Elder law is probably not your practice area, however, you do have objections from prospective clients and you do need to figure out how to deal with them in a way that maximizes conversion. You know, those things prospective clients say around money issues or needing to think about it when you finish your pitch. I am writing this article on the topic of objections to help you think through how you will deal with your prospective client objections regardless of your practice area.

One thing to pay attention to with objections is the managers mantra in attorney marketing. The mantra is: If you cant measure it. You cant manage it. Thinking through what you will say when objections occur and scripting out the responses (without memorizing them though) allows you to not be surprised or maybe anxious while having to figure out on the fly how to respond. You need to have a plan in advance with attorney marketing conversion skill sets.

Having a script (your plan) also enables you to test for scripts that are working versus those that are not working as you hone the script to the best it can be in order to maximize the number of times a client says your hired (even though you might say the words slightly differently each time you use the script). After all, if you are excellent at attorney marketing in general but poor at conversion skills you will have to work a lot harder. Finally, if you have a lot of unconscious competence in handling objections in your practice now, if you put that on paper it becomes valuable attorney marketing intellectual property that becomes an element of what you sell one day when you sell your practice. Also now it can be taught to others in your practice that then can become competent like you.

First let us talk a little about context or overall attitude to objections in attorney marketing. In classical selling the term is overcoming objections. We dont want to overcome anyone really. The last thing we want to do is back someone into a corner and overcome him or her. People dont like to be pressured and you dont want to look like a salesman. So dont approach dealing with objections in attorney marketing from a win/lose, right/wrong, or dominate/be-dominated perspective. This overcoming or pushy attitude can ruin your relationship and give the prospective client the impression you only care about making the sale instead of caring about them.

The attorney marketing attitude we need is one of not really caring if the person hires you or not. Sort of Buddha like in the sense you are not attached to what the client decides, however you are committed to them making a decision that is educated, well facilitated and right for them in their view even if the decision is no thanks. Thus no sales pressure ever is allowed in words or in attitude. If you find yourself wanting to convince the person then you are off track with attorney marketing conversion success.

Another key attorney marketing attitude is permission. You always need to get permission in attorney marketing from the prospective client if you decide to ask questions or make guesses that might make the client a little uncomfortable. Prospective clients indeed have concerns about moving forward and we want to help them explore those concerns if they give us the permission to do so. If not, then we dont want to go there as they say these days. You certainly dont want to get into a position where you are chasing the client to get the business either. If they dont want to go there then let it drop with respect for their position in the matter. Even if it looks misguided to you (more detail on this later). You cant win them all in attorney marketing for sure.

Well, enough for the context or attitudinal aspects of attorney marketing and lets move on to the draft scripts I made for my current elder care attorney to start his process and give you some food for thought. Note that we are still perfecting these scripts and these were just my initial input designed for him. Here you go:

Money Type Objections:

Note: Your attorney marketing sales script needs to be created as well sometimes called the pitch. If you craft that well, it will minimize the chance for objections or at least inoculate the prospective client to any objections that arise later. Thus the objections will be easily handled in a positive way. This article does not address this sales script attorney marketing skill set, only the objections skill set.

First response always: I can understand the fee could show up as a concern to you. Few people have unlimited funds who come to our practice with problems like yours. Would it be OK if I talked a little about your concerns around the fee? (Here the attorney marketing principle is agree, permission and then re-direct. First do the agree statement part and then the permission question part. The possible re-direct options comes next and start below.)

Possible re-direct: It is often useful to think of the fee more like an investment. The average cost of a nursing home per month in Florida is between $5,000.00 and $6,000.00. With the price of private pay incidentals, it is not uncommon to see the total monthly bill in excess of $7,000.00 or over $84,000 per year. For the investment of XXXX you will save about $XXXXX. Thinking of it that way the investment in our services is a really a great return?

Possible re-direct: By way of an example. If I were to offer to give you or save you $1,000 that you never would have had without me, would you give me $100? We are in a similar situation here dont you think? (Pause here for a beat or two for emphasis) At least that is one way to think about it.

Possible re-direct: If this fee is outside of your range, I will refer you to a financial planner not an attorney who may be able to accommodate the fee range you are looking for, however, using a financial planner has some distinct disadvantages you probably have read about in the material we gave you earlier. If you have not been able to read it as yet I would be happy to tell you about those disadvantages. If you do decide to go that route you need to be aware of the ways you could be harmed and maybe avoid them. I am not referring you to another attorney because from my research I know my fees are the lowest in the area for this practice area and that has been our firms policy by design to be the low cost provider (this one may be better in the pitch section than in the objections section also I dont recommend one deliberately be the low cost provider in a market but this client was at least currently).

Possible re-direct: In making the decision to do this, is the price you have to pay the only consideration for you? (This will get the focus off of just the price and on to quality and value for the price.)

Possible re-direct: Could the fee seem too high to you or is it that you just dont have a way to pay the fee right now and are wondering how to raise that kind of money now?

Possible re-direct: I certainly do understand. You dont go looking for the cheapest price when you need brain surgery and this is not exactly brain surgery. At the same time it is not like you are buying something you can find anywhere like a can of soup either.

Possible re-direct: I certainly do understand. Often people sort of automatically are thinking the price is too high. I do it too. Did you know that even people who sell parachutes to skydivers hear the cost is too much? So I understand. I am curious though. Could you tell me more about your concerns around the fee so I can understand better what your concerns are?

Possible re-direct: your price is too high say: You may be right. I am a bit curious though. Do you mind if I ask you a question? If you think our fee is too high, you must be comparing it to something. Do you mind me asking what is it that you are comparing it to? Or Can you tell me a bit more about what makes you think our fee is too high?

In Objections Part 2, I will give you the drafts for I want to think about it. If you go to my website and sign up for my free 7-part eCourse on Client Development you will find more on the general subject of attorney marketing scripts that includes the area of objections in the 6th lesson. You will also find sample scripts for the pitch that precedes any objections.

Henry Harlow has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at http://www.law-firm-marketing-coach.com.

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More and more people are purchasing a set of speakers for their iPods, some to replace their current home audio set ups in order to get rid of the cd collections that take up so much room, some to have a portable audio source for when they are away on holiday, some just for having some iPod speakers because everyone else is buying them! One of the problems we come across the most is people being faced with a huge selection of choices and feeling bewildered about what to buy. What I am aim to do is make your choice that little bit easier.

We can break down the different sets of speakers into the following categories:

Portable and powered by batteries.

Portable and powered by mains adapter.

Home Set up powered by mains adapter.

For those of you looking for a portable set that is powered by batteries there are a variety of excellent options at varying prices. Personally I am of the belief that whatever amount of money you are spending it is important that sound quality is pretty good as what use is a light speaker set that has crackily sound! If you are looking to spend under 50 then we highly rate both the Logic 3 i-Station 7 and the Monster iSpeaker. Both of these are very light to carry, are of a size very conveninet for putting ina backpack or suitcase and run for a good amount of time on batteries, sound from both is exceptional for this pricepoint with great clarity.

If you are looking to spend a little more then a lot of options open up in the 50 to 150 bracket. If lightweight is your number one problem then you will not go far wrong with the JBL On Tour, this is an incredibly lightweight unit that what it lacks in bass it makes up for in the sound clarity department. If you would prefer better sound quality then a step up to an Altec Lansing IM5 or Logitech MM50, Saitek A250 and for iPod Nano Owners the XtremeMac MicroBlast. All of these provide excellent sound alongside good looks and a highly portable structure. Once your budget is going over 150 you are in to the realms of a great portable system in the Altec Lansing IM7, thumping bass, crystal clear treble and a great portable structure, definetly the daddy of portable iPod Docking Stations and Speaker units.

If you would like something that can be considered portable but don't mind having to use a mains charger then there are a couple of good options available. One of our favourites is the Macally IceTune, this is indeed one of our top 5 iPod accessories altogether, when stacked up it looks like a coke can and has two separate speakers that can be removed and pointed to send sounds in different directions, the sound quality is excelletn for only 39.99 and it is very much portable but does require mains power. The JBL On Stage is another wonderful compact and lightweight unit that can be plugged into the mains for power and will charge your iPod while you listen to it, very high quality sound, lacks bass a littel but you are compromising bass to have such a small portable unit, clarity of sound and loudness are both very impressive. Another excellent unit in this bracket is the Logic 3 iStation 8, newly released and keeping up the fabulous reputation of the iStation 7 this really is worth the money, great combinations of bass and treble and very much a portable size and weight.

For the home set up there are a variety of options and in honesty the best value speakers in our opinion come at this price point. For just 59.99 you can have a pair of JBL Creature II's, these are surely one of the greatest home electronics products to ever hit the market, the bass is phenomenal and the clarity is superb, vocals sound great for many types of music, they also look very appealing and are bound to interest visitors who glaze their eyes upon them! Also in the JBL range are the Encounters, these expand on the Creature philosophy of an alien themed set of speakers and have even stronger bass, they are quite simply phenomenal! At this price point we also have the Harmon Kardon Soundsticks, for a long time these have been my individual favourite speakers, they are see through so you can have a look at what is going on inside and provide possibly the clearest vocals you will hear from iPod focused speakers they are simply outstanding, perhaps not as strong bass as the Encounters but still more than enough for most pallettes. For anyone considering a home iPod set up I strongly suggest a very close look at the Harmon Kardon Soundsticks they are oustanding and will fit in to 99% of home settings in the living room, dining room, kitchen etc!

Hopefully this guide has been of some use to you choosing your speakers, firstly establish which of the three categories your requirements for speakers come into and then you can use the above advice to direct you to some great units, we wish you the best of luck in your choice!

Nick Segrue is the Managing Director and Founder of http://www.mp3additions.co.uk MP3 Additions is one of the UK's fastest growing online retailers of iPod Accessories and strives to supply only the highest quality products that will always enhance your iPod experience. All products are thoroughly tested before being offered for sale and the staff at MP3 Additions are happy to advise you on any products you are interested in or catch your attention.

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