Ask for the case the right way! You are talking to an attorney who has a case that needs to be reviewed. You want the work. There are three key components to remember.
The first key comes directly from Radical Leadership and is the most powerful concept that I have ever learned and employed in my business. This is the reason that I have a 90% closing rate when I make an offer to a potential client over the phone. Ready for it?
Here it is:
Ask for what you want and be DETACHED from the outcome.
(You cannot fake this one). Ask for the case the right way.
From the beginning of time, we have been conditioned to manipulate other people in order to get what we want. Instead of just asking for what we want, and letting others willingly say yes… we feel we need to convince or force them to do what we want. This is NOT the case.
Think about how you feel if someone asks you for something, and he is not going to get mad or upset or disappointed if you say “no”? If you are like most people you would gladly help him if you can. Now think about the impact on you if someone demands something or tries to manipulate you. The automatic invitation is to go into resistance (i.e., “No!”).
Asking for the sale and being attached to whether or not the person becomes your client, has the same energy as the second scenario. If you are one who hates being sold to, think about the experiences you have had while being sold something. Can you tell if the person making the offer was attached to you buying?
Buyers can tell if you are desperate, so when you ask for the case the right way you have to truly believe that this is the best solution for them, for their sake.
If you need the sale or the money, it shifts the energy that you ask for the sale with and feels manipulative. Ask for the sale and be detached, and you will be amazed at how many clients say yes to the offer you have!
And for those who say no, it’s no longer a big deal!
Ask for the sale the right way by being confident and trusting yourself.
You want your buyer to be as confident as you are that what you have to offer is the solution to their problem. At this point, do not be modest, or hold back… you must believe beyond a doubt that what you are offering is the best fit for what this client needs.
How would you feel if you were visiting your doctor and he said something like, “Well, I’m not sure the best course of action to take here. We could start with radiation therapy or penicillin. Where would you like to start?”
If the expert does not have any confidence in the solution, the person feeling the frustration of the problem will not buy into the solution. You are the expert, and the moment of asking for the sale it is your chance to be the doctor and prescribe your solution.
Know when to NOT ask for the sale.
Giving yourself permission to not ask for the sale opens up the opportunity for you to have 100% confidence every time you do ask for it. Here are a few reasons to refer the buyer to someone else, or simply not ask for the sale:
- You cannot help the client solve her problem
- You are not sure the client is a good fit for you
- You are only asking for the sale because you want the money
- You can tell that the client is going to step on your boundaries, become a pain to work with and become an energy vampire
With these tips in hand, your sales conversations should be easy and profitable!
Therese Sparby is one of our outstanding speakers for our marketing course for LNCs: How to Get All the Clients You Need. Get details on how to improve your legal nurse consulting marketing at this link.