Marketing Strategies for Delicate Conversations: How to Bring Up a Prenuptial Agreement
When it comes to the legal industry, one of the most challenging conversations to have is when it comes to discussing a prenuptial agreement with your partner.
Many attorneys see clients who weren’t initially on board with the idea of entering into a prenuptial agreement, they weren’t prepared to discuss the terms they’d want included in their contract, and they weren’t entirely sure how to approach the topic with their significant other.
But the truth is, there are very real benefits to working with a family law attorney to prepare a prenuptial agreement.
With these facts in mind, how can a legal professional who understands that talking about a prenuptial agreement may be challenging help clients the process of bringing up a prenuptial agreement with their partner? This is where their knowledge of lead management strategies comes in handy.
Let’s break it down into steps:
- Find your audience: Whom are you targeting when you talk about a prenup? In this case, clients should think about their partner’s point of view and concerns about the contract they ask their partner to sign.
- Pinpoint the right timing and setting: Can you use lead management tips and techniques to pinpoint the right moment to bring up the topic of a prenup? Under what conditions would a partner be most receptive to hearing about the benefits of signing a prenuptial agreement? When would they be most opposed?
- Craft your message: How can a revenue operation’s strategy be applied to developing a message that both gets the conversation started and opens the door to further discussions? What message techniques can marketers apply to create a message that breaks through resistance?
- Overcoming objections: How can the marketer’s objection handling techniques be applied to overcome resistance to having a conversation about a prenup? How can they utilize empathy to understand the concerns their significant other may have about entering into a prenuptial agreement?
- Managing expectations: How can marketing professionals utilize the customer relationship management processes to set expectations about why a spousal agreement is valuable, and what would-be clients can expect from working with them?
Remember, the goal of both a marketing and sales process are to implement new procedures that help get the message out and provide value. At the end of the day, the ultimate goal of getting the conversation started is learning how to foster a culture of open dialogue that allows clients to do more than speak at their partners; it creates a space for them to listen and be heard.
