What do you do to get the attorney to pick you to help with a case? Check out these top three tips.
You are having a conversation with an attorney about a case. The attorney is at the stage of deciding if she wants to hire you.
Get the attorney to pick you because you show you are knowledgeable
Convey your familiarity with the issue in the case. You can say, “This is so interesting because I actually worked a case very similar to this and this is what happened for my client, the attorney. . .”
Attorneys want to hear that you’ve been through this process before. You want to get the attorney to pick you because you have already done this. You’ve been successful at it. You have testimonials to show your value in the words of your clients.
Suppose you are not knowledgeable. You have never worked on this kind of case before. You don’t know the medicine. Be confident and honest. Convey your enthusiasm for working on the case.
Schedule a follow up call
Get a commitment from the attorney for a specific date and time. This will save you many rounds of chasing the attorney. “Let’s talk on Tuesday at 10:15 if that works in your schedule, discuss your thoughts on the case and about using us for this particular case.”
Never end a sales conversation if you haven’t gotten a yes or an absolute no.
If somebody says, “Nope, out of my price range” that’s one thing, but always have the follow-up call scheduled before you move on and hang up that phone. It should just become part of what you want to do.
Get the attorney to pick you by dealing with objections
When someone says to you, “Let me think about this. Let me check it out,” the first thing you can say is, “Tell me what it is that you need to think about? What is it that you’re trying to figure out? Let me see if I can help you.” Just engage them and find out the objections so that you can attempt to overcome them. If they try to overcome them in their own head, they’re not going to do it.
Get the attorney to tell you what it is that they need to think about. The second thing you can say is, “Okay great. Do you think you’re going to get through that process today? Can we talk again tomorrow?”
Always try to set your follow-up within 24 hours. It’s not always easy. It’s not always doable, but request it.
In a previous blog I made the point that all sales are emotional. When they are on the phone with you they are engaged in this conversation: “I’ve got a deadline to be met and if I don’t meet that deadline I’m going to be in trouble or this case is really important.” Then they hang up with you. Then 42 other cases are going on in that firm at the same time and they are off into something else. In three or four days they are going to say, “Oh my God, I never took care of that and now I’m closer to my deadline.”
Keep them in the pain point of I have to get this done. Use these tips to get the attorney to pick you and your business will grow.
This is the tip of the iceberg of what coach Michele Scism shared in her podcast, Successful Sales and Marketing for LNCs. Catch it at this link.