What if I told you that writing your own book

Scenario 3

you complete an in-person, initial consultation with a potential client and the meeting is over. The potential is getting up to leave without having made a decision to sign your retainer agreement yet.

 

Your Response –>

Hand the client the appropriate book for their situation and tell them,
“Please take this free guide with you. I wrote it to answer questions people have, and it may be extremely useful and informative for you. Because it often inspires people to think of more questions, they usually write the questions down in the book and call me back later or bring the book back in on future meetings.”
Why –> In this scenario, you’ve given your pitch. You’ve spent time informing the potential of what may happen, and for whatever reason, they’re still not convinced enough to hire you on the spot. Maybe they’re citing money problems or “want to think it over” or “talk to their family”. They now have your helpful guide that they can show to family, friends, and review themselves. Who’s name is on the guide? YOURS

What happens if they decide to consult with another attorney and they write questions down in the guide or bring it with them to someone else’s appointment? Are any other attorneys you know going to provide them with a physical book like this? Nope.

Do people tend to throw away books unless they have a very good reason? No. They value them and keep them, sometimes for years to come.

 

 

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