First, you must get them in the door (or on your Zoom, as the case may be). How did they find you in the first place? Was it a referral from a trusted friend or relative? Was it all the testimonials on your website? On Google? On Yelp? Was it your website showing up on the 1st page of a Google search?
If you’ve read my blogs, you know how to generate consults. And even consults will leave you great testimonials. Like Brian, who just wanted a second opinion, and who shared in his Google review:
Joryn is amazing! It’s a difficult enough process to enter into, but Joryn … made me feel … secure that a positive solution is on the horizon. I was so impressed with [her] knowledge and advice. The empathy and care [she] showed me is over the top.
And Aaron, who just needed some direction, and said:
Both Joryn and her staff have been awesome. To give a little background, I met with one of her staff back in November 2016. I was representing myself in court and I wanted to sit with an attorney to review the evidence that I had collected and how to present it, and to get their thoughts on my arguments, just to make sure I was not off base. The meeting went very well, and it seemed I was on the right track.
Fast forward a couple of months. … I wanted to meet with a lawyer again, so I scheduled a sit down with Joryn herself the day before trial. Joryn prepared me very well; we went over the sequence of events, what I should expect after I get in court, how I can use certain evidence to my advantage, the rules of evidence, and general courtroom information. I have a hard time believing there is another lawyer out there that can do what she did prepping me in such a short amount of time.
[T]rial could not have gone any better. … I am very appreciative of Joryn for her help. Joryn is not your typical lawyer; she genuinely cares for her clients and can identify with what you are going through. Divorce is … not something anyone ever wants to go through. But if it comes down to it, I would prefer to have the best in my corner looking out for me, and that is what I found in her.
But how do you turn those consults into your clients? Well, the short answer is “People want to do business with someone they know, like, and trust.”
So how do you ensure that?
What do you send someone before she shows up for the consult? It should be more than just a form to fill out. Sure, send the form, but also send her a powerful one-sheet profile that allows her to get to know you, before she even meets you. Send her a link to your website in case she hasn’t been there.
You want to discover where she is emotionally and financially. How committed is she to the divorce? Is she already in litigation? If not, does she already know her choices, the seven courtless approaches to divorce? When you explain the options, the costs of each choice, and the pros and cons of each, she will trust you to help her decide the approach that will work best for her and her family.
How do you handle the “being liked” part? Amazon has trained us to seek out what other people say about their experience with a product or service. How many testimonials do you have? Do you have a range of testimonials? Do you have testimonials that showcase the kind of divorce this consult feels will best suit her family or that this consult may already be stuck in? Do those testimonials show how you helped those clients get the results that they wanted?
Mine do. Here’s what Dwayne said:
Joryn Jenkins and her staff are wonderful to work with. She stepped in midstream when my previous attorney abruptly moved out of state. … Joryn is straightforward and tells you like it is. She is a strong believer in the collaborative process (although my case did not lend itself to an amicable resolution), which is the way to go because the State of Florida, from my experience, seems to want both parties to reach an agreement and the case will go on and on until they arrive at that point. I heartily recommend Open Palm Law.
If you want to see more like the one Dwayne went out of his way to post, check out Open Palm’s Google reviews.
These solutions are just one of the many tools offered in my Collaborative Toolkit. I’m committed to changing the way the world gets divorced. Join me and I’ll show you how to get the clients you want and how to turn those clients into referral partners who will send you even more of the clients you want.
I’m so committed to supporting my fellow collaborative professionals that I’ll even let you pay for the toolkit over time. And, if you follow my program and you don’t generate more fees with my Collaborative Toolkit, I’ll refund your money.
Partner with me to change the way the world gets divorced. Refer to this email when you contact my assistant, Austin, to start your year-long journey, and he’ll provide you a coupon code for a $1,000 discount!
And for more on how to profitably market your practice, find me at Your Collaborative Marketing Coach, because your marketing is my marketing! And if you’d like to learn more about how to become a Collaborative Champion, buy my toolkit or attend my training!