Why Solicitors Should Not Offer Free Consultations

Why Solicitors Should Not Offer Free Consultations

Should solicitors offer free consultations? It will help to bring in more work won’t it? Surely it is a good thing? Read on to discover why solicitors should not offer free consultations.

There is simply no value in free anything.

If you provide free consultations to your prospects, they do not appreciate the value of your services. What is worse is that you feel that you have provided value and received nothing for it, so you resent it a little. Sometimes a lot.

What often happens with these ‘free consultations’ is that people spend the time with you but then often instruct someone else, who they are happy to pay for the initial meeting.

Being an adviser to law firm owners and other businesses, I experience this quite a lot.

People, often friends, ask my advice on what they should do to grow their business and until recently, being a person that wants the best for my friends and colleagues, I tell them what they need to do. However, because they haven’t parted with any of their hard-earned cash, they don’t take action. I feel like I have wasted my time and feel disappointed for them that they do not do what they need to do to obtain the results that they wish to achieve.

Now I am not saying that you do not use free to any extent. In fact, you must, but there has to be a ‘fair exchange of value’.

For example, on your website you must offer a ‘free initial enquiry’ so that prospects can contact you without fear of a large bill, but note the word is ‘enquiry’ and not ‘advice’. In exchange for their time and contact details, allowing to you to follow up, your prospect can have a free chat with you.

On that call, you have the ‘Meaningful Conversation’ with them (covered in depth in The Law Firm Growth Formula book on Amazon – or two free chapters here: //www.samsonconsulting.co.uk/law-firm-growth-formula-grow-law-firm/two-free-chapters/) to find out what matters to them about their current situation, but you do not provide legal advice (which fee earners always try to do). If you do, more often than not you will lose the instruction. What you do whilst having the Meaningful Conversation is to discover what matters to your client about this legal transaction and then explain why your service is perfect for them (if indeed it is).

You might think that I provide free advice on this blog post, but there is always a ‘fair exchange’ in that you are giving up your valuable time to read it. If you like what you read, more likely than not you will download my guide at the bottom of this page to continue our business relationship.

So my strong advice to you is to sell a free enquiry from your website, but never, ever, provide free legal advice or consultations until there has been a fair exchange of value. It will work better for you and for your clients.

What else should solicitors do and not do?

Click the button below to discover what you must be doing to win new clients (and perhaps as importantly what you should not be doing):

FREE BOOK: 6 Fastest Ways To Win New Law Firm Clients – Click to download now:>>

Case Study

From biggest fee earner to no fee earning whilst doubling turnover

I’d been looking for somebody to help me with marketing for a while, and I came across Nick on Google.

That was three years ago, and in that time it’s fair to say that he’s had a massive impact on my business, and my life as a result.

In the early days, my goal was simple and specific: increase the turnover of the business so that I could take more money out of the business.

I had an amount in mind, and I expected it to take years to get there, but when I achieved it in just six months, it began to dawn on me that this guy really knew what he was talking about.

As a result of that early success, and with Nick’s help, I realised that my expectations were too low, and what I could actually achieve, with the right thinking and guidance, was far beyond what I’d ever imagined.

What Nick saw – and what he made me see – was that my business had fantastic potential, but to realise that potential, things needed to change.

Even before Nick got involved, we were getting a decent volume of leads, but it was what was happening to the leads that was the problem.

We weren’t tracking them, there was no process in place and to top it all off, we didn’t have a clear pricing structure, which meant that we were nowhere near as profitable as we could be.

And that’s where Nick came into his own. He built us a bespoke lead generation and sales process, and the results were staggering.

We pretty much doubled our turnover, allowing me to build a four-person sales and marketing team that gets us more leads and more sales.

Of course, Nick’s Google Adwords expertise has been a key part of our growth, and today it’s a hugely profitable marketing pillar for us.

But regardless of the medias or mechanisms we’ve used to grow over the last three years, it’s been Nick’s rock solid marketing plan that underpins it all.

He’s stopped me trying this and that, and got me to focus on the things that’ll have the biggest impact on the business.

And I think there’s a lot more to come – we still haven’t implemented everything that Nick has given us to do, and when we do, I reckon we’ve got around another £250,000 of revenue per year to add to our figures.

And it’s not just the business that’s seen a transformation – it’s been a personal transformation too.

When Nick first got involved, I was the biggest fee earner, and consequently I was reluctant to stop getting involved in cases.

Nick eventually made me see that if I was serious about growing this business, that needed to change and as time has gone on I’ve taken on less and less work – now I don’t do any of it.

And I only wish I’d done it earlier, because the result has been me having more time to build the business, and spending time with the people that are important to me.

Not only that, but the business is stronger, because it’s much less dependent on me.

Nick was right about that one, as he has been about pretty much everything else – it pains me to say it, but it’s true!

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