fbpx

Betties Book Brief – Sell or Be Sold

You know the drill by now we’re sure, but just to reiterate, every month the Back Office Betties team reads a new book and shares the value we’ve found in it. We love this opportunity for personal and professional development! This month, our virtual receptionists dove into the extremely valuable writing of Sell or Be Sold: How to Get Your Way in Business and in Life by Grant Cardone.

Grant Cardone uses humor and experience to sell you on why and how your beliefs and convictions allow you to excel in sales. If you’re not selling them to someone else, they’re selling you with them! We’ve come up with an extensive list of takeaways from this resource that can truly help anyone, entrepreneur or not.

Sell or Be Sold

  1. Everyone is a salesman. Regardless of your profession, learning how to sell can benefit you in any area of your life.
  2. A commission doesn’t have to be cash. It can simply be that you are getting your way.
  3. Objection of price really means they’re having other objections. Is this the right service for me? Is this company going to take care of me? Will I really even enjoy the service? Am I better off buying something else that might come out next week? Will this be a mistake like other decisions I’ve made?
  4. Offer a better solution. If someone says, “It’s too much money”, they really mean it is too expensive for the solution being offered.
  5. The customer is never the problem. Salespeople are the problem 100% of the time. Give the potential new client (PNC) a product that solves his problems.
  6. Always agree with the prospect. If a prospect states that they need to think about it, agree with them before selling. For example: “Absolutely, this is an important decision and you’ve got to make sure you’re hiring someone who is going to take the best care of you. I don’t blame you for wanting to think about it and I’d like to help you and guide you in the right direction. I know that after doing your research you’ll find that I’m the best at what I do and you won’t be in better hands with anyone else. I know you’re eager to move forward and get things going – spending time interviewing attorneys can be so time-consuming! The sooner you make your decision, you’ll be able to rest easy knowing that a great lawyer will take care of all of the hard work for you.”
  7. Problems equal opportunities for future sales.
  8. You will lose 100% of the sales you don’t ask for. Don’t be afraid to keep selling and asking for a sale. Give value, give value, ask for the sale, and be consistent – even when you’re inconsiderable. Grant responded to someone who felt pressured with, “Please do not mistake my enthusiasm for pressure! I know this will do xyz for you and that’s why I’m so enthusiastic. Now let’s do this.”
  9. Go to lunch every day with a prospect. At the very least, call and say, “Hey, I had something cancel. Are you available for lunch today?” Most of the time they’ll say no but you’ll be top of mind and they’ll remember those times you called and invited them out.
  10. Learn from every opportunity. Take full responsibility to avoid the negativity of doing the opposite. Examine what went wrong and walk away thinking about how to get better rather than sitting with rejection.
  11. Unreturned calls and emails don’t mean anything. They don’t mean that your prospect is not interested, they just mean not right now. Keep at it and stay in front of them.
  12. Debrief after sales calls. If someone asks something you’ve never heard before, write it down and come up with something to respond with in the future.
  13. There’s always time for learning. “If you can’t find an hour in your day, you are not in control of your day.”

Thoughts on this read? Do you agree or disagree with our takeaways and the sales advice given by Grant Cardone? Let us know over on our Facebook page!

Your Law Firm Needs To Be Using Chatbots

The chances that you’ve never visited a website with a chatbot are very slim. Chatbots are a hot trend right now, and for good reason! They save time, add a higher level of customer service, and save you money. If you’re not using a chatbot on your website right now, read on about why you should be and make your way to the end for step-by-step instructions on how to actually do so.

Chatbots benefit your clients

Have you ever visited a website and couldn’t find the specific answer to your question, but you also didn’t have time to make a phone call to the business to ask? Or maybe it was after hours so nobody would answer anyway. Did you move on to another similar company’s website and decide to do business with them instead? I know that would be my next move!

It’s no secret that the world is moving into an “I want it right now” era. Wait times are frustrating and we’re all too busy to waste any time. Why make things harder on your potential or current clients? A chatbot is an easy way to allow them to ask a question, 24/7, and receive an immediate response.

Chatbots are also a great way to make your client feel valued. By offering that level of customer service that gives them instant gratification, they know you mean business and that you will earn theirs!

Chatbots benefit your law firm

Chatbots save you time and money. Plain and simple, you don’t need to pay someone to sit on the other side of a screen to answer FAQs. Instead, allocate that person to other tasks around your firm that only a human can do and allow your chatbot to answer those questions quickly and seamlessly. A one-time investment in this setup pays for itself when you factor in just how many calls or emails a human would have to be paid to answer.

In addition to saving your firm time and money, chatbots gather data and make you more efficient. If you notice a trend of certain frequently asked questions or complaints, you’ll know it’s time to switch something up to make it more clear to the client what they can expect. Forbes adds, “Tracking responses to common questions asked by an AI-generated chatbot, including predicting responses based upon consumer language, [directs] the bot to offer a better product or service to the consumer.”

How do I implement a chatbot?

Our favorite chatbot (and the one we use on our site) is Zoho SalesIQ, so we are going to discuss the steps you would take through a service such as theirs.

  1. Create your account with the chatbot software.
  2. Copy & paste the code snippet for your bot before the body tag on your site. This is much easier than it sounds!
  3. Customize your chatbot’s colors, welcome greetings, and add your logo.
  4. Create different chat departments for live chat, if you choose to implement it. This will ensure messages make it to the team member who is best able to respond.
  5. Set up your canned responses. These are going to be your FAQs that won’t need a human to answer them. You can also add in responses such as “Hold on, please, while I check on that!” that will allow your bot to find the answer and keep the visitor engaged.

Do you have a chatbot on your website?

Have you considered adding one?

Let us know on our social media!

The 11 Best Ways to Market Your Law Firm for Free

You’ve started your law firm, you have a couple of clients (but they’re not coming in consistently yet), and your marketing budget is almost nonexistent. You know you need to market yourself and get your firm out there but the question is, “How?”.

We’ve organized a list of the top ways to market your firm completely for free.

 

Email Marketing

Email marketing is a great option to prove to your potential clients that you are the real deal and show them just what you offer. By creating an opt-in, or lead magnet, you can build a list of people who are genuinely interested in what you have to offer. As long as your lead magnet is something that is relevant to your law firm, this is a great way to show your expertise on the matters they really care about and grow a list of potential clients that you have full control over. The key to email marketing is to be consistent and always provide valuable content that engages the reader and leaves them wanting more.

Social Media Marketing

Marketing yourself on social media is a free, organic way to expose yourself to people who haven’t signed up for your email list yet. Utilizing relevant hashtags and posting engaging content that provides value are the two best ways to boost yourself up on social media. The more that your potential clients engage with and/or share your content, the more important it seems to the social media algorithms and allows you to reach more people.

Ask for Referrals

If your clients are telling you that they love your work or that you have helped them in some way, encourage them to refer you! There is no shame in this – they already love what you’re providing them! You can also create a small offering or discount for those that refer you to new clients.

Start a Blog

Starting a blog is beneficial in many ways. One, it proves that you are an expert in your field if you provide value in your posts. Blogs are often turned to for advice and people love a good list post! Two, blogging helps boost your website’s rankings in Google searches by adding more content and keywords that you can rank for. If you aren’t familiar with SEO, read up on it and learn the basics of ranking for keywords in Google searches.

Utilize LinkedIn

LinkedIn is a professional social media. Networking here is certain to find your connections that will better your law firm – even if those connections aren’t your ideal client. Everyone knows someone and the more you network, the more likely it is that you will find clients through those connections. People who are on LinkedIn are looking for those connections, so it’s not like you’re spamming your family and friends on a personal social media page. Add valuable content here (this can be recycled from other sources) and engage with others to build your network and find your ideal clients.

Encourage UGC

UGC, or User Generated Content, is great to encourage similar to encouraging referrals. The difference is, these are posts made by clients who love your services and genuinely want to brag about you. You can encourage this by sharing the UGC with your social media following and asking for others to share their own story about the work you’ve done for them. UGC is a really valuable marketing tool because people love to see genuine reviews and are more likely to hire you if you have them.

Utilize Influencers

Bloggers in your niche need content and you need eyes on your content. Collaborate with influencers to either guest post on their blog (you write the content) or provide them a service and ask for an honest review post written about it (they write the content). This is a really great way to get yourself in front of a new audience!

Contribute to Forums and Facebook Groups for Your Niche

Facebook is full of groups. You can find a group for just about anything, including your legal niche. Business groups or local networking groups are other great options to focus on. Joining these groups and staying active through engagement on others’ posts and posting yourself is yet another way to position yourself as an expert, provide value, and encourage new eyes to check you out. Steer clear of groups that encourage spamming, though, because you won’t find value and people are too busy promoting themselves to even care about what you post.

Add Your Business to Web Directories

Does your city have a directory of local law firms? Get yourself on it! Find a site that lists law firms in your niche? Get yourself on it! People often turn to lists and directories to help them find what they’re looking for. They can’t find you if you’re not on those lists!

Videos

If you’re comfortable in front of the camera, videos are a great way to build the Know, Like, Trust factor of yourself and your law firm. People love to watch a quick tutorial video or a snippet of your behind-the-scenes. You can upload these to YouTube or simply add them to your social media for a quick way to make yourself stand out.

Be a Guest on Podcasts

How often do you listen to podcasts? We love podcasts here at Back Office Betties (check ours out here!) and listen to them regularly. Our favorite podcasts to listen to are interviews with experts who provide a little bit of value to the host’s listeners. You can truly gain so much knowledge and expose yourself to some really fabulous experts by listening! We highly recommend that you get yourself on a podcast to share what you’re good at and offer advice to the host’s audience. This exposes you to a whole new pool of people and allows them to connect with you if they want to learn more about your firm or services.

Do you use any of these free marketing tools for your law firm?

Agree with our list or have something to add?

Find us on Facebook and let us know!

BettieGram Newsletter Snippit
Take Your Small Law Firm to the Next Level

Take Your Law Firm to the Next Level

Subscribe to BettieGram

Our newsletter shares expert advice & practical articles to elevate your law firm’s success.

BettieGram Newsletter Snippit
Take Your Small Law Firm to the Next Level

Take Your Law Firm to the Next Level

Subscribe to BettieGram

Our newsletter shares expert advice & practical articles to elevate your law firm’s success.