Town
Not Interested
“…, I’m sure you get calls like this all the time, and I’m not trying to be one more annoying sales call but I am calling you for a reason. When I look up (area of practice) in (city/State), I see X, Y & Z but I don’t see you coming up as an option. How long have you had this practice in the area?” FOL and back to need
Purpose of the call
I ask this b/c I help people do a couple of things:
1. manage their business more effectively
2. Grow their practice through more visibility
What U.S. state is known for having the most breweries per capita?
Vermont
Which three zodiac signs are water signs?
Cancer, Pisces and Scorpio
How much does this cost?
(Mr. Attorney), I love that you’re a straight shooter and like I said, I know you care about price, but let me put this back into your world, If I called you to hire you for a (area of practice) case right now and asked you how much it would cost, what would you tell me? “Well, it depends, I’d have to look at it EXACTLY (MR. ATTORNEY), that’s the same exact thing with me, everything we do is customized so let me ask you a few more questions, get to know the practice a little bit more and then I’ll be able to customize a solution with you, so like you were telling me, you prefer (area of practice) cases, how many do you have on the calendar on average each week?
What is the scientific name for a horse?
Equus caballus
Which iconic highway runs through Big Sur, offering some of the most breathtaking coastal views in California?
Highway 1 (Pacific Coast Highway)
As of 2023, which country holds the title for the world’s weakest passport in terms of travel freedom, offering the fewest visa-free or visa-on-arrival destinations?
Afghanistan
Send me an email and I'll take a look at it.
“What is that email address?... “What would you like to see in that email?” Unlike a lot of other companies, I don’t have a template email that I send out because our approachis customized to our clients’ needs. So, just like how you would have to go to a job site to estimate materials and size, I’m the same way. o OTF/Set Demo or Circle back to needs
OR
"Listen I can for sure send you an email but at the end of the day the Cuban Missile Crisis wasn't handle over an email but through the phone. What I do is not just help business grow but manage their business more affectively so right now what cases are you focusing on (any open needs questions) (PIVOT)"
Elevator Pitch
“So, there are a few different ways I help the attorneys I work with. The first is when someone is searching for your specific area of practice, I get you in front of them so you can get more of those direct clients. I also help by managing their client pipeline more effectively so you turn more of your leads in to revenue.” Circle back to needs
How many breeds of horses are there worldwide?
Over 350 breeds
QDM and TC
so i have a few more things to go over and then we will get to the price. is there anyone else that should be a part of this call to help you make a decision like a spouse, business partner – or is it just you and me? Ok, so you don’t need to run this by anybody in any way?
Based on everything we've covered so far, what are your thoughts/do you believe this will help solve xyz?
Great so as long as the conversation continues to go this way and we both agree this is a good fit, I’d love to earn your business, is that fair?
Which city is known as the “Venice of the North” because of its many canals?
Amsterdam, Netherlands
Who was the first author to use a “typemachine” or typewriter in writing a manuscript?
Mark Twain
Online marketing doesn't work for me. I’ve been burned.
“Most of the time when I hear that it’s because someone promised you the world and took your money and ran. Is that fair to say? “Who did you work with?” “Why did you sign up with them in the first place?” Circle back to needs
M&M’S Fruit Chews would eventually become what popular candy
STARBURST
Which U.S. state has the most active volcanoes?
Alaska
I've got too much work right now and can'ttake on any more. I’m booked up.
“If a referral called you for a (area of practice), would you be able to take that case on or would you refer it out to another attorney?” Yes “So I just did a search in your area for (area of practice) and I see X, Y & Z popping up. Who has a better shoot at getting that case?” o FOL and back to needs No “Why Not?” “So, how are you tracking your current leads coming in?” o Back to needs
I just partnered up with someone.
That’s great and kudos to you for already putting a gameplan together for getting found online. When you signed up, who did you go with? What were your goals? When do you expect to see results from them?” Circle back to needs
Creat Urgency/Restate Purpose
As I mentioned before, that's exactly what I help my guys with. So, if having more visibility in the leads you are getting could help you (insert pain), when would you want to make a change?
I’m already on the first page.
Great, what are you searching to see your practice on the front page? CHECK THE KEYWORD AND AREA If they are on the first page: You sure are! When someone finds you hear, how do they go about scheduling a consultation with you?
What is the smallest country in the world?
Vatican City
What is the name of the famous ancient monument in Athens?
The Parthenon.
LTP
1. Do you have any other questions or concerns outside of price?
2. As far as our process goes, do you see how I’m different from (source)?
3. Are you confident this solution will help put you on the right track to (needs)?
4. Cool so that being said, I’ve got my recommendation(s) for you. As long as price works are we good to move
forward now?
7 Steps of Needs Analysis
1. Preface the meeting
2. Qualify the DM
3. Warm up/goals/current ad spend/jobs/rev gap
4. Dashboard features (customer journey/scheduling/CRM/payments/marketing)
5. What is pain & why?
6. Effect pain is having on the business & urgency
7. Trial close