific problems your ideal client faces. While in the consultation you can also direct them to resources you’ve created that they may not be aware of. This builds trust and shows that your fee is worth it.

People will pay more for an attorney that calms their fears.

Hiring an attorney can be daunting so talking to one that makes you feel calm and helps you understand the process is a big selling point. Ease the anxiety of the potential client by explaining the process; tell them what happens right after they hire you,  lay out the timeline of the case, describe who does what (and when), explain how you will communicate with them and discuss the costs involved. This shows you know what you are doing and are on top of things and lets them get a taste of how you will walk them through this difficult process.

People will pay more for excellent service.

The biggest complaint people make about their attorney is communication. I find that addressing this concern right at the start makes people more comfortable and they are willing to pay more for an attorney that they know will return their calls. Let them know when, where, and how they can expect communication from you.

This is also the time to add any other “extra” services you provide such as offering evening or weekend appointments or meeting clients at their office.

Getting potential clients to see your value is an important part of getting the type of clients you want. With just a little push in the right direction, you can get over objections over your fees and earn what you deserve.