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Help me LAND THIS LAWYER!!!!

Discussion in 'Offline Marketing' started by areevezcash, Sep 22, 2010.

  1. areevezcash

    areevezcash Registered Member

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    Hey guys, I have an appt next tuesday with a lawyer and im really excited about it. This will be a very good step for my local marketing business. Im just asking for any helpful advice you guys could give me for the actual interview with the lawyer, you guys' experience with lawyers? Thanks guys
     
  2. poorlife

    poorlife Newbie

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    You have nothing to be excited about. Lawyers are good at doing only one thing, relieving you of your money.
     
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  3. wookie85

    wookie85 Junior Member

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    Dude take your negative attitude elsewhere!!!

    Just make sure you lead the conversation the way you want it, the second he takes charge, and lawyers are good at this, you are done. Make sure he understand you are an authority figure, you know what you are talking abt and you are sharp as a tack!

    Show him a lot of proof of what you have done, show him what is possible, show him the amount of searches in google, make sure he understands it is not you that says this but GOOGLE THEMSELVES!

    Be excited but don't let it show too much...sales people that don't believe in their products are the ones that are the non excited ones....
     
  4. Rhazha

    Rhazha Junior Member

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    Talking to lawyers can be tricky because is part of the skills involved in their profession to be good with words and have a logic (straight, linear)
    Way of thinking. What that means is based on a few words he can and likely will "screen" you and have a pre-judged idea if you really know
    what you are talking about. I dealt with lawyers while participating of local business meetings...they can be very arrogant.....

    Based on your experience which I don't know what is, I would advise to have a SCRIPT to follow while in the meeting. Not the wording but the topics to be presented.
    This will give him a good impression that you PREPARED your presentation. Also, remember that they have a "linear" way of thinking,
    Don't stall for too long on topics, don't go "around" explaining about something,
    GO STRAIGHT to the facts you have in hands collected with some PROOF of positive results from your SEO knowledge, BUT without boring him to death with details.

    Another good idea would be to read the PDF named "***-profits-final3" (starting from page 8) from the product "OFFLINE ***" that you can find in the downloads section.
    The reason for that is the way how the author presents himself can be helpful considering who you are meeting. I would advise this reading.

    I wish you the best at the meeting. Be sure to do your homework.
    This is not only about SEO...It's about how you present yourself in front of a professional that MAKES MONEY proving he is right (aka. you are wrong)

    All The Best :34:
     
    Last edited: Sep 23, 2010
  5. areevezcash

    areevezcash Registered Member

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    thanks guys so far some good tips
     
  6. teeniegenie

    teeniegenie Supreme Member

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    I'm an US attorney - I can tell you that (if they're like the attorneys at our firm) they'll have specific questions about such issues as:

    - Exclusivity (are they the only attorneys in that category in that city you'll promote - such as bankruptcy in New York City)

    - All possible costs/fees - be totally up front and straight forward with what something is going to cost. You'll have problems if you have to come back later and ask for more money or an additional monthly fee

    - Why they can't just do something like you have done to get the map to rank (explain in some general terms how long, difficult and time consuming it is to get the ranking you have)

    Here is some additional advice I'll give you based on my experience with renting sites out to local businesses too (a hobby of mine after hours...)

    - Be firm on your price, even if they initially "freak out" over it. You offer a valuable service.

    - Don't be afraid to walk out. There are plenty of other attorneys out there (even in smaller towns) willing to pay for your services.

    - Be confident. The last thing you need to do is look like (or share with them) that you're a newbie at this!!

    - Dress reasonably well. Jeans and a t-shirt won't cut it (but I don't think a full-blown suit is needed either).

    - Bring a printout (in color preferably) of the Google search results and show them where your site is ranking

    - I'd practice the presentation beforehand. Act like you've done this 100 times and it will come through in your presentation.

    - KEEP YOUR PRESENTATION STRAIGHT FORWARD AND NO LONGER THAN 5-8 MINUTES. The longer you go the worse it will be for you. Time is money to attorneys and they have short attention spans for visitors trying to sell them something.

    -- When I present to businesses on this type of stuff my angle is "you want to be #1 on Google". I don't make any guarantees on how many calls they'll get or the quality of business they'll receive. In fact, I don't even bring up how many searches there are for that type of attorney per month. It just gives them an expectation right off the bat that, if they don't think it is met, you'll be more likely to lose that client. Rarely does the client/potential client think to ask about how many searches there are for the site per month, but be ready to answer that question if they ask (go off the "exact" match number of searches in Google's adword tool to be safe)

    GOOD LUCK! LET US KNOW HOW IT GOES!
     
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    Last edited: Sep 23, 2010
  7. eBayMafia

    eBayMafia BANNED BANNED

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    From past personal experience, do not invest much time, money, or effort into them or their projects until you see their money first.
     
  8. hardinflash

    hardinflash Regular Member

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    Just be confident in your abilities and use proper English in your meeting. Dress decent. Take a 3 ring binder or folder with you and have a work contract ready to go and be signed. Make sure the contract is simple and to the point or is what you usually use. Let him know that you don't want to waste his time nor yours.

    Basically just be professional.
     
  9. areevezcash

    areevezcash Registered Member

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    thanks guys one thing im worried about is lawyers dont really operate like a normal local business, they dont have upsells, emails lists, do they?
     
  10. gb1000

    gb1000 Registered Member

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    Hey man i do lead gen for about 10 legal firms. My advice is not to take any shit from them and they will try to give it to you. Legal firms are just like a regular business mate, they sell a commodity which is time. LEADS + TIME ---> MONEY thats the structure. You can help provide the leads, which is why they need you. They spend their time on the cases (usually charged per minute rounded up the the next minute) and make money. Nice.

    They will have email lists of old clients (probably better to mail or phone if it's a respectable firm). A LOT of upsells and cross sells can happen, there are a whole bunch of legal and financial products that the client would buy from a firm they trust!!! In fact if you have access to the data pm me and i will be able to go through how you can turn it into money :)
     
    Last edited: Sep 23, 2010
  11. abuvu11

    abuvu11 BANNED BANNED

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    man, there's some awfully good info here.

    I might add that you've got to take control of the situation. They are the lawyers, but do they boss around their proctologist? You're the proctologist! Are you any good? If so, shove their attitude right up their butts like a good proc would do.

    Now you show and tell them what their competitors are doing, how they are eating your client alive, and getting all the calls and leads. If you get him po'd enough, he'll do anything to boost his enormous ego, which you and your data have just crushed. If you're meeting with him, he recognizes there's a problem.The sky's the limit with this guy.

    Good luck, Dude.
     
    Last edited: Sep 23, 2010
  12. areevezcash

    areevezcash Registered Member

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    good advice here guys i will report what happends
     
  13. orbit

    orbit Regular Member

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    Dont woryy about "selling" him. Its hard to "sell" anyone.
    Probably more so an attorney than the rest.

    Keep it simple. Show them what you can do for them, how they will benefit
    and how "little" it will cost them for these tremmendous benefits.

    Make sure they know "YOU" have what they want and "they" are lucky
    enough to have the opportunity. Stress what this product will do for them.

    They either want the product or don't.

    If they don't buy, find another attorney.
     
    Last edited: Sep 25, 2010
  14. ShiftySituation

    ShiftySituation Power Member

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    Have a good presentation ready. Show him some comparative numbers and emphasize numerous times on how, you working for him will benefit him and his business. Control the tempo and don't get to off track when he asks a question. Answer him promptly, to the point with a short and sweet answer and then get back to where you were. If he asks a question that you are going to go over in your presentation, just let him know that you will cover it so it doesn't interrupt the flow of your presentation.
     
  15. ragster

    ragster Newbie

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    Some great tips above. If I may add...remember to listen and to communicate that you have actually listened.

    After he speaks, paraphrase what they just said right back to them. You'll be amazed at what extra comes out without you having to dig around.

    For example:

    Him - We've tried this kind of thing before and have always been let down - it just seems to be a bunch of kids who like to think they're good at making websites and stuff.

    You - Ahh so you have already been disappointed when you tried this before...(pause)

    He'll probably add more details - now you know exactly what objections you need to overcome to get him to agreeing to purchase your services.
     
  16. corvettespeeder

    corvettespeeder Regular Member

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    I have several really big lawyers and attorneys as clients. Remember they are people as well and if you gain their trust with your expertise then you should be able to gain them as a client easily. Whatever you do don't undersell yourself.
     
  17. jpeguero

    jpeguero Newbie

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    Probably, i'm too late!
    But for your next appointment.
    The same principle apply. You need to listen and identify their Pain. Your job is to find a cure.

    Find out as much as you can prior to the appointment.

    Hopefully, you landed the gig.

    Juan
     
  18. rocket

    rocket Regular Member

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    In my competitor's mind
    cost --> benefit
    hammer home the benefits of online marketing
    take seo reports for keywords relevant to his niche
    cite examples of you current seo work
    cite any current client benefits from past seo work, such as increased sales
    references for current clients
     
  19. bigpurpleguy

    bigpurpleguy Junior Member

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    Do not assume he thinks the way you do. This is the #1 mistake humans make in negotiations.

    If you are an easygoing guy who just wants to be paid fairly you might assume he is too- but you would probably be wrong.

    He is an expert talker and probably an expert negotiator.

    Define your bottom line before you go in- that way you won't agree to a price or fee structure that makes you feel like a whore and will only begin the relationship on the wrong foot and lead to failure.

    If he suggests a fee arrangement that you haven't already thought of, don't negotiate right there. People who are experienced in negotiation and think fast on their feet take advantage of those who are not. So you have to refuse to participate in playing his game.

    Play only YOUR game. Stay in control, be the expert, know every angle.

    (**** I'm a day late OH WELL!)
     
  20. hardybents

    hardybents Regular Member

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    Just wondering how the appt went. We do similar things...