Sales Tips – We Are in Control
We are in control and decide if a prospect gets to go up on Google, not them. As a closer, it’s time to start acting like it!
If you want to close more deals, swap who is selling who. We have an infinitely valuable product for our clients that helps them get more clients. This is valuable to their business and exclusive. The second you start believing that is the second we can close any decision maker you speak with.
Our script is designed to qualify our prospects to be good fits for using our product. The second you own the questions in the script, asking them on every call, and asking for the close early and often is the second you can close any decision maker you speak with.
Swap who is selling who. Ask the qualifying questions in the script, qualify the prospect as a good fit for our product, and then let them CONVINCE YOU that they are a fit for us to put on the first page of Google.
Here’s an example of “the swap” with an ornery prospect and how you should be using the narrative for your sales calls:
Attorney: “I got duped into this call”
Closer: “Okay, we have people looking to hire an attorney on Google and our job is to make sure they can find the right attorney, the types of new clients that can hire you are ___, ___, ___, is that right?”
Attorney: “Just tell me what this call is about, is this SEO?”
Closer: “This is about making sure our users can find the right attorney that is available for hire so we aren’t having people calling someone working out of their closet that doesn’t answer their phone. Who answers your phone when you’re with clients or on weekends?”
Okay, so you don’t need to inject that part about an attorney working out of their closet and not answering the phone (although I recommend it if you run into a big ego, game meet game baby!). It’s an exaggeration to paint the picture so you can see the difference here. The prospect needs to sell us on why they qualify for our valuable placement on Google.
We are in control, we decide if they get to go up on Google, not them. Start acting like it.
The prospect said they can handle more new clients from Google and would in fact like more of them, don’t forget this.
Prospects need to sell us that they will not let down our users. We have a legal responsibility of making sure we put the correct attorneys on the first page AND that the attorney will actually answer their phone and help these prospects.
When the Google search results bring up attorneys that discriminate against their hearing impairment with non-closed captioned videos, or don’t answer their phone, or don’t handle the type of law the prospect needs help for, this makes us and Google look bad.
We cannot place non-quality results on the first page of Google and we will get reprimanded for doing so. There can even be legal consequences if it’s egregious because Google is known as being the best search engine because it has the most accurate results, thanks in part to us.
This is why we can do what we do, we create the most accurate and live results because we are the boots on the ground, updating and dictating search results for the world to see. Pretty amazing isn’t it? 😉
So here’s the deal: we are interviewing these attorneys to make sure we aren’t putting up unprofessional hacks that never answer their phone, that can handle the correct type of law, that do have ADA websites that the visually and hearing impaired can use. (there’s a reason why we ask all these questions in our qualification process)…
We are NOT selling these attorneys, we are interviewing these attorneys.
We MUST understand the difference here. We are not selling prospects life insurance, we do not need to tell them the benefits.
We need to help them be a better business and make sure we find out if they are “up to snuff”.
Even if the prospect doesn’t sign up, at least we planted the seed that:
– Someone should be answering the phone when working people with jobs that can afford to hire an attorney and are off work and on weekends calling around to hire an attorney.
– To not discriminate against the hearing impaired by having videos without closed captioning, same with the visually impaired.
We can truly help these businesses, some immediately and some eventually, but only if we plant the seeds by asking questions.
We don’t need to sell anyone on the idea that the internet or that Google is what people use to find businesses. Again, the prospect would not have made an appointment in their busy and valuable day if they didn’t understand this. Don’t belittle them. Don’t do that, you are better than that.
Stop wasting their time and yours “selling” prospects. You are in control, you dictate what the world sees on Google, and you decide if they are worth putting up on Google. You make an informed decision by asking the interview questions on the script.
You will not hire every prospect you interview. Don’t be afraid to let the prospect know that right up front.
“Hey Johnny Law if it sounds like you aren’t a fit to take the space on the front page of Google for new clients to call, we’ll need to reserve that space for an attorney who is. We can’t be having our users calling attorneys that aren’t available to answer calls and take on new clients, sound fair?“
“I only ask because sometimes attorneys say they want to be on the front page and then never answer their phone and accept these new clients that are calling. And that makes us look bad and hurts our user’s experience.“
If you are desperate to go “off script” go off script like this. But if you go off script and say some simpleton stuff like “86% of users use google for..” or “these first results are the pay per click listings..” You can go ahead and leave that weak game at home or find yourself at home with those amateur lines. You are better than that, so be better, change the narrative and see the new world waiting for you to tap into.
Qualify the prospect, own the script and interview the prospect properly. When you do this you will have the opportunity to close every qualified prospect that comes your way and you’ll have them selling you! Now go out and own it!
