Legal Marketing & PR

Six Magic Words That Overcome a Competitor's Low Price

By Larry Bodine

Check out this forthright new blog post by Trey Ryder on Law Practice Advisor:

You tell your prospect that you bill at $350 per hour. Your prospect responds by saying, "But another lawyer I interviewed charges only $175 per hour." Now, what should you say?

One powerful way to respond to your prospect's comment is to get out a piece of paper and divide the sheet into two vertical columns. Put your name at the top of one column and the other lawyer's name over the second.

So, the certainty of knowing exactly what you provide -- and the uncertainty of not knowing what your competitor provides -- allow your prospect to see clearly on paper "what he gets for his money" when he hires you. But -- what do you do if your prospect raises the issue at your seminar? Or at a luncheon meeting? Or during a phone consultation? In these examples, taking out a sheet of paper for your two-column demonstration isn't practical.

Speak with confidence

So here's what you do instead. Click Six Magic Words That Overcome a Competitor's Low Price to see the rest of the article.

Full post as published by Larry Bodine's LawMarketing Blog on November 12, 2014 (boomark / email).