Law Firm Growth Podcast Frame Control and Closing the Consult
Resource Links:
- Visual Reference to the model referenced in the episode: http://casefuel.com/index.php/2020/08/03/visuals-ep-59-frame-control-and-closing-the-deal/
- CaseFuel Website (http://casefuel.com/)
- Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
We often think of closing sales as something hardcore, complicated, and aggressive. But does that really hold true most of the time?
The key to closing sales calls is by making your clients feel comfortable in the conversation. And the key to steering that conversation towards comfort is by being in control. So how do you make sure to maintain control?
That’s what we’re here to find out in this episode as we talk about why you need to help your clients make the best legal decisions and how to direct your clients towards those decisions.
Grow your close rates exponentially by tuning in to this episode now.
We’ll be talking about:
- The essence of having a strategy for selling [03:34]
- Clients don’t know what they don’t know [04:01]
- Do the right thing for your client [05:56]
- People will throw out false objections [07:25]
- Framing the ideal call [08:23]
- The four-quadrant axis [10:00]
- Comfort vs discomfort [11:40]
- It’s easier to stay in control, it’s tough to get it back [14:39]
- Volunteering information is a double-edged sword [16:12]
About Our Host:
Jan Roos is the CEO of CaseFuel agency, helping law firms generate revenue through pay per click advertising. He is a legal marketing expert and is the author of the bestselling book, “Legal Marketing Fastlane.” It talks about PPC lead generation, a technique used to generate client leads for big and small practices.
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