The three core points when lawyers talk about cases: value, price, and urgency of entrustment
The first is value. When lawyers talk about cases, they must consider the value of their services, Discuss the value of your own legal solutions to clients.
Mainly start from several aspects:
1. Understand the customer's pain points and develop solutions to the customer's pain points.
2. Have a rough understanding of your solution. Pay attention to the general aspects of the story and don’t get too specific (you get the idea).
3. Mainly talk about the value your service can bring to customers. Cases, works, endorsements, certificates, etc. must be cleverly embedded.
Everyone, please note that when we discuss value with customers, we should not stick to the case itself, and do not get entangled in the success or failure of the case, because no matter how confident the case is, you would not dare to package it for others. ticket. You need to let him think of the benefits to himself and the company after this problem is solved.
For example, what benefits will a payment dispute bring to the business operation of the business owner's team; what negative impact will a labor dispute bring to other employees. Lawyers must not only consider issues from a legal perspective, but also trigger the client’s dreams from the perspective of business owners and operators, explore value, and handle them appropriately. Remember, what the client wants to buy is not your legal service product, but a future he wants and an ideal state he wants to achieve.
So, we need to talk about the process of the case, help the client draw a specific blueprint and specific scenarios, and let him see the ideal world after you provide legal services.
As for price, we should start from the following two aspects:
1. Understand the customer's paying ability. For example, through chatting, we can learn about the customer’s transportation, house, income, position, etc. The more we know, the more accurate the quotation will be. Based on the range that the customer can accept and the cost that you can cover, pay attention to the customer's temperament and make flexible decisions within a reasonable range.
2. Whether it is worth it or not, the price should be quoted or not. We must remember these eight words. This is the basic logic for lawyers to deal with clients. In any case, you have given the other party value, and if it does not reach a certain threshold, you should not reimburse the other party for your attorney fees. This sentence is very important. Many lawyers discuss cases blindly because they cannot remember this sentence.
Concerning the urgency of entrustment, you must grasp the following two points:
1. Find the customer’s pain points. You need to accurately understand the customer's current situation, difficulties, and pain points during the case negotiation process. There is only one purpose: to stimulate customers' fear. Whether they are litigants or clients who intend to hire legal counsel, they must have their own pain points and fears. If you want to understand it, let the other person say it. How to find pain points and inspire fear, we have an article written in detail. You can refer to it. If you need it, you can add V and I will give you a set of solutions.
2. Enhance customers’ understanding of pain points. The purpose is to dig out the pain points a little more painfully.
Why? Because, only if it hurts enough, they will want to change immediately. You don’t have to worry about how much pain this will cause your customers. Customers will only know that there is no solution to the problem until they are in enough pain. You are doing him a favor. Got it?
For example: What impact will this labor dispute have on your business operations? What do other employees think? (Expand a point of the problem into an area)? Will it attract the attention of labor regulators? (The higher level of supervision)
As long as these two points are grasped, the customer will feel that he cannot solve the problem on his own, and he can only achieve his goal through you.