In tough economic times, many lawyers have a tendency to accept all the prospective clients who come in the door. The problem with this approach is that a small percentage of prospective clients will end up taking up a lot of your time while paying you little. You know who these people are, but sometimes you don’t listen to your gut when considering your representation of them.

By developing your ability to weed out low-quality prospective clients, you can free up your time (and energy) to focus on marketing to and serving your favorite clients, which is likely to make you happier, more productive, and more profitable.

When evaluating a prospective client, ask them these four questions to see if they might be difficult clients, then trust your gut:

  1. How did you find me?
  2. Have you ever worked with an attorney before?
  3. Did you find it useful?
  4. What did or did not work for you with that attorney?

If the answers to any of these questions raise your red flags, trust yourself to refer the client to someone else.

What other questions or tools do you use to get rid of low-quality prospective clients?

(photo: simeon_barkas)