One of the interesting things we hear from clients is that even though they're getting plenty of leads through their network subscription, they're not getting much actual business because other lawyers are beating them to the punch or "stealing their leads".
To Compete Against other Law Firms you Have to be able to Close
It's no different from other types of advertising in any other industry. Clients are not going to show up with wallets open asking for your help (well, ok, not ALL of them will). They're going to shop around, talk to different attorneys, consider their budget, feel out lawyers personalities, qualifications, etc.If you're not making an effort to sell yourself, and show a potential client that you're their best option, another lawyer will.
Here's an interesting blog about selling your services to clients through a "consultative approach". Aside from all the "rainmaker" comments, it's a good read.
Not all lawyers are good at selling, but making an effort to, at the very least, talk to potential clients about their problem and offer some typical solutions used in previous cases is an easy way to develop some trust with your leads.
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