When to start talking about your legal fees

When it comes to the cost of goods and services, no one likes surprises. This is especially true when it comes to costs associated with professional services like business consulting, medical care and – you guessed it – legal services. Consumers today want more transparency around the fees they’re paying for, and that includes the legal services and solutions you and your law firm provide.

This shift in expectations around pricing transparency comes on the heels of five tumultuous years that have left consumers feeling more uncertain than ever. With inflation rates sparking steep price increases for essentials like housing, groceries, and gas, many people are feeling stretched thin.

When legal consumers need your firm’s help with a legal issue, being upfront about your retainer fee and general cost structure can go a long way towards helping ease their anxiety and building a trustworthy client-attorney relationship from the start.

When lawyers should talk about legal service costs

When does it make sense to bring up cost? After all, how much a legal matter costs can vary greatly depending on the complexity of a case and other factors that are often impossible to know or predict at the start of a case. While you may not be able to provide an accurate estimate of what a client can expect to pay to resolve their legal matter, it’s still wise to include a general discussion about hourly fees and cost as part of your firm’s standard intake practice.

Having this conversation ahead of time lets potential clients know where they stand right away. They can then feel empowered to make the decision on whether or not they are able to move forward and hire you to represent them.

Discussions around general costs can also serve as a way to screen legal consumers who may not be able to afford your services. This saves you and a potential client from continuing down a road that may otherwise end with late or missed payments, accrued debt, and deep dissatisfaction.

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How attorneys can talk about legal fees  

Having conversations about the fees and costs associated with your legal services can be a bit awkward at first; plus, you may be wondering what you should say and how you should say it. Don’t get caught up in thinking you need to sell yourself or justify your fees. After all, price reflects the value you provide, and potential clients understand that quality legal representation comes with a cost.  

Keep the conversation focused on your hourly rate and additional factors that can play into the overall cost of a matter. Thankfully, with time and practice, these conversations will get easier.   

Here are some tips to facilitate client cost conversations:  

• Have a printed outline of your general fee structure that you can provide to potential clients via email or at your first meeting.   
• Make conversations around cost ongoing. When communicating with clients about their case, include separate information about when they can expect to pay for your legal services and their options for submitting payment.  
• Ask for feedback as a client’s case draws to a close and include questions related to how clearly fees and costs were discussed and communicated.  

Making the case for legal cost conversations 

Legal consumers want to know what they will pay for your legal services, but what they are really paying for is your experience, time, expertise, and guidance. Clients who feel like you are honest and up front about their legal situation – including how much it will cost to resolve – are probably going to feel more satisfied overall.

How does this benefit you and your firm in the long run? Satisfied clients are more likely to provide positive online reviews and testimonials. Plus, they’re much more likely to tell friends and family members who are facing similar legal issues, to call you and your firm. 

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