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A very common problem lawyer sales representatives face is the unresponsive inbound lead. You call the attorney lead over and over and send email after email but they just won’t take or return your calls and emails.  This is especially disheartening when thay originally contacted you or your legal service company initially.

Roughly 30% of your inbound leads from interested attorney prospects will fall into this “Undeveloped” category. What would be the impact of your revenues and commissions if you were able to effective reach this huge grouping of missed opportunities?

So how do you effectively handle this issue?

The best way that I have found to warn up or open the dialog with unconverted leads is to send the following email, voicemail, or fax.

“Mr Jones, my name is James Green with ABC Company. You had requested that we contact you about our ___ services. I just wanted to make this final request to meet with you. It appears you have found our firm to be of benefit in the area of ________.  My number is __________ if you would like to set a side 10 minutes of your time to meet with me. Thank you.”

You would be surprised how effective this technique is to moving the ball forward. Attorneys are very busy business people and it is most likely an issue of timing that causes them to delay contacting you. By setting up the “Do or Die” email, voicemail or fax you are pretty much re-qualifying their interest. The good news is, whether they are still interested and call you back or not you will know at least where you stand with a lawyer sales lead.

If you have any questions for me please feel free to add your comments below or click here to email me directly.

James Lawyer Sales Tips cold calling attorneys, cold calling law firms, cold calling lawyers, legal sales prospecting

Whenever I cold call law firms I always make sure that I don’t waste the call. I make sure every call matters and moves the ball forward to a sale.

If you are unable to gain access to the key decision maker then always make that call count by asking for business cards, emails, fax numbers, contacts and the secretary’s name.

How do you do this? By simply asking the following two questions.

Rep: OK Sally, I understand Mr. Lawyer is really busy today. Can you help me? Is it better if I email him to see if he is interested in a meet?

Sec: Yeah, he always reads his email.

I get this 20 times a day or more. But! I now have permission to email the attorney from his secretary. Over time you can build a huge list to offer tips to your prospects about saving time, saving money, making money or whatever your product can do for them.

Huge sales strategy that takes very little effort and makes every cold call to a lawyer one that has value!

Ask me a question through our comments box.

James Lawyer Sales Tips cold calling attorneys, cold calling law firms, cold calling lawyers, cold calling legal professionals

So how do you get past the gatekeeper when making cold calling law firms?

The short answer is you don’t try in the first place. In fact, the best advice I can give you, having been a top-producing, legal sales rep for over 8 years, is eliminate the word “gatekeeper” from your vocabulary altogether. Stop using that word entirely.

It is unfortunate, but all of the other sales representatives prior to your visit have trained that secretary to think that ALL sales people are unrespectful, jerks and a complete waste of their boss’ time. You have to bring that wall down first in order to be able to gain access to the attorney or office manager who will listen to your pitch.

Almost all legal sales reps are trained to think of legal secretaries or receptionists as the “gatekeeper.” This is a huge mistake and that thinking is a major obstacle to gaining access to key attorney prospects. You must eliminate this mind set if you want to have a successful legal sales career.

Have you ever met someone and you knew right away this person had a negative impression of you? It is a subtle, subconscious feel that this person doesn’t like you very much. That is what you are giving off every time you are face to face or on the phone cold calling a law firm. Let me change your approach and your career.

By changing your thinking toward legal secretaries and receptionists, you will find that they are really helpful if you treat them with respect. They will help you as long as you are genuinely respectful toward them. In order for you to convey effectively that you are genuinely respectful of her time and her position, the receptionist will trust you with her boss’ time as well.

The receptionist knows that you are here to speak with the attorney. They deal with all types of sales people everyday.  My attitude toward law firm receptionists is that they are important. They often call the shots. They are valued employees and they can make or break your sales career.

Another key point to make is: Stop trying to dodge the legal secretary or receptionist. Instead, be different. Ask them for help and you will be surprised how much more you will be able to obtain access to your prospective clients.

For example:
Gatekeeper Approach
Rep: Hi, I am James Jones here to see Bob (attorney).
Sec: Well he is busy you can leave your card and if he is interested he will call you.

My Approach:
Rep: Hi, my name is James and I was hoping you could help me.
Sec: Help you with what?
Rep: I am sorry, I didn’t catch you name.?.
Sec: Julie
Rep: Well Julie, it’s nice to meet you. I represent XYZ Company and I know I can help your boss, Mr. Davis save a lot of time and money. Could you help me with an introduction?
Sec: Sure, Have a seat and I will let him know you are here. Do you have a card?

People like to be helpful and feel valued. Change your thinking about legal receptionists and change your career.

Here is a video I found after writing this post. Different approach but helpful.

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