The public’s perception is that most lawyers care more about making money than helping their clients. Instead of trying to argue against this, realize that perception = truth.
For prospective clients, their truth is all that matters. To help reorient their perception we need to first listen to their concerns. This is called “empathy,” and most lawyers are not good at it.
We tend to focus too much on proving that we are skilled, knowledgeable and zealous advocates. But the public cares more about whether we are sincerely motivated to help.
Remember: no one cares how much you know until they know how much you care.Read Dale Carnegie’s How To Win Friends and Influence People to help you learn to be more empathetic. And if you read it already, go read it again.