Most successful attorneys are gifted at the art of persuasion, yet many fail to use the techniques they employ in their practices to the practice of lead conversion — turning more prospects into paying clients.
The art of persuasion begins with an in-depth understanding of your prospect’s mindset. You need to know their emotional triggers and their decision-making process and then leverage that knowledge to get them to act.
Use these well-proven persuasion techniques to increase your lead conversion rate:
Reciprocity. The need to repay a favor is deeply ingrained in human behavior. When you offer prospects a free ebook or newsletter, you subconsciously encourage them to offer something to you — their email address and permission to be contacted.
Commitment. Humans have a natural tendency to want to follow through on their commitments. It is part of our self-image, that we are reliable and trustworthy. If you can get prospects to make a small commitment — signing up for a free consultation — they are more likely to make the bigger commitment of becoming clients.
Social proof. People tend to want to do the things that other people do. On the Internet, that is known as social proof — which is why reviews are so widely used. Positive reviews of a product or service lessen the risk that we will be disappointed in our choices. There is security in numbers. Ways to demonstrate your social proof include having testimonials on your website to show others have been satisfied with your work and social media sharing.
Likeability. People buy from people they like and trust, so likeability is a big influencer. You can build trust and relationships by using videos and photos on your website and blog featuring you and your staff, associating your brand with charitable causes and by creating content that mirrors your target market.
Scarcity. People want what they can’t have. The theory of loss aversion — that people would rather avoid losses than acquire gains — is well proven in human psychology. Making limited time or one-of-a-kind offers — a webinar, a special report — will increase the desirability of those offers considerably.
Authority. For the most part, we trust and respect people in authority. Authority can be conferred via a title, an endorsement, or an enviable track record of success. Hosting and posting to a blog regularly can increase your authority, as can participation in LinkedIn groups and publishing in legal directories. Publicizing your awards and your wins also helps boost your authority.
Understood and applied correctly, these time-proven persuasion techniques can help you boost your lead conversion rates dramatically over time.