How to Help Bankruptcy Clients Overcome Objections and Fears

How to Help Bankruptcy Clients Overcome Objections and Fears

10 important objections to overcome to close leads

Many people must overcome their objections before they consider hiring you and filing bankruptcy

Many people must overcome their objections before they consider hiring you and filing bankruptcy

Most of your potential clients that are considering bankruptcy have plenty of fears and anxieties due to their stressful financial and legal situations. While they realize that bankruptcy is likely a viable option for them to get a fresh start, they often feel uncomfortable hiring an attorney until they feel completely confident in their decision to file.

 

How can you help them overcome their objections and feel confident in the bankruptcy process and in you as an attorney? It starts with understanding the main objections that your clients face.

Common objections potential clients often have

Sometimes your potential clients will mention their concerns outright. Other times they may imply their concerns, while other times they may not mention them at all. It is your job to address the concerns that they bring up and uncover hidden fears that they have to overcome those as well.

 

Most concerns about bankruptcy stem from misunderstandings of how the process works and how attorneys help in the process.

 

  • Will bankruptcy help me?
  • How will bankruptcy help me?
  • Do I have to go to court?
  • What is the difference between Chapter 7 and 13?
  • Should I file Chapter 7 or 13?
  • What debts can be eliminated?
  • How does the bankruptcy process work?
  • How long does it take to file bankruptcy?
  • Why does it cost so much to file?
  • What do the court fees pay for?
  • How long does it take to file bankruptcy?
  • What happens to my credit?
  • How does credit counseling work? Why do I have to take credit counseling?
  • How can I rebuild my credit after bankruptcy?
  • What happens to my property and assets?
  • What do attorneys actually do to help me?
  • Why should I hire an attorney instead of filing myself?
  • Why shouldn’t I just hire the cheapest attorney I can find?

These are just a few common concerns and questions that you may encounter.

How to Overcome Objections

The more effectively you help your potential clients overcome their objections, anxieties, and concerns, the better you will be at closing clients. To improve at this skill set, you can:

  • Create a list of common objections and concerns that you encounter
  • Write down your best responses to these objections
  • Practice role plays addressing these concerns to refine your approach
  • Create materials, such as eBooks, FAQ pages, and brochures that you can offer clients for free that answer common objections that they may have
  • Ask effective questions to uncover hidden concerns that your potential clients may have
  • Find ways to improve how you address concerns until you feel that you can successfully discuss and overcome them consistently and effectively

 

Try our marketing for one month Get Free marketing eBooks, blogs, and more
No Comments

Sorry, the comment form is closed at this time.