1. What is the purpose of discussing the case?
For lawyers, the purpose of negotiating a case is to reach a deal now or in the future.
The details can be divided according to the specific circumstances of the case. If it is a dispute that can be entrusted, the purpose of negotiating the case is to close the deal. If you can't entrust it, then show your professionalism and charisma (if you have any) to your customers to win future transactions.
When we talk about a case, we are actually talking about people. We can’t just look at the gains and losses of one moment and one place, we have to look at the longer term. Young lawyers are always worried about where their cases will come from. If they just use their connections to expand the source of cases, it is really unsustainable. But if you can turn the customers you have communicated with into your own "tap water", then over time, there will always be cases.
Maybe the question asked by the customer cannot be closed this time, but this is the first step in building trust with the customer. Lawyers who have just started practicing are far from choosing clients because we are unknown, because we have not done enough cases, and because not enough people know that we are lawyers.
2. Basic ideas for discussing cases
Look at things: The value of a lawyer lies in solving problems, not in the service itself! Clients come to us to solve their problems, not to “find a lawyer.” If after analysis and judgment, the client entrusts us with the possibility of achieving the goal, then this matter can be done. Of course, as non-professionals, sometimes the client’s understanding of the purpose is biased, and it is also the value of a lawyer to provide clients with truly feasible solutions. In short, when a customer comes to us with something, we must consider the customer as a whole and how to deal with it (don't limit it to legal settlement, and don't add customer complaints to the case!) to achieve the customer's purpose. If the customer's primary purpose cannot be achieved, is there a second-best solution? Only by becoming a lawyer who can provide the best solutions can you be truly recognized and recommended by your clients. In this case, even if you don’t charge money, more and more people will know you.
Refine this part:
Reception needs - Understand the relevant situation of the event, understand the core demands of customers, and judge whether the core demands of customers can be realized. If not, are there alternatives? Inform the customer of the solution to the problem and answer the customer's questions about the solution.
Looking at customers: Looking at customers is very insightful.
I think the following points should be noted during the discussion:
(1) Understand the customer personality:
The customer is indecisive and asks for help, so we need to take over the conversation , help them make decisions and give them confidence.
Customers are powerful, and we can neither be too groveling nor too tit-for-tat. Our only advantage over our clients is that we have more legal knowledge. When communicating with such customers, we are strategists who are neither humble nor overbearing and empathize with the customers.
The rest is not obvious. The core point is to choose a way for smooth communication between the two parties based on the customer's personality. This requires us to constantly reflect and summarize in practice.
(2) Really understand customer needs
Sometimes, when a case starts to speak, we tend to rush to focus on the case itself. In fact, in the service industry, the core service is people. Therefore, it is necessary to truly understand the customer's needs during the case discussion stage. In small cases, the customer may commission it not for financial gain but to export the gas. In the absence of evidence, the party either wins the case or has the opportunity to communicate with the other party in court. Comprehensive exploration of customer needs is our primary goal during the case discussion stage. Sometimes chatting away may not win the customer's trust, and it may be harder to listen and understand the customer's needs.
The taboo when talking about cases is to only look at the case, not the customer, and ignore the way to communicate with the customer, which may even make the customer feel offended and denied.
(3) Predict customers’ willingness to pay
In addition to service, the key to the transaction is price. After completing basic service predictions, we will start predicting customers' willingness to pay. I believe that the formation of customers’ willingness to pay is mainly composed of the following aspects:
1. The economic benefits that customers may obtain through our services;
2. The customer’s economic status;
3. Customers’ awareness of paying for knowledge;
4. Difficulty of the case;
5. Customers’ trust and recognition of us.
Predicting a customer’s willingness to pay means quoting a reasonable price. A price that is too high is not conducive to transactions, and a price that is too low is not only prone to low-price competition, but it is also unsustainable for us. Quotes can be a central part of the case discussion. It is our lifelong practice to accumulate quotation experience in practice around the above points to prevent collapse at the last moment of case discussion.
The ideal result is to find a balance point between the costs of all parties and our costs and achieve a win-win situation.
Third, in summary, the following principles can be followed in the discussion:
(1) Problem-solving principle: Remember that the core value of a lawyer is to solve problems, not just It’s selling your time.
(2) Service principle: Remember that the lawyer industry is still a service industry. We must treat customers with a service spirit and maintain the customer's user experience.
(3) Win-win principle: Some articles make the relationship between lawyers and clients very tense. Lawyers guard against clients for free prostitution like thieves, and clients feel that the lawyers took the money and did nothing. As the years of practice increase, some clients may indeed be unable to pay our attorney fees. They can be recommended to lawyers at the appropriate stage to achieve effective allocation of resources. A win-win situation means taking the other party's demands into our perspective and formulating reasonable solutions based on our own circumstances.
Talk about the idea of ??a case, which may be a process of dynamic adjustment. The above text has a strong personal style and is for reference only.