How to close cases without ever meeting with a potential client
I have many different websites that serve niche markets across the Internet. When I receive a lead from these websites, the sales process begins. Many attorneys think that sales in the law business is a dirty word, but it feeds my family and keeps the lights on so to speak.
Therefore, I will give a very basic primer on how to close more cases over the telephone. For more detailed examples and training, contact me at 1-866-522-8529.
New Client Lead: this is typically either a phone call to my virtual 800 number that comes up on my iPhone as a new client call or a lead from dynamic contact forms built into my many websites. In my experience, a new lead needs to be called within 10 to 15 minutes of the initial contact. If I have been in court and missed a new lead and waited even 30 minutes, they have usually moved on to another lawyer. This is the Internet people…there is no built in loyalty here!
Once I have made actual contact with the potential client, I launch into my sales pitch. This may sound down and dirty or “salesy”, but it works!!! The sales pitch consists of some basic elements. The first think you must do is qualify the buyer. What county is it in? What is the charge? Do they have a prior record of any kind? Is it a felony or misdemeanor? And if you are familiar with the local court, you can ask questions about who the charging agency is…is is the state prosecutor or a local municipality with more flexibility?
Once I have qualified the client, I go into my experience and offer them specific examples of what they may encounter in the court process. I then go into possible defenses and assess the amount of money to quote the client…over the phone! I never wait and try to meet with the person in my office. This only gives them an opportunity to scout out ten other lawyers and schedule competing meetings. I want them to commit over the phone or at least check with their parents or significant other and call me back.
Based on my experience handling cases, I will always give the client a fixed fee that I charge that includes a trial. This gives them comfort in knowing that they will have one fee to pay and I will be their lawyer for the entire case, no matter what course they decide.
Once I have quoted my fee…I ask for their business! I then will send them a written fee agreement and online invoice using our AutoRetainer system where I can send both with a couple form fields being filled out on either my laptop or iPhone. Many times I will have money in my bank account and a signed fee agreement within 15 minutes of our initial conversation. This is how to close more sales and increase your bottom line.
If you would like to speak with Attorney McNeil about your sales process or vLawyer Consulting’s AutoRetainer system you can contact him at 1-866-522-8529
