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

One Partner Law Firm Changes Direction

We’ve been working with Nick about 10 years and throughout this time I have always valued his expertise.

When we first made contact with Nick we had been recommended to get in touch with him by another solicitor to “give us a hand with marketing”.

At that time we were focusing on personal injury work, but we had already decided to enter the medical negligence market.

Obviously breaking into a new market takes time and we still needed the income that came from the personal injury work to finance this going forward.

Nick put together a high conversion website which meant we had all the personal injury work that we needed allowing us to build the medical negligence side of things up gradually.

Now we specialise exclusively in medical negligence. Nick has been part of that growth in terms of strategy and the use of Google Adwords to generate good quality leads.

As part of that, he helped us with the entire website build, making it very marketing focused and it has worked extremely well.

As a result our firm has gone from strength to strength, more than doubling fee earing staff and turnover.

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