Good afternoon friends,

 

My name is John Sherry, I have been selling copiers for almost 6 yrs now. I started when I was 21 yrs old. I have been experimenting with the best approach to cold calling law firms and seem to be getting some rejection. My question is does anyone have any particular presentation or script that has worked well for them currently or in the past?

 

 

Thanks for the help,

 

John Sherry

Original Post

John:

 

There is no golden goose for the right script.  You will always get rejection. If you're getting rejection all of the time then you may need to change your script. 

 

It's very rare that on the first call I will get an appointment with any new account.  My appointments with new accounts come after many calls and in some cases they could be two years or more in the making.

 

One thing I try to do when making vertical market calls is to the DM that we've also worked with other law firms like Smith & Wesson, Procter & Gamble and Levee, Mei & Alonee (Just a joke here, but the idea is to give them the name of other law firms that you have worked with and they may know) to either lower their costs, improve workflow and help with a business process.  You can get much of the connection information from LinkedIn in most cases.

 

Anyone care to add? 

I've had recent success speaking to law firms about document management and accurate chargebacks to their customers. The ability to archive and index searchable documents is a big time saver for law firms. Here are some good high-level questions to ask:

 

How do you accurately chargeback prints to your clients?

Do you use PC law?

How often do you outsource color prints for special clients?

How do you manage your paper documents?

Where do you store your paper documents?

How much is it costing you to store your paper documents?

What is your process for archival and retrieval?

How long on average does it take you to retrieve a document?

Have you ever considered a document management system?

 

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