{"id":294,"date":"2018-05-27T15:56:52","date_gmt":"2018-05-27T15:56:52","guid":{"rendered":"http:\/\/intakemastery.com\/?p=294"},"modified":"2018-07-09T18:03:45","modified_gmt":"2018-07-09T18:03:45","slug":"how-to-best-improve-law-firm-marketing-leads-and-sales-in-the-selling-of-attorney-legal-services","status":"publish","type":"post","link":"https:\/\/mrinsidesales.com\/legalintaketraining\/how-to-best-improve-law-firm-marketing-leads-and-sales-in-the-selling-of-attorney-legal-services\/","title":{"rendered":"How to Improve Law Firm Marketing & Sales When Selling Legal Services"},"content":{"rendered":"

How to Overcome: \u201cAnother attorney dropped his fee to just 25%\u201d
\nBy Mike Brooks, https:\/\/mrinsidesales.com\/legalintaketraining\/<\/a><\/p>\n

How to improve the performance of law firm marketing, leads and sales in the process of selling of attorney legal services<\/span><\/h1>\n

One thing intake specialists have a hard time dealing with are objections and stalls from potential new clients. As I\u2019ve written about earlier, most intake specialists come from a call center or customer service background\u2014they don\u2019t have a strong sales background\u2014so when they get stalls or objections, they usually fold on the call and let the prospect get away.<\/p>\n

In fact, just this week I was monitoring calls for a client firm I work with, and when a caller called in to cancel the day after signing the contract, the IS (intake specialist) literally said:<\/p>\n

\u201cThat\u2019s perfectly okay to take your time. Our agreement gives you three days to cancel and if you\u2019re not comfortable with our firm, then you can definitely walk away\u2026\u201d<\/p>\n

Seriously, she said, \u201cYou can walk away\u201d! In fact, she went on for over 3 minutes telling this prospect that he should \u201ctake your time and it\u2019s perfectly okay if you choose to go elsewhere\u2026\u201d<\/p>\n

I\u2019m not making this up. This is literally how many intake reps deal with objections or stalls. And in your legal intake department, your reps are getting their share of them day in and day out. Ask yourself, how many of these stalls sound familiar?<\/p>\n

\u201cI want to think about it.\u201d<\/p>\n

\u201cI need to talk to my spouse first.\u201d<\/p>\n

\u201cI want to read the contract before I sign.\u201d<\/p>\n

\u201cYour fees are too high.\u201d<\/p>\n

\u201cAnother attorney said he would do this for just 25%\u201d<\/p>\n

\u201cI want to get a second opinion.\u201d<\/p>\n

\u201cI\u2019m just looking right now.\u201d<\/p>\n

\u201cI\u2019m not sure I need an attorney.\u201d<\/p>\n

I know these sound familiar because your team gets these stalls over and over again. I promise you\u2014if your intake team hasn\u2019t been trained to deal with these objections effectively, then they\u2019ll sound just like the example above, and your new case\u2014and the fees that go with it\u2014will go right out the door with them.<\/p>\n

The good news is that you can stop losing cases like these by providing your intake team with proven and effective responses to deal with and overcome these and other objections and stalls. Let me show you how:<\/p>\n

If your prospect tells you that XYZ attorney is willing to drop their fees to 25%\u2014instead of your 33%–then you simply respond with:<\/p>\n

\u201cWell (first name) if my new attorney was willing to quickly drop his fees just to get my case, then I\u2019d be worried that he\u2019d just as quickly drop his settlement amount to get paid as well.<\/p>\n

\u201cI don\u2019t know about you, but I prefer to have an attorney that works hard for me, who is strong in negotiating for me, and who will get me the best settlement I can get. Isn\u2019t that the kind of attorney you want fighting for your settlement, too?\u201d<\/p>\n

[Once you get buy in, close the case!]<\/p>\n

\u201cThat\u2019s right, so put us to work for you today. We\u2019ve won over $50 million dollars for our clients and that\u2019s the kind of success that I know you\u2019re looking for. Here\u2019s what we need to do\u2026\u201d<\/p>\n

How much more effective would your team be<\/a> if they used scripts like that?<\/p>\n

This is just one example of the kinds of scripted rebuttals we provide our client firms with. The teams that go through out training finally have the tools to close cases and bring them into your firm instead of letting them go elsewhere. And this kind of proven skill training can lead to increases of 40% and more in conversions for your firm.<\/p>\n

Also, once intake reps have been through our proven training and have effective scripts like these, their confidence goes up and they perform better in all areas of their job. It also makes it easier to hire and onboard new reps and make them productive much faster. This, in turn helps you retain good reps and you know how much that matters to the growth and stability of your intake department.<\/p>\n

If this article resonates with you, then reach out to us and let\u2019s talk about how giving your team this kind of advantage will help you capture more fees and explode the growth of your firm.<\/p>\n

Mike has worked with some of the largest Personal Injury and Tort Law firms in the country. His company was awarded both the 2017 & 2018 \u201cTop Service Provider of the Year\u201d award by the AA-ISP (American Association of Inside Sales Professionals). Mike\u2019s strong background in sales and sales methodology allows him to offer his clients the kind of proven corporate training and results they can\u2019t get with traditional intake training models.<\/p>\n

Bottom line: More conversations and new cases that stay with you means maximizing your advertising<\/a> dollars and increasing your bottom line. What would a 40% increase mean to your firm?<\/p>\n

Have a conversation with Mike today and find out what he can offer you and your law firm. You can reach him by phone: (919) 267-4202, or by email: Mike@intakemastery.com<\/a><\/p>\n