13/09/2020
๐จ๐ป๐ป๐ต ๐ณ๐๐ ๐ญ๐๐๐๐: Win more clients by winning their ๐ฉ๐ง๐ช๐จ๐ฉ with this attorney sales script.
OK, so you have a great, exclusive legal lead whoโs from your region and matches your area of expertise on the phone. What can go wrong from here?
SO much! You know better than anyone that a sales call can go south quickly, and yet many attorneys tend to wing it when a little intentionality can make sure you avoid some common mistakes.
Hereโs a solid, easy-to-follow plan that will help you master your sales calls with leads. With this script you can earn the trust of your leads and increase your conversion rate.
๐๐๐ซ๐ญ ๐๐ง๐
The Double-Win. Earn Trust While Qualifying the Lead.
Step One: โ๐ฐโ๐ ๐๐๐๐
๐๐๐ ๐๐๐๐๐๐๐
๐๐๐ ๐๐ ๐๐. ๐ฉ๐๐๐๐๐ ๐๐ ๐๐๐๐ ๐๐๐๐๐๐๐
, ๐ฐโ๐
๐๐๐๐ ๐๐ ๐๐๐๐๐๐๐ ๐๐๐๐ ๐๐๐๐๐๐๐ ๐๐๐๐๐๐๐๐๐๐๐ ๐๐ ๐๐๐๐ ๐๐ ๐๐๐ ๐
๐๐๐๐๐๐๐๐๐๐๐
.โ
This is a double-win. With this statement, the lead is feeling cared for right away, and youโre earning trust. Meanwhile, you get some critical info in hand right away. Make sure you capture any contact info you donโt already have.
Step Two: โ๐๐ซ๐๐๐ญ, ๐๐ง๐ ๐ฅ๐๐ญโ๐ฌ ๐ฆ๐๐ค๐ ๐ฌ๐ฎ๐ซ๐ ๐ฐ๐โ๐ฏ๐ ๐ ๐จ๐ญ๐ญ๐๐ง ๐ฒ๐จ๐ฎ ๐ญ๐จ ๐ญ๐ก๐ ๐ซ๐ข๐ ๐ก๐ญ ๐ฉ๐ฅ๐๐๐. ๐๐จ ๐ฒ๐จ๐ฎ ๐ง๐๐๐ ๐ก๐๐ฅ๐ฉ ๐ฐ๐ข๐ญ๐ก [๐๐๐๐ ๐๐๐๐๐๐๐๐ ๐๐
๐๐๐]?โ
Now you can be sure the case is relevant to your firm while still tending to the leadโs best interests. Also, if the category of law you cover has some other critical qualifying questions that determine if a case is valid (such as โAt Faultโ or โDate of Incidentโ for Auto Injuries), this would be a good time to ask.
Step Three: โ๐๐ค, ๐๐ง๐ ๐๐ข๐ง๐๐ฅ๐ฅ๐ฒ, ๐๐ซ๐ ๐ฒ๐จ๐ฎ ๐๐ฎ๐ซ๐ซ๐๐ง๐ญ๐ฅ๐ฒ ๐๐๐ข๐ง๐ ๐ซ๐๐ฉ๐ซ๐๐ฌ๐๐ง๐ญ๐๐ ๐๐ฒ ๐๐ง ๐๐ญ๐ญ๐จ๐ซ๐ง๐๐ฒ?โ
With that out of the way, the three biggest problem issues that can come up are cleared, and whoeverโs running intake can now step back for the most critical moment of earning trust.
๐ท๐๐๐ ๐ป๐๐
Empathy and Authority
Step One: โ๐๐ซ๐๐๐ญ, ๐ฌ๐จ ๐ฐ๐ก๐ฒ ๐๐จ๐งโ๐ญ ๐ฒ๐จ๐ฎ ๐ญ๐๐ฅ๐ฅ ๐ฆ๐ ๐ฆ๐จ๐ซ๐ ๐๐๐จ๐ฎ๐ญ ๐ญ๐ก๐ ๐ฉ๐ซ๐จ๐๐ฅ๐๐ฆ ๐ฒ๐จ๐ฎโ๐ซ๐ ๐ญ๐ซ๐ฒ๐ข๐ง๐ ๐ญ๐จ ๐ฌ๐จ๐ฅ๐ฏ๐?โ
This next step is obvious, but the value of it is enormous. Hereโs where you earn trust, by listening. However, itโs with the next two steps that follow where you begin to cement that trust.
Step Two: โ๐๐จ๐ฎ ๐ฌ๐ก๐จ๐ฎ๐ฅ๐๐งโ๐ญ ๐ก๐๐ฏ๐ ๐ก๐๐ ๐ญ๐จ ๐๐ฑ๐ฉ๐๐ซ๐ข๐๐ง๐๐ ๐ญ๐ก๐๐ญ.โ
This could also be โYou didnโt deserveโฆโ but the point is to validate the leadโs concern. This isnโt โIโm sorry this happened to you.โ This is โThat shouldnโt have happened.โ
The difference between the two statements is the active validation of their viewpoint. If youโre practicing a category of law where this doesnโt fit, skip to the next statement.
Step Three: โ๐ ๐ฎ๐ง๐๐๐ซ๐ฌ๐ญ๐๐ง๐ ๐ก๐จ๐ฐ ๐๐ซ๐ฎ๐ฌ๐ญ๐ซ๐๐ญ๐ข๐ง๐ ๐ฒ๐จ๐ฎ๐ซ ๐ฌ๐ข๐ญ๐ฎ๐๐ญ๐ข๐จ๐ง ๐ข๐ฌ. ๐โ๐ฏ๐ ๐ก๐๐ฅ๐ฉ๐๐ ๐ ๐ฅ๐จ๐ญ ๐จ๐ ๐ฉ๐๐จ๐ฉ๐ฅ๐ ๐ข๐ง ๐ฒ๐จ๐ฎ๐ซ ๐ฉ๐จ๐ฌ๐ข๐ญ๐ข๐จ๐ง, ๐๐ง๐ ๐ข๐ญโ๐ฌ ๐ฏ๐๐ซ๐ฒ ๐๐ข๐๐๐ข๐๐ฎ๐ฅ๐ญ.โ
However you phrase it, the words โI understandโ create a bridge of empathy with your client, and this is the bridge which earns your trust in the next steps of the call. Donโt skip this!
Step Four: Prepare an โ๐๐ฎ๐ญ๐ก๐จ๐ซ๐ข๐ญ๐ฒ ๐๐ญ๐๐ญ๐๐ฆ๐๐ง๐ญโ.
Once youโve shown empathy, itโs finally time to drop your credentials and continue to earn the leadโs trust. Pick two to three simple bullet points you can offer, such as โWell, Iโve been doing this for twenty years and have helped hundreds of clients through similar situations. Iโm backed by two partners who have similar experience, and we work together to make sure no opportunities are missed to win your case.โ
๐ท๐๐๐ ๐ป๐๐๐๐
The Plan and the Preview
Step One: Prepare a โPlan Statementโ.
People donโt walk into ambiguity, and few things feel more ambiguous to most people than the legal process. If you give them a sense of what the next steps are, even if itโs a โplan to figure out the plan,โ your lead will be more willing to follow you. For exampleโฆ
โFirst, weโll set up an appointment so we can really hear the details of your case. My assistant will help you prepare for that.โ
โThen, Iโll show you a roadmap for how weโll approach this case so you understand the next steps.โ
โAnd hereโs how the payment plan worksโฆโ
Step Two: Preview a hopeful "Image of Success".
This is tricky. We all know that success isnโt guaranteed in the legal process, but your lead is looking for hope, and if you redefine success as โhaving the best legal representation possible,โ you still have something hopeful to offer. Here are some examplesโฆ
โSo Iโll be honest, no one can guarantee the outcome of something like this, but I can guarantee that you will have done everything you could to win this case, and we will have done the same.โ
โYouโll have a dedicated team behind you all the way.โ
๐ท๐๐๐ ๐ญ๐๐๐
The Call to Action
Make The Call: โSo letโs set you up with your first appointment.โ
Do more than just ask your lead to โget started.โ Give them a specific step to take. Whatever the first thing is you need them to do to represent them, ask them to do it. If they demure and feel they need time to think, set up a specific follow-up conversation. Donโt lose the work you did on this great sales call!
You may have noticed a pattern in this script. Itโs designed to keep the focus of the conversation on the lead because that focus earns their trust and increases conversion rates.
Attorneys feel pressure to prove their expertise and competency right away when what a lead really wants to know first is that theyโre being heard and cared for.
So give it a try! Click the "Send Message" button below ๐ so we can deliver more leads/cases for your law firm so you can in return win their trust with this winning sales script!
