Thanks
When was the first Thanksgiving celebrated?
1621
What is the name for a female turkey?
hen
QDM
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?
TC
So if I can continue to show you how we are different than (source), help you solve (problem), and of course fit a budget would there be anything stopping us from partnering up at the end of this call?
LAND THE PLANE
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?
Where was the first Thanksgiving held?
Plymouth, Massachusetts
What is the name for a male turkey?
tom
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
What's the purpose of this 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
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?
How long did the first Thanksgiving last?
3 days
What is the name of the famous Thanksgiving Day parade in New York City?
The Macy's Thanksgiving Day Parade
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
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
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?
On A Charlie Brown Thanksgiving, what did Snoopy serve for Thanksgiving dinner?
Buttered toast, pretzel sticks, jellybeans, and popcorn.
What is the name of my dog?
Penelope
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
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
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
How many turkeys are prepared for Thanksgiving in the United States every year?
About 46 million
Where am I from in Alabama?
Alabaster
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?
So if I can continue to show you how we are different than (source), help you solve (problem), and of course fit a budget would there be anything stopping us from partnering up at the end of this call?
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)"
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