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Relax. This presentation is not meant to be memorized verbatim. It's purpose is to give you a solid foundation of facts, presented in simple, 1.2.3 "sales" language that can help get you organized and give you a place to start. It focuses on the basics, so you can create a presentation that works for you in your own words. Take what ideas and concepts you need to build your own personal presentation, and good selling!
Hi, I'm _____________! (make some small talk- talk about something of common interest, the weather, sports, the news, or whatever is interesting at the time. Then once you get your prospect talking, ask them some non-threatening questions such as their name, where they came from, how long they have been here, are they married, do they have children and what they do for a living.
Give them time to answer or comment and open up to you. Try to listen more than talk and get them interacting with you. Take your time, as if they won't make small talk, they won't make serious talk- at least not on a friendly basis. Hey, you want them on a friendly basis. Friends do business with friends.
If they are like most people, they will ask you questions in return. Answer them and appear open and honest, reveal your likes and dislikes, but nothing offensive. Leave the topics of politics and religion strictly alone. Remember, the idea is to get your prospect to converse or interact with you. OK, when they ask you what you do for a living, say:)
Oh, I work for a major, top one-third New York Stock Exchange listed company that offers equal access attorneys to everyday people like you and me. The concept sort of works like a legal H.M.O. You know, everyone pays a little instead of one paying a lot, sharing the load, so to speak.
Think about it, poor people have legal help appointed to them when they need it. The rich people can not only afford legal help, but use it every time they come up against a civil or financial situation that could be damaging or detrimental to them. Some of them wouldn't even eat breakfast unless their attorney read their menu! (chuckle)
You know, the sad thing is that 80% of the population, folks like us, don't qualify for any legal help at all- nada, nothing. We are out in the cold if something unfortunate happens to us. Look, suppose we have trouble with law enforcement, creditors or someone brings a law suit against us. What do we do? (let them comment, and listen well to what they say. They will tell you much about their hopes and fears and what they want and need- listen!)
(Continue on as they won't have a good answer) That's a shame we don't have equal access to attorneys as lots of law suits these days are frivolous and brought by unscrupulous people who are just testing the water to make some quick money at our expense. Then, to make matters worse, there are merchants, banks, insurance and finance companies who go out of their way to get us to sign contracts that are not in our best interest. Yeah, and let's not forget the IRS and other government agencies who could take issue with us... (pause for agreement or comment- let them interact. Let them carry their fair share of the conversation)
(Continue on) Well, we can't just go to court on our own defense not knowing how the system works. That would be like having the deck stacked against us. The opposing lawyers would eat us alive, and we wouldn't stand a chance, Right? (pause for agreement) That's right, we'd loose our case.
Well, we'd need a lawyer, so we'd have to come up with the cash, borrow some money, cash in a CD, mortgage our home, sell the car or do something quick in order to pay the high costs for an attorney to represent us. That could ruin us, and we could lose everything anyway! (let them comment, then continue on.)
Most lawyers charge two- three-even four hundred dollars an hour. Ouch! (pause for agreement) Even then, imagine the hassle of finding the right attorney who really knows what he or she is doing so they could actually help us. You know, attorneys, like doctors specialize in the different areas of law, such as corporate, trust, medical, accident, civil or criminal. Few of them are fully competent across the board as there is so much to know. I guess that's why lawyers charge so much (pause for agreement)
Let's say you were my attorney. Let's see what would you charge me by-the-month to handle any legal situations that I and my family might get into. I'll tell you what I want, and you visualize that you are a hundred-dollar-an-hour attorney, OK?. (pause for agreement)
Right! Now, keep in mind I have 3 children, two or which are driving, and my wife works as a nurse. But, here's the catch: As I outline these services that I want you to perform for me and my family on a monthly basis. Now, keep in mind that I only want to pay you once a month, not by the hour. So just keep adding these services up as we go and figure out at the end what FLAT MONTHLY FEE you would charge me?
OK, Now first off, I want to have unlimited telephone access to you during normal business hours- to be able to call you at your expense, anytime I or any member of my family has any legal questions whatsoever. So, if you were a $100 an hour attorney, what would you charge me every month just for that service?
Now, add to that the possibility that we were talking and you realized that a letter or phone call on my behalf would definitely change the situation, I would like you to make those phone calls and write those letters on me and my family's behalf. Just add these services to that growing monthly total.
On top of that, I would also like you to review any contracts and documents that I may be getting ready to sign. So, before any member of my family signs any purchase agreements, rental agreements or contracts of any kind, we want to be able to fax them right into your office so you can review them and tell us what they actually say! I will hold you to only 10 pages each on those, but I want unlimited contracts and documents reviewed. So again, add these services to that monthly total.
Now, I also found that I live in a Will state which means that if I die without a Will, the state will make one for me. Now, I don't know about you, but my children are my most valuable assets, and I don't want the state to decide who will raise my children if I were to die. So, I also want you to review my Will annually and update it as my assets grow.
So, can I still afford you at this point?
Oh, I've got one last thing. I would like you to refer attorneys to me in other states. In other words, if I'm traveling and I find myself in another state in which you can not practice, I would like you to get me an attorney. I would like to use that attorney for those same basic legal services that I just described. But, when they make out their bill, I would like them to send it to you, and you'll pay for it out of our monthly fee arrangement that we've set up.
So, If I paid you a flat monthly fee, what would be the TOTAL? (Wait for their answer)
Say: Well, I suppose someone would pay that, but I get that and much more for $xx.xx a month. You could too! Isn't it about time you had equal access to a good lawyer? If they answer yes, then say, "The cost is $xx.xx a month with a $xx.xx setup fee. That's $xx.xx today. How would you like to handle that, by check or credit card?
Close #1. All right, you protect your house, your car and yourself and family by buying insurance. You buy prescription plans, dental plans and even extended warrantees- right? Then why wouldn't you want to protect yourself, home and family with a cost effective legal plan? (Hand them the contract and a pen).
Close #2. We have found a gaping hole in your personal defenses. People are law suit happy these days. Either that or someone is figuring out some creative way to get into your wallet to separate you from your hard-earned money. Wouldn't it be nice to have the power to call your lawyer before you make the next major decision? (Hand them the contract and a pen). Tell a short story if they hesitate, and close again. (**loop)
Close #3. Look, legal services are expensive. if you could have legal protection for the price of a cup of coffee a day, would you protect yourself today or wait 10 years, hoping nothing would happen? Good luck! (Hand them the contract and a pen).
Close #4 Take them shopping: There are banks, insurance companies, security companies, alarm companies, water companies, credit card companies, mortgage companies, leasing companies, department stores, landlords and the government just waiting to get into your pocket with a loophole. Wouldn't it be nice to have instant legal protection on your side? (Hand them the contract and a pen).
Good Selling!
*Note: teach them to nod their head yes in agreement with you. Each time you do that, you condition them to go along with you and reinforce your position. All these agreements are mini closes that will lead up to a large close. Ask, "right? or correct?" often. Each time they agree with you brings you closer to your sale. Just be sure to give them a chance to agree, or you are wasting your time. When it's your turn to speak, remind them of what you last said, so the conversation doesn't take a left turn down a dirt road. Yes, you are leading the conversation. That is what powerful sales people do- so get used to it! See below...
**To loop means to loop around from close to story and back to keep you in the game.
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