High Hurdles: How Law Firms Alienate Potential Clients
Remember that scene from the ‘Wizard of Oz’, where the guard at the gates of the Emerald City is very reticent to let Dorothy and her friends in, until he realizes who they are, and changes his tune ? Well, consider yourself the green- moustachioed guard, and your law firm clients Dorothy Gale . The only problem is, by the time you figure out who’s at your gates, and when you’re ready to help them, they’re already long gone. The point is that most law firms unconsciously set up barriers between themselves and their clients. Lawyers don’t like to pick up the phone, and talk to existing clients, let alone potential clients, thereby driving a wedge between them and their business. Clunky contact forms at law firm websites don’t always work. Well, that’s another barrier. Believe it or not, voicemail is a barrier. Anything that stands between you and engagement with a potential client is a barrier. And, more than anything else...