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Teen Jui Chow, Jonathan Mo, Charles Phipps, Kelly Yu
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 Ian Kawaley, David Doyle, Shade Subair Williams


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How to Get the Fees You Deserve

Ian Cooper

ISBN13: 9781858112718
ISBN: 1858112710
Published: January 2001
Publisher: EMIS Professional Publishing
Country of Publication: UK
Format: Paperback
Price: Out of print





This work addresses many of the issues that hold lawyers back from increasing their fees to the levels they feel they deserve.

Subjects:
Legal Manuals
Contents:
Guilt about talking about fees to clients and prospects
charging less than you deserve for fear of losing the business
not knowing how to respond when the client says "how much"
not knowing how to get "yes" to fees based on value and service
not knowing how to present fees so that existing and potential clients say "yes"
not knowing how to turn the charging issue into a marketing tool to win business
not knowing how to use questions to overcome fee objections
not knowing how to convert telephone enquiries based on price, into profitable business without cutting fees
under-developed "soft selling" skills to maximize fee potential.