ID-594-Mario Correa

Q: This is from earlier. When we talked about price testing and RJon went into that spew about how humans go into their patterns and their autopilot when they give you an answer. So, the answer you’ll generally get is price objective because that’s the automatic pattern to go to. How do you go about digging deeper, to find the real reason?
A: You call them up and say, _I understand you’ve made a decision. You didn’t hire us. First of all, did you make a decision or have you not gotten around to hiring us yet? We often call people who haven’t hired us to understand why you made that decision, what we could do better with our business, etc. Do you mind sharing that information with me? And what’s your main reason for having not decided to do business with my law firm?_ The primary motivation is not to resell the client. The primary motivation is to learn how you failed to give them the information they needed to understand how to make a profit with you so you could do better the next time.