What to Say When You Hear, “You’re too Expensive.”


How to Overcome the Most Common ObjectionLawyer Coaching

"You're too expensive."

It's an objection attorneys hear repeatedly, but it isn't necessarily the kiss of death. This is a lawyer's time to shine; a time to describe how the proposal has greater value than either doing nothing, or what the competitor is offering.

Also read: Make Your Proposal Outshine the Rest

One technique I tell lawyers about is called reframing. When they hear the "too expensive" objection, I tell lawyers to reframe the objection in their minds into the form of a question. By doing this, they are putting the needs of their prospective clients first; putting themselves in their clients' shoes, so to speak.

Attorneys can reframe the objection in their minds with these questions:

- How can I justify these fees to others in my practice?

- How can I sell your hourly rate to my boss given that it's substantially higher than the other lawyer across the street?

Once the objection is reframed as a question, lawyers are able to come back with an answer or explanation quickly. A lawyer could come back and say:

"While my hourly rate is higher than other attorneys, you'll find that I spend half the hours. This leads to lower fees and, perhaps, a quicker resolution to the matter."

Think of objections has being temporary. Any attorney can overcome them and win over a client just by understanding his or her needs.

Source: Rainmaking Made Simple by Mark Maraia

Also read: Move Beyond the Billable Hour


Topics:  Business Development, Marketing

Published In: Firm Marketing Updates, Professional Practice Updates

DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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