Podcast: Play in new window | Download (Duration: 27:19 — 25.0MB)
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In this episode, Alay and Gary discuss:
- Why you should be the CPO of your firm – the Chief Pain Officer.
- Understanding the potential client’s goal and expectations.
- Consulting with confidence and having a great intake system.
Key Takeaways:
- Getting to the pain point of the client will help to better identify how to best serve the client.
- Ask how the pain is impacting the potential client. They need to identify and make the pain real to them for them to want to take the next step.
- You want the potential client to have objections – that means they are considering it and want to work with you.
- Walk your client through the fee agreement. Address their objections. Then have them sign.
Tweetable Moments:
- “The expectation is to learn about the other person and to figure out what the pain is that that person has.” — Gary Johnson
- “One question you could ask…is ‘How does that impact you?’” — Alay Yajnik
- “Anytime that you can get somebody to verbalize it, it becomes real to them…If the pain is not strong enough, they’re not going to make a decision.” — Gary Johnson
- “Before the fee agreement, you need to make sure that you align their pain with the gain that you will give them.” — Gary Johnson
About Gary Johnson:
Imagine getting 5X more referrals whether you are an introvert or extrovert…it doesn’t matter. At J2 Marketing, we coach attorneys on how to build a robust book of business with ideal clients. There is a lot of confusion in marketing a legal practice…we take the confusion out, to save attorneys time and money with the most profitable strategies that are tailored to their strengths…instead of to someone else’s.
Connect with Gary Johnson:
Website: https://linkedinforlawyers.net/
Website: j2marketingconsultants.com
Email: garyj@j2marketingconsultants.com
LinkedIn: linkedin.com/in/j2marketingconsultants
Twitter: twitter.com/j2consultants
Connect with Alay Yajnik:
Podcast: http://lawyerbusinessadvantage.com/
One Page Strategic Plan: LawFirmSuccessGroup.com
Email: Alay@YajnikGroup.com
LinkedIn: linkedin.com/in/alayyajnik
Alay Yajnik
Law Firm Success Group is dedicated to helping busy lawyers across the country make more money, work fewer hours, and spend more time doing the things they love. The founder, Alay Yajnik, has over 10 years of law firm growth experience and over 30 years of business experience. He has built multiple 7-figure businesses and has run a $100M business.