Know-How Exchange : Customer Behavior

"Whats the Best Way To Gain A Phone Presentation With an Attorney?" - why, offer them money of course! And a little prestige or exclusivity won't hurt.


Also, if you have usage stats on the sites that you can hammer them with, use those data too. How many times a month will someone be looking for an attorney in that category?

"I'm going to plug someone into this position this week, so we must speak soon. There are some qualifications and verifications I have to do about you also, so we should talk soon to find out if it's right for you..." etc. "One case (or whatever) from our system, more than pays our fees."

I'm not sure the telephone is the best method. Most firms have websites and email addresses to each attorney.

Soooooo, I suggest sending them an email. If you don't get any takers for specific zips, THEN do follow-up calls. Attorneys and doctors are next to impossible to get on the phone during business hours for sales calls. But a majority of them have computers and check their email regularly.

If you don't get any results with email and phone calls, try sending letters, or even invite them out to lunch.

I hope this helps!

Good Luck!

Hi TedK,

I have in the past been in a situation like yours where our target market was attorneys, and learned what works and what doesn't.

The thing is about attorneys is that most of them actually have a direct line, which is often listed on the firm's website along with their email.

Call them after 5PM, chances are very good they will answer.

Email is real hit or miss.

The best way to get the attention of an attorney is to be referred by another attorney - without question.

After looking over your websites and understanding how they work, here is my recommendation:

1) Find an attorney who is a pilot. This is easy, just go to your local regional or municipal airport and ask around. You should have no problem finding one.

2) Call them up and if you can't reach them, leave a message, tell them exactly what you want, that you know they are a pilot, what your website is about, that you would like to give them an exclusive opportunity, and that you would appreciate a return call if for no other reason than to get a referral from them if they aren't interested.

3) Do the same with an email - short email with a link to the avaitionattorney website.

4) Once you find one who is interested - which should not take long -ask them who they know that practices Environmental, Labor & Employment and Personal Injury etc.

With a referral from another attorney, you will be much more successful in getting the time and attention of other attorney prospects.

Good Luck!

Use phone, email, snail mail (envelop should have legal feel)

Build rapport with legal secretaries

Contact the firm administrator (member of alanet.org)

Match message to lawyer target, e.g. different for solo plaintiff lawyer than large defense firm partner

Go get ‘em