Sales opportunity qualification for legal services

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[Music] everybody's crisper small the unconventional attorney day I want to talk to you about the easy way to sell legal services in fact you could just call this the easy way to sell everything because it applies across the board we're not gonna be talking about overcoming objections and unique selling propositions and whatever else value statements weren't about the easy way to sell whatever you're selling before we get to that though I want to remind you if you are not subscribed to the world's greatest law firm owner newsletter of all time you can do that very easily and cheaply because it's free by going to unconventional newsletter dot-com put your name and your email in there and every Sunday you will get some goodness delivered to your door alright uncle Mitchell newsletter comma so talk about the easy way to sell legal services if he has follow me on instagram at the unconventional attorney as you might expect I put a picture on my calendar Thursday and I had like a hundred thousand meetings I literally had meetings from 9:30 all the way through to 4:00 I think I had a one half hour break and it was crazy some client meetings mostly new potential client meetings though and they were great meetings I think I got I think so I think I had five new five potential client meetings I think I had two new clients maybe three new clients and three new clients and what the way I've sold them is super super simple I say this I say um tell me a little bit about yourself tell me look this is a first date planning tell me a little bit about your assets and tell me why you're here and they just start talking now I can say this though part of the super simple easy way to sell one of the advantages that I have is that I'm creating content all the time and if you are not creating content all the time this is my public service announcement to start doing that what creating that content allows me to do is create a relationship with people a bond with people trust with people before they even come into the office that as you might expect makes selling easier and in fact I'm just trying to help them I'm just trying to find what they what they need and I'm trying to give it to them and which brings me back a full circle see I would close that loop to the easy way to sell legal services what I do is after I ask them these questions I end with why are you here what was it that got you into my office what are you most concerned about what are you most afraid of and I just let them talk and then when they're done I've pretty much to say and I say I almost as simple as this I can help you I can do that for you this is what we do and that's it I think we have a tendency as attorneys to want to make it more complicated than it needs to be to make ourselves sound more important than we need to be to talk way way more than we need to talk it's often just as simple as saying now that I know what you need I've diagnosed you a problem this is how I would solve it I can help you and then you just sit there you don't wait it's like a silent game but often or most the time if people are interested the next question is going to be okay what's next or okay how much and then you're like BAM done okay so selling legal services does not need to be hard you need to be yourself it's way easier if you create content earlier and you just want to make sure you're asking why you know the classic example of somebody doing it the wrong way is going to buy a car they just see you and make a bunch of assumptions about you and start trying to sell you and all the stuff that you don't need people come into my office for estate planning for example I could tell them about avoiding probate I could tell them about asset protection I could tell them about minimizing estate taxes I could tell them about guardianship I could tell them about cutting out terrible heirs I could tell them about how to handle people that have drug problems or I could just ask them why are you here what concern are you trying to solve and then I can just solve it for them why guess just ask why why are you here why is that important to you why is that important to you typically the third or fourth why that's where you find the gold and then you literally just say fantastic now that I understand your problem I can tell you with confidence I can solve it for you they don't always sign up but a lot of them do and the ones that don't they're just not a good fit all right that's it if you've been having problems or sales please just try this try this tactic you don't have below your prices or up your prices you don't do overcome objections you don't have to be pushy just ask why and then confirm then you can help them solve their problem okay that's it I am Christopher small oh by the way if you liked this hit the like button if you are someplace that you can subscribe to this youtube podcast something like that hit the subscribe button so you don't miss anything in the future if you have a question or comment please leave it if you know someone needs to hear this please share with them and if you are not subscribed to the world's greatest law firm owner newsletter of all time go to thee no not to thee there's no they just go to unconventional newsletter com sign up okay that's it I'm Christopher small I'm the unconventional attorney thank you so much for your time what's up Karen what's up Aisha what's up Jonathan have a great day I'll be here again to talk to you tomorrow see ya