Objections
Right at the beginning of the call they ask, “How much does it cost” …
Mike, I know you care about price obviously but is it cool if I can ask you a few more questions so I can set the right expectations, I will be super straight forward and direct and then we will go straight into pricing. Fair?
Transition into FOL
I just did a search for x service in your backyard and we see Bob, Sally, Joe you recognize these guys?
There answer is irrelevant
Preface the Meeting:
Give me on second while I text over that link so that I can tell you more about my company, how we can help you grow and manage the practice more effectively and even show you what we have done for some of our current clients.
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?
Transition to OTF
Here's what I’m going to do, I’m going to shoot you over a link so that you can see my screen. That way I can walk you through exactly how I can (either help manage practice or help grow practice) and help that way we can get closer to fixing (insert pain/needs)
What do you do?
Mike what we do is if someone whips out their cell phone and types in x, we make sure you show up and they call you directly and help manage your business more affectively …. end a NA question?
Create 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?
How many time does Google changes it's SEO algorithms in a year?
500-600
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
DRY Prospect: (staying on the phone)
“Pull up the link I just sent over to you so I can show you a guy I work with so you can get an idea of what we do. If you like what you see we can keep talking and if not we can part ways”
Bridge Statement: you want to say this if they say they’re busy or not interested
Mike if I were to call you for x job/case would you be able to take me on or would you refer me out to a competitor?
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
Next Steps
When we get started here's what will happen next:
Once we figure out the price I will send you over a two sheeter docusign that will show the services, price, and month to month agreement length to get a signature on and then we will collect first month payment.
Then I will schedule an onboarding call to introduce you to a specialist on my service team to go over the website design so we can get that built out.
It will take about 7-10 days to get your site built out
My business is all word-of-mouth.
“That's awesome, • I only work with attorneys that have a lot of WOM clients because that means they are creditable. • Walk me through what happens when someone refers you to a friend. • What does your potential client do?" • Circle back to needs
2nd Level Needs
Must be a big reason for them to WANT to show up to the meeting.
MORE PAIN = BETTER OPP.
PAIN is PROBLEM
What are some 2nd level need questions we can ask?
Ask simple, open-ended questions to get them to admit their PAIN!!!
Digging in:
-How is that been affecting your business/firm?
-How long have you been wanting to add more jobs/cases?
-What is holding you back for bringing on that extra paralegal or another employee?
-Why haven’t you made a switch?
I've got too much work right now and can't take 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
Transition into Goals
Bob on HA it says you have been in business since 2018, I’m assuming you have been in the industry longer than 2 years?
You have seen the good the bad, you clearly know what you’re doing, what’s your main focus for the business this year?
QDM & 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?
Call me back in a few months
“So, what is going to change between now and a few months
from now that is going to make this conversation more of a
priority?”
Circle back to needs
No show OTF Transition/DM Reach
Hey Bob, it's ____ at TSI - I know last time we talked we had an appointment set up for (date, time) and you ended up getting caught up with a job. I know you're a business owner and get pulled in a million different directions so no sweat there, what we talked about last time was (needs/pain go straight into it!)
Once you get him talking again (trust your gut and assume the screenshare)
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
Why are you calling?
"I'm calling b/c I know the key steps that (source) missed out on that will ultimately hold you back from getting the results you are looking for and it doesn't matter how long you have been with them. I just shot you a link over so you can SEE what I am talking about and not have to take my word for it."
Land the Plane (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?
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
Good way to handle when someone is pushing you off and you are trying to OTF: Push for OTF
"yeah (name), I have no problem setting up a better time to talk, I just know it's really difficult to catch you at a time you're able to just sit down and walk through this b/c you are always on a job site (in trial) or driving to one. I respect your lifestyle and the way I walk through this is designed for you to be working at the same time, I'll be direct and respect your time. If you give me 10 more mins I'll touch on one or two more services so we can get into pricing and you won't have to worry about me calling you and bothering you later, does that sound fair?"