Most of the time, that potential customer will compare more than one option. Buying habits in the legal sector have changed. This consumer knows that there is a lot of supply and that he has a choice, and he will keep the option that has given him the most confidence, evaluating a series of variables that will directly affect the decision to choose one expungement lawyer in overland park or another.
What fundamental aspects do you have to take into account if you want that client to stay with me at first and take me into account for future occasions?
If you have been able to carry out an adequate Marketing and Communication strategy, managing to attract a new client through some of the actions described above, now you have to get the attention of that possible client with the aim of “capturing” him.
There are many actions that we can take to capture a customer’s attention. Depending on the client’s profile, some will be more effective than others but, in general, all are “good practices”.
How to get customer attention
Quality legal advice
This is a perfect control of the legal inconvenience of that potential client. This technical solvency provides security, and it is transferred to the client.
Physical attention
The first impression matters, and it hardly takes a thousandth of a second to form a first impression of someone. There is no second chance to make a first impression! Be polite, do not make him wait, small details such as offering water or a coffee, active listening.
Telephone and online attention
The first contact is usually by phone or by email. Offer him the appropriate attention responding as soon as possible, giving a feeling of security and treating him with the respect and importance that he deserves.
Empathy
Listen to the customer first and foremost. Don’t display all your “commercial art” until you know what the customer’s real problem is and what their expectations are. Put yourself in their shoes.
Build trust
We are talking about knowing how to carry on the conversation, knowing how to have a “superficial chat” before going into the subject. It is very important to develop your business skills.
Proposal submission
Do it fast. The one who hits first does it twice, and the client probably has more proposals, not just yours. Explain it, make it flexible and, above all, understandable and with a good image. We are no longer talking about budgets, but about true value propositions.
If the client does not opt for your services, do not forget that contact
Keep this in mind and it remains at your disposal for future occasions. Make a positive impact and will probably come back to you in the future.
Promptly informs the client of the status of the actions. Although there are no news, simply a “still do not know anything, rest assured that we will inform you promptly.”
Involve the client, involving him in the day-to-day running of your office and making him your fan. Plan the loyalty phase and carry it out.
Conclusions
The client must set the course for the strategy of any office . Knowing customers is essential to be able to meet their expectations, meet their needs and provide them with real value. Many times, abstracted by the day to day, we are not able to raise our heads and look out there to see what is happening in the sector, and how the purchasing habits of consumers of legal services are evolving.
