Handling objections
I don't use software.
How do you organize your files and how much time does it take to find?
Information is scattered in different places
No remote work
Blockbuster example
Cosmo Lex
Transitions (takes 2-3 weeks to transition to Cosmo Lex)
Pre-configured matter types (users need to create their own templates and fields)
Forms Library (non-existent in Cosmo Lex)
Hybrid Cloud (browser based)
Time Tracking (No instant time recording or automated time keeping)
Gatekeeper tells you that the Partner is unavailable, can I take a message?
Ask the receptionist/assistant their name and what their role is
Find out who the right person to speak with is
Learn how firm makes these types of decisions
Agree on next steps (when to follow up, what time, etc.)
Family Law
I'm only a solo practitioner. I'm not big enough yet to invest in something like this.
LEAP is designed for small law firms just like yours! We have thousands of solo practitioners using our software! I'd love to show you how they are using it...
Smokeball
Transitions (no formal transition with Smokeball)
LEAP Web Portal (no appointment scheduling with SB)
Time Recording (no stopwatch and timesheet with instant entries)
Mobile App (Smokeball app doesn't allow you to create and edit documents in the app)
Lost opportunity - firm had a demo back in 2020 but did not proceed beyond the first demo
Mention LEAP has made many improvements and added new features
Pandemic was a difficult time for many small business owners so the timing is right for smaller firms
LEAP helps firms scale
Immigration
I don't have time for this right now.
When is the right time?
What does your timeline look like?
How often do you re-evaluate your systems/IT?
How do we get involved when the timing is right?
Practice Panther
Transitions (emails, documents, accounting data does not merge over to PP)
Pre-configured matter types (firms need to create their own templates and fields)
Forms library (non-existent)
Hybrid Cloud (PP is browser based)
Greenfield, never heard of LEAP
Introduce yourself and our company
Explain why you are calling and how LEAP can help
Name drop competitor/similar firm
Estate Planning
I'm not interested.
Explain the reason for your call
Figure out why they aren't interested if you can (most of the time it's a timing issue)
Demo doesn't need to be booked immediately if they are closed off. Tell them you want to be considered when the timing IS right
Clio Firm
Transitions (most legacy data cannot be imported to Clio)
Pre-configured matter types (firms must create their own templates and fields)
Forms Library (non-existent in Clio)
Hybrid Cloud (Clio is browser based)
Storage (Clio charges for extra storage)
PC Law/Time Matters with price rise email already sent
Let the prospect tell you that they are getting a price rise from PCLTM
Now is a perfect time to take a look at your other options
Transition - 2 days!
Personal Injury
How secure is the cloud? I've heard it's not safe.
LEAP stores its data on AWS servers which are the same as most major financial institutions, the FBI, airlines, etc.
Does the firm do online banking?
PC Law/Time Matters
Transition (Strato, exclusive transition partner of PC Law & Time Matters, transition lasts 2 days)
Automatic Time Tracking
Pre-configured Matter Types
Email Integration
Forms Library (non-existent)
Billing/Accounting (no general ledger but automated time tracking with Office 365 integration)
Web Portal (non-existent)
Hybrid Cloud (server based)
You met this person at a Bar Association event
Introduce yourself and LEAP
Reference the conversation you had at the event
Explain how LEAP can help
Ask questions that start a dialogue
Real Estate