Top Lawyer Coach, LLC

How to Overcome the Most Common Objection

"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