“We’re Talking to Other Attorneys” – Obstacle or Opportunity?

By Ari Galper, the world’s #1 authority on trust-based selling

More attorneys are running into this roadblock every day: “We’re talking to other attorneys. We’ll get back to you when we’ve made our decision”.

Hearing that at the end of a promising initial prospect conversation is deflating. It is a gut punch.

Should you just passively accept it, smile, and say: “No problem, it was a pleasure meeting you.”

I don’t think so.

The need to “shop” other attorneys is a form of resistance, and there is one possible reason it continues to come up for you in your initial conversations.

They felt you didn’t “get them” at a deep level or your approach was like other attorneys they’ve already spoken with.

They’re reacting to how you’re selling, not to what you’re selling.

Attorneys are at a crossroads in this situation.

When you hear: “We’re talking to other attorneys. We’ll get back to you when we’ve made our decision,” what should you do?

Should you wait for them to get back to you?

You know deep down they probably won’t.

Should you let them go and tactfully follow up later, to hopefully reignite the conversation?

You lose your authority and leverage as an expert when you chase prospects. Given the very low conversion rates that result from this behavior, it’s not an effective use of your time.

Here’s some insight on this situation.

Psychologically, your prospect is approaching their financial issues the same way people shop for a car, wanting to visit a few car lots to get an idea of what they want.

What make, model, color, style of car do they want exactly?

They’re in “browsing mode” because they have an idea what they want, but no insight into what they need.

Here’s what you can say in response:

May I ask, what is the criteria that’s most important to you, which you feel is a requirement, to finding the attorney you want to work with? If you were to boil it down to one thing, what would that be?

That profound question is bound to stop them in their tracks because that is probably the first time they’ve ever been asked it.

Up until this point, they’ve been approaching their situation passively, believing that gathering information and seeing other attorneys will help them solve their problem.

It won’t.

Seeing multiple attorneys only overloads them with information they can’t process on their own, and they will rarely feel 100% confident about making a final decision.

By asking them the above question, you’ll shift them out of their disengaged mindset.

You see, other attorneys are unlikely to challenge them in this way – this differentiates you as a bold truth seeker.

This is your best chance at recovering a potentially lost sale.

To learn more sales conversation strategies and principles like it, order your complimentary book and private consultation below.

If you’d be happy with 3 – 5 additional new high income clients per month and are losing potential clients on your first conversation who are not willing to commit to working with you -- and find yourself overly reliant on referrals...

Then it's time for a new mindset shift -- away from free consulting, over-educating and "following up", that doesn’t conform to traditional legal industry norms…

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In this ground-breaking new book, you’ll discover:

How to break the endless cycle of potential clients “shopping” you against other attorneys, putting you in a position of having to “prove” yourself
New ways to get to the truth in your initial sales conversation, so you are selecting them, rather than them selecting you
The secrets to easily moving the sales process forward without giving away your value or doing “free consulting”
Why focusing on your prospect’s truth is more important (and profitable) than focusing on making the “sale”
How to onboard new clients in one single meeting or zoom conversation… yes, this is possible!

Meet The Author

Ari Galper is the world’s number one authority on trust-based selling and is one the most sought-after sales conversion experts for attorneys.

He is the creator of Unlock The Game®, a completely new revolutionary sales approach that overturns the notion of selling as we know it today.

Ari has been featured in CEO Magazine, SkyNews, Forbes, INC Magazine and Family Law Magazine.

His newest book, “Unlock The Sales Game”, has become an instant best-seller among attorneys worldwide.

With clients in over 35 countries, his global sales systems have become the most successful Trust-Based Selling systems of our time.

In a day and age where technology rules the selling world, for many growth-oriented attorneys, deep trust has taken a “back seat” to the sales process.

Ari’s personal insights on how to build trust between buyers and sellers continue to break new ground in the legal industry.

Ari has been on a mission for the last two decades to change the legal world through trust.

Through his sold-out talks all over the world and his in-house trainings for high-producing attorneys, Ari has become the global ambassador to businesses all over the world.

He regularly connects with global business icons and leaders of industries seeking his counsel on how to infuse trust in their organisations and across their teams.

Ari is a true “disruptor” in the legal industry. He has been endorsed by legendary sales mentors like Brian Tracy who said: “Ari Galper’s trust-based selling approach is the greatest sales breakthrough in the last 20 years”.

His work in the trust-based selling field, focusing on reversing control of the sales process, from buyer to seller, is considered category-of-one thinking, with over a two decades of proven execution and results.

Ari’s sales growth consulting firm has a growing waiting list of attorneys wanting access to his unique Trusted Authority lead generation models and sales conversion strategy advice.

Ari is also the author of “Lessons From Toby”, a special book about his son Toby who has Down Syndrome, who has made a major impact on Ari’s approach to teaching authenticity and trust in his Trust-Based Selling approach.

“Ari Has A Special Gift Every Divorce Attorney Needs To Experience” Ari Galper is one of the rare gems that is so good at what he does, you don’t even realize the incredibly nuanced work he undertakes to get your language and composure and conversation so on point, that the natural next step for a potential client is to engage you further in a way that is authentic to you. I have met many “gurus”…Ari is the real deal. If you haven’t met with him, rectify this immediately. Best investment I ever made in my practice that has absolutely revolutionized my initial conversations with my prospective clients. He is also a caring and awesome human and so fun to work with!

Geovanna Jammo

Family Law Attorney