{"id":2312,"date":"2019-02-06T19:09:28","date_gmt":"2019-02-06T19:09:28","guid":{"rendered":"https:\/\/onpointlegalleads.com\/?p=2312"},"modified":"2024-11-25T20:07:58","modified_gmt":"2024-11-25T20:07:58","slug":"how-to-convert-more-leads-building-rapport-and-overcoming-objections","status":"publish","type":"post","link":"https:\/\/onpointlegalleads.com\/personal-injury-leads\/how-to-convert-more-leads-building-rapport-and-overcoming-objections\/","title":{"rendered":"How To Convert More Leads: Building Rapport And Overcoming Objections"},"content":{"rendered":"[vc_row][vc_column][vc_column_text]We can help you convert more personal injury leads<\/a> and even leads from other industries.<\/p>\n

Although this article is geared towards attorneys pursuing personal injury leads for sale, salesman of all professions could benefit from the tenants within.<\/p>\n

Significantly, this information originates from over thirty years of sales and marketing research, application, and experience.<\/p>\n

What you will uncover is advice discussing the following four main topics:<\/p>\n

\u2022 Building rapport.
\n\u2022 Overcoming objections.
\n\u2022 Taking control by asking the right questions.
\n\u2022 Closing the deal.<\/p>\n

Now, obviously attorneys are engaged in the practice of law. Yet, when growing their practice they need to understand certain aspects dealing with the business of law.<\/p>\n

\"convert-personal-injury-leads\"<\/p>\n

So, when lawyers pursue prospective personal injury claimants \u2013 or when salespeople pursue prospective clients in other industries – they can greatly benefit by engaging in the two phases inherent in every successful business: marketing and sales.<\/p>\n

Significantly, it\u2019s the latter part (sales) that many consultants believe is most lacking within many law firms. Odds are it may be lacking in yours too. And that is what we will aim to improve.<\/p>\n

One important note is the use of the word \u201cmore\u201d in the title. The reason that word is included is because leads \u2013 whether personal injury leads, auto accident leads, workers compensation leads, social security disability leads, or any other type of leads \u2013 must include people that qualify.<\/p>\n

Otherwise you will have convert zero leads to convert.<\/p>\n

So, with that universal premise, we will focus on strategies personal injury attorneys can use to measurably improve conversions of auto accident and personal injury leads.<\/p>\n

But as mentioned, this information can be adjusted to fit other industries, including health, finance, telecommunications, etc.<\/p>\n

Indeed, if you are not an attorney, this should still serve as a road map if you are interested in increasing your client base from in-house or third-party lead generation companies.<\/p>\n

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  1. \n

    Build Rapport: How to Get the Prospective Personal Injury Claimant or Client to Like You
    \n<\/strong><\/strong><\/h2>\n\n\n\n
    \u00a0\"\"<\/p>\n

    Want to build rapport with your prospects? Get them to like you by showing genuine interest in them and how you can solve their problems.Before covering the sales scripts that you can use, it is important that your prospective client likes you as a person. Because buying is an emotional process even when categorized as a business decision.<\/p>\n

    Simply, people buy from people they like.\u00a0 And they like people they\u00a0 trust.<\/p>\n

    According to Dale Carnegie\u2019s famous book<\/a>, you must be a good listener. That\u2019s the real key. Get them talking about themselves and the relevant qualifiers. This is your first opportunity to build rapport, and rapport is one of the most important factors in sales.<\/p>\n

    Simply put, people buy from people they like, and people like those who they relate. And, they especially like people who are<\/p>\n