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Referral and Marketing Tools Article:
"Attorney Marketing Requires Handling Prospective Client Objections Part 2 Posted By : Henry Harlow"

Before we dive into the attorney marketing draft-scripts I would like to remind you of two other distinctions when it comes to dealing with objections. The attorney marketing attitude we are looking for is a detached attitude of having no attachment to what the prospective client decides. Instead you are committed to delivering a good process to them that enables them to decide hopefully from an educated position. You are a facilitator, not someone who is trying to get them to make any particular decision. If you catch yourself convincing or presenting your case you are off track.

The second distinction is known as “permission marketing”. This suggests that in successful attorney marketing you always need to get the prospective client’s permission first if you are going to ask questions


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or make guesses about what they may be thinking that could lead to some uncomfortable feelings on the client’s part. One never wants to get in the position with where you are pressuring the person or you have indeed lost the game. With these two attorney marketing reminders lets move on to the draft-scripts on “I want to think about it” type concerns prospective clients might come up with:

 

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