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  2. 196: Is your Proven Sales Structure Consistently Closing 60-80%?

196: Is your Proven Sales Structure Consistently Closing 60-80%?

Feb 28, 2023

It’s that time of year where everyone talks about all the marketing that they can do, but the closing rates aren’t up to speed. Let’s get Q1 going in the right direction with today’s guest, Michael Patrick Strauch! Michael is the Founder of The Closing Room, and he joins the host Molly McGrath to give his tips to help attorneys retain more cases and see their closing rate skyrocket. 

 

Takeaways: 

  • In 30 days, you can follow the system model laid out in the closing room and see promising results. 

  • It’s important to have a solid structure laid into place in your law firm in order to see the closing rate go up. You don’t want your closing process to be entirely reliant upon one person, and if it needs then that needs to change to the point that you can plug in anyone.

  • Oftentimes, attorneys are running their own consultations. If the goal of the consultation is to get the client to stay with the firm, you don’t want to give them legal advice and then risk giving that away for free. 

  • If you have the right structure in place, then legal advice isn’t necessary and then you can close between 60 to 80%. At the end of the day, it all comes down to the structure you have in place. 

  • Part of sales is empathizing with the prospect. You can let them share their story but you need a process in place that gently guides them toward retaining your law firm.

  • You want to make sure you are getting a deal done during the consultation. If you don’t get someone to sign on the dotted line, it is almost a guarantee that you won’t see that potential client sign with you.

  • Most of the time, the issue isn’t poor quality leads but rather it’s the inability to close the deal in the conference room.



Quote of the Show:

“If you have the right structure in place, you never have to give legal advice” - Michael Patrick Strauch



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