Every lawyer wants to sign more clients, but many struggle when it comes to converting a lead into a client. The key to closing a deal is understanding that people who are in need of legal services are making their decisions based on emotion, not logic.

Leads will pay attention to how you make them feel, not necessarily what you are saying. Now that you know this secret, use this technique to sign more clients:

Get Clients to Explain Their Pain

The first step is getting clients to explain their current situation. It’s best to initiate the conversation by saying something along the lines of “So, tell me what’s going on.” This should get them talking about the pain points in their lives that have led them into your office.

Listen Closely

Lawyers are used to doing a lot of the talking, but to master this technique, it’s important to shut up and listen. Let the prospective clients talk about their pain points without interrupting.

Make mental notes as they talk about their current situation. What do they seem worried about? What is their greatest fear? What do they wish to achieve with your help?

Answering these questions will give you a better understanding of their current emotional state.

Ask Open-Ended Questions to Gather More Information

Encourage them to open up even further by asking open-ended questions about their pain points. Did they mention being worried about being a single parent after the divorce is finalized?

If so, ask them to elaborate on this fear. The goal is to determine what the prospective client thinks will happen with their current situation if they do not hire an attorney.

By asking these questions, you are allowing the prospective client to get these emotions off of their chest. Since decisions are made based on emotions, this sense of relief make them start to trust and respect you.

Provide Solutions

By now, the prospective client should have opened up a great deal. Show them you were listening by restating all of their pain points. But, don’t just summarize what you heard.

Instead, say something like, “I understand you are worried about not getting enough child support to provide for your child, but I can help secure the child support you need.”

This statement shows you understand their fears and what they hope to achieve with your help. This simple four-step process is incredibly simple, but it’s also effective.

By listening and acknowledging the prospective client’s feelings in this way, you could win their business.