32: When They Don’t Hire You: Steps to Take After Hearing 'No Thanks' or 'I Have to Think About It' from Prospects

In this episode, Ali Katz dives into a pivotal question faced by lawyers: What do you do when potential clients don’t engage your services? Drawing from her own journey from rejection to client engagement mastery, Ali shares actionable strategies on reshaping your approach to client consultations, aligning your sales strategy with authentic service, and structuring follow-up that leads clients back to you. Through a unique mix of personal anecdotes and coaching insights, Ali demonstrates how to guide clients through the process of seeing the value in your services, without needing to resort to persuasion or hard selling.

 

Key Takeaways:

• Embrace Sales as Service: Sales in law is not about convincing; it's about supporting clients in making informed, valuable decisions aligned with their needs.
• Structured Initial Consultations: Design consultations as working sessions with a clear purpose, name, and value. Guide clients through the cost-benefit analysis of hiring you, showing the impact of not proceeding.
• Targeted Follow-Up: Use strategic follow-up calls and customized “did not engage” (DNE) letters to reconnect with potential clients and address any remaining uncertainties or concerns.
• Differentiated Service Model: Ensure your unique service offerings are clearly communicated, including any ongoing value (e.g., lifetime client relationships), and frame them in terms of client benefits, not just legal jargon.
• Ongoing Engagement & Re-engagement Campaigns: Consistent follow-up through newsletters and re-engagement efforts, like a “Back from the Dead” campaign, can bring clients back even years later.

 

Ali emphasizes that building a successful law practice involves continual improvement in client engagement methods and understanding the "why" behind potential clients’ hesitations. Her approach transforms rejection into a stepping stone for growth, making every “did not engage” a learning opportunity to refine and reinforce the value of the services offered.