The Power of the Pre-Sale

Gerry Oginski teaches lawyers in the Lawyers Video Studio

Imagine a potential client coming into your office and they beg you to take their case. You say no, but they beg, whine and desperately want you to handle their matter. Feels really good I tell you. Really good. It never used to happen that way until…I figured out the power of the pre-sale.

In the ‘old days’ suspicious clients who distrusted us would waltz into our off and then tell us that “maybe” they’d come back, after they talked to five other lawyers first. I know that never happened to you, it only happens to those ‘other’ lawyers. To be upfront, I can count on one hand the number of times that happened to me in 23 years of practicing law.

In the ‘old days’ if a new client came in from a source other than a trusted referral source, they knew nothing about us. they didn’t know how we could help them. They didn’t understand how the lawsuit process worked and what type of experience we had. Those were the good old days?

The power of the pre-sale educates potential new clients. It teaches them and shows them things they need to know. The pre-sale does absolutely NO selling. NO pitching. Nothing that even remotely looks like “Come to me because I’m great and I’ve been doing this for 20 years.” It never attracts clients based on an immediate pitch saying “You need to call immediately.”

The pre-sale just teaches. When you teach, you are looked upon as a trusted expert, provided you only teach and do not sell. If you understand the power of the pre-sale, you’ll come to understand why your online viewers who visit you, want you, regardless of whether you can actually take their case.

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Testimonials

avatarGerry, it was great to meet you and I am proud to say I have got my first video up on the web! Your online course is excellent. Take care.

David Brannen
Resolute Legal