The Lawyer Millionaire® Podcast: Business & Financial Planning for Law Firm Owners · Law Firm Pricing Strategy and the Discount Trap That Kills Profit (Ep. 191)
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When a prospect balks at price, carve out scope instead of discounting the fee
“One problem is that discounts attract the wrong clients for your firm. When you lead with a price reduction, you're quite literally signaling to a prospect that price is the primary factor they should be weighing in their decision.”
“They are 100 founders discounted tickets… $299… The full price is $399…”
“Add your promotions. Make sure you have strikeout prices… discount codes only if needed”
“Insurance company doesn’t agree with my pricing… we work out an agreement… I’ll agree to this price for sure”
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