How To Establish a Trust With Your Client

   You are what you think. - Buddha   

How To Establish a Trust With Your Client

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Have you ever wondered why some lawyers and business owners attract and keep clients so easily, while others are always complaining about struggling to find and maintain a solid client base? There are two very simple explanations for the difference between those two types of people.

  1. Attitude
  2. Likeability factor

Let’s talk about the first point: attitude. Success has been and always will be about your attitude, because attitude truly is everything. If you trust yourself enough, then you know that there is no need to stress out about finding new clients. You simply know that they will show up when it’s the right time, both for them and for you. If you trust yourself and maintain a positive attitude, then you are well aware of the fact that you are a brilliant attorney who has reached this point in your career for a long list of very good reasons. No one can simply replace you. The way that you deliver your services is unique to you and the results will always be great, as long as you keep that positive outlook. Now, you may argue that it’s impossible to be positive when you only have negative and cheap clients. The truth is, those clients are only a reflection of yourself. If you have cheap clients, then you probably have a poor opinion of your abilities. If you have a negative or poor attitude, then don’t be surprised when negative or poor people continue popping up in your life and professional environment.

Secondly, people who are highly likeable attract and keep ideal clients with ease. What does it mean to be likeable? Consider this example: you have two lawyers, one of whom is a solo practitioner with one secretary. Let’s call him Pete. Pete is always happy, smiling, and super positive. He meditates in the morning and he comes into the office every day with big smile on his face. He welcomes his secretary and every time a client calls, he treats him like a VIP – the most important person in the world that deserves his undivided attention. There is also another lawyer named Gil. She works at a medium-size law firm and she is a managing partner. She is constantly busy and seems overwhelmed every day. She is completely focused on making profits, so she attracts all sorts of clients, not caring how much time she can dedicate to their case, as long as they can pay. She never smiles and is quite mean to her secretary. Now, imagine that Client A comes to Pete. Pete welcomes him and genuinely shows interest to help and be of service for his legal needs. Client A feels an immediate connection with Pete, but can’t quite put his finger on why. In a second scenario, Client A comes to Gil, but instead of a genuine connection, Client A feels fake vibrations and a façade; on a subconscious level, he knows that Gil only cares about profit. Now, can you guess who Client A is going to hire? Obviously, the winning lawyer will be Pete.

If you do the following before and during you client meetings, you will dramatically improve your level of success:

  • Demonstrate and maintain genuine interest in your client
  • Treat him/her as the most important person in the world
  • SMILE
  • Show interest in the client’s case, perhaps even more than is necessary
  • Meditate before the meeting with your client and imagine how well the meeting will go. You will start vibrating on a different, more positive level
  • Let go and don’t become obsess about the result after the meeting is over; the client will sign the retainer if he likes you and trust you.

Now let’s get back to work! Try out these techniques and see if they bring you the success that you’ve been looking for. Also, here is a final tip for your “client” meditation.

Don’t forget to let me know how things go for you.

Have a productive & peaceful day!

xo

Marieta

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