Listener Mail: What Should You Say When a Prospect Only Asks You for Your Price?

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Every law firm gets prospects who call and ask us how much you offer for your service and then disappear without a trace. As confusing as it is, we can’t help but ask ourselves, “Is there any way these calls can be anything but a waste of time??”

It’s tough to keep answering phone calls from price shoppers and not get anything from them. But by framing the right questions, you’ll be getting those prospects to open up to you in no time.

Today is a special episode as I answer a question from one of our listeners that many may have been thinking about but few really know how to address: dealing with price shoppers. In this episode, you’ll learn what to say to your prospects and how to say it that will set your practice apart from the rest of the competition.

Capture and convert that cold lead by tuning in to this episode!

We’ll be talking about:

1. The first step to do when dealing with price shoppers [02:04]
2. Why consumers and prospects price shop [02:59]
3. A great way to differentiate is to bank on empathy [06:31]
4. How to handle your prospect’s price objections [08:31]
5. Asking questions to qualify, recommend, and empathize [11:39]

Price Objection Handling Script:

“So I’ll give you a classic attorney answer and say, it depends. Ultimately, we really want to get the right plan for the right person. So, do you mind if I ask you a few questions about your situation so I can let you know what I think would be the best for you?

Do you own a house or property? Do you have any minor children? Are you married? Do you have a second marriage? Do you have any children from a prior marriage? Are you self-employed? Or do you own a business?”

About Our Host:

Jan Roos is the CEO of CaseFuel agency, helping law firms generate revenue through pay per click advertising. He is a legal marketing expert and is the author of the bestselling book, “Legal Marketing Fastlane.” It talks about PPC lead generation, a technique used to generate client leads for big and small practices.