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

What do you do when potential clients don’t engage your services??

If you’re like me when I first started my practice, the answer is probably that you don’t do anything at all, and you’re losing clients as a result.??

Which is why it’s so important that you listen to what I share in Episode 32 of The NewLaw Podcast for Entrepreneurial Lawyers with Ali Katz, “When They Don’t Hire You: Steps to Take After Hearing ‘No Thanks’ or ‘I Have to Think About it’ from Prospects.”?

Drawing from my own journey from rejection to client engagement mastery, I share 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… even if people say they “can’t afford” your services.

Key Takeaways from Episode 32:

• ?? How to Shift Your Mindset on Sales: Sales in law is not about convincing and avoiding rejection; it's about supporting clients in making informed, valuable decisions aligned with their needs. Learn how in this episode.
• ?? How to Make Your Initial Consults Work for You: I explain how to design your initial consultations, and ask the right questions, so you guide clients through the kind of conversation which leads to you getting hired more often than not.
• ?? The Power of the Strategic Follow-Up Sequence: How to use strategic follow-up calls and customized “did not engage” (DNE) letters to reconnect with potential clients and address any remaining uncertainties or concerns.
• ?? Ongoing Engagement & Re-engagement Campaigns: These specific follow-up tactics can bring clients back even years later.

When you’re selling a service you really believe in, something you know really makes a difference in the lives of the people you’re selling to, then selling isn’t about persuading anyone to do something they wouldn’t want to do.

Instead, selling becomes the art of helping them to decide to do what they want to do and supporting them to make the right decision for them.?

So there’s never any ‘persuasion’ or ‘convincing’ in this approach, which is why what you’ll learn about in this episode results in 80%+ engagement rates for the lawyers who implement these strategies.

This is one of the most coached-on topics in our program, so this episode is one you shouldn’t miss.

Listen now.

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