Amo, Amas, Amat And Getting The Right Price For Your Legal Services

If you did Latin at school, as I did, that will immediately take you back to your learning days.

It still does me.

Portacabin. Check.

Tiny desks. Check.

Too hot. Check.

Getting The Right Price For Your Legal Services
Getting The Right Price For Your Legal Services

Mrs Cameron at the front of the class, grey hair, lovely gentle lady, doing her best to control 30 odd children with very little interest in the Latin language.

I was quite good at Latin. It just seemed to stick. Well, that was until I lost interest in all things education in the year leading up to my “O” levels (yep, I am that old).

One day, I decided to give Mrs Cameron a chance to win me back over. As I say, she was a very nice lady.

“Mrs Cameron” I said. “What use can this subject be to me in my future life? How will I use it in a job?”

“Ermm….” Was her response. She drifted off and thought about it for a while, but that was it. She couldn’t think of anything.

Oh the irony of it all as some years later I become a solicitor! Quite a lot of Latin involved in being a solicitor.

My question for you is this: "Are you making the same mistake as the lovely Mrs Cameron?"

When someone asks for the price of your legal services, do you just give it to them without any thought about the value of your service to that person?

Rather than saying “We charge £750 plus VAT and disbursements for our conveyancing” do you take the time to discover that this is your prospect’s dream house that they have been waiting their whole life to buy, making the value of your service incredibly high for them? (By the way, nobody but you knows what disbursements means, so don’t use that term either).

If someone asks you to help them with a business contract, do you just provide a fixed price or do you find out about the services that they provide, cover the potential costs of a contract being incorrectly drafted and leading to a dispute in court so that they fully appreciate the value to them?

The mistake solicitors usually make is that they sell the transaction.

They sell the Latin, not the profession the Latin could help someone with.

They sell the feature, not the benefit.

They sell what they do, not what this means to the client.

When you really crack this. Really, really crack it, selling your services at a price higher than many of your competitors becomes easy.

It is a topic that I am fascinated by. It led to me creating a whole blueprint about it – The Meaningful Conversation, blueprint 3 available as soon as you join Marketing4Solicitors, which you can find out more about by clicking the button below:

Click To Discover More About The Meaningful Conversation:>>

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Case Study

A straightforward approach with a genuine expertise, providing you with a proven plan of exactly what you need to do to grow your firm.

I first stumbled across Nick when searching on Amazon for help growing a firm in the legal sector.

Straight away I was struck by his no-nonsense approach, so after checking out a preview of his book, I bought it on Kindle and started devouring it straight away.

What was immediately apparent was that Nick really does know what he’s talking about, which was hugely refreshing in an industry with plenty of bluffers and chancers.

I found the fact that Nick has actually been there and done it in the legal world very compelling indeed, and after finishing the book, I knew there was plenty he still had to teach me.

I booked a free call, which contained plenty of value, but what became clear is that if I was really going to get Nick’s personalised help to grow my firm, I needed to do it properly, so after speaking to a couple of Nick’s clients to reassure myself I was making the right decision, I took the plunge, and booked the Steady Stream of New Clients meeting.

And I’m so glad I did.

From the moment my wife Rachael and I arrived, Nick put us at complete ease and we quickly built up a strong rapport, and thanks to the pre-meeting preparation put in by all parties, we were able to wring a huge amount of value out of it, because most of the fact-finding had already been completed before the meeting began.

Consequently, the meeting was chockfull of useful, actionable information, and most importantly, that information was grounded on what actually works in the real world – no theory in sight.

When we left Bristol, we were hugely energised and excited; but more than that, we also had clarity, and three days later, things were even clearer, thanks to the report Nick prepared for us detailing exactly what marketing we needed to be doing AND how to make sure that that marketing was actually implemented.

Having used a consultant in the past, my biggest fear was that there’d be a lot of talking around the issues, and a whole lot more questions than answers, but that simply isn’t how Nick works.

Instead, he calls a spade a spade, and fuses that straightforward approach with a genuine expertise, providing you with a proven plan of exactly what you need to do to grow your firm.

If you’re considering booking one of Nick’s Steady Stream of New Clients meetings, I would say, unhesitatingly, that you need to go for it”

Bill Ward, Ward Trademarks