Legal Sales: Law Firm Cold Calling Tips, Advice on Gatekeepers

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.

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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.

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