EZ Lawyer Sales

Elite Training “EZ” Series

EZ Lawyer Sales Tutorial

Lawyers, Attorney’s, Barristers, Solicitors, or whatever you want to call them … are one of the most attractive, yet toughest niches for marketers to break into.

In this “EZ” guide installment I’ll show you how you can bust your way into this seemingly impenetrable quickly and effectively, pitching a very simple product.

It’s a product so frequently used, in-demand, and obvious, but I bet you’ve never even thought of it! And it opens the door to so many more marketing services.

“Little Hinges Swing Big Doors”. W. Clement Stone

Step One:

The #1 Easiest
Product to Sell To Lawyers

 

Can you guess what it might be?

 

It’s … Letterhead.

Lawyers LOVE nice letterhead and the vast majority have ones they wish were nicer.

Letterhead (and stationery in general) is a marketing product no one ever thinks to sell. Yet it’s so easy and effective for getting your foot in the door and opening endless marketing possibilities.

But is there money?

Yeah absolutely, both for immediate profit and potential profit.

Too many marketers try to pitch lawyers cold with offers like SEO, Web Design, and Reputation Management but that’ like expecting to hit a home run at every pitch. Impossible.

Consider these advantages:

  1. You can pitch letterhead to office staff — (and they love it) — making prospecting a breeze.
  2. It appeals to lawyers ego, making them typically very excited during the project.
  3. Letterhead is a critical part of their “brand”, which leads to more involved marketing like logo design, web redesign, print collateral, etc. It makes upselling natural and easy.

Plus, letterhead & envelopes are great recurring income because they often run out of them multiple times a year — giving you repeat orders that can last many years (or even decades).

 

Next I’ll share the EZ secrets to designing, pricing and fulfilling letterhead.

Step Two:
Design, Pricing, and Fulfillment

 

Unlike flyers, postcards, brochures, and even business cards,  letterhead (and envelopes) hardly ever require complex design. It’s very minimalistic.

This means outsourcing design is generally quick and inexpensive, and you can reuse the same templates over and over forever.  I’m even including the main template I use 90% of the time. Even DIY design is a perfectly fine avenue if you’re feeling adventurous.

Even DIY design is a perfectly fine avenue if you’re feeling adventurous.

DOWNLOAD THESE TEMPLATES
FOR YOUR OWN USE

Here’s a great resource to get you started …

I’m giving you the Letterhead template that I personally use myself for most all of our clients. I couldn’t tell you how many times I’ve simply resold this exact design over and over – and continue to do so. I always show them these three variations:

Often there’s minor variations like color or different fonts, but 99% of the time it’s just a matter of editing something minor and we’re done.

As you can see, there’s a full stripe, no stripe, and partial stripe variation. Use this image yourself freely, from attaching it to emails to putting it on your website.

Download the comparison image here.

Download the fully editable source PSD here.

I’m giving you full permission (license) on these to:

  • Use them on your website, emails, or promotional material
  • Use them in your client’s printed material
  • Sell the templates to attorney clients (not the public or in marketplaces, etc.)

Done-For-You Fullfillment
(and What To Charge)

Fulfillment is the very least of your worries.
You can print letterhead online at discount printers like gotprint.com or you can (ideally) use my inexpensive services and drop ship them blindly, just shoot me an email.

Now it’s time to make some money!

Step 3:
Scoring Clients

Sticking with the “EZ” concept, ahead are the most simple strategies that guarantee the easiest results.

There’s three basic pillars:

  • Put good prospect lists together
  • Don’t give pricing upfront – wait for them to inquire
  • Use templates

TARGETING

PROSPECTING

Upsells

 

The goal isn’t to just sell letterhead, it’s to sell more products and services.

Letterhead is just the easiest way in.

While upsells are beyond the scope of this “EZ” sales training – I’d still like to share some useful opportunities.

Here are the top 5 marketing tools I often upsell.

Digital Marketing

 

I’m a direct marketing guy, and I don’t claim to be an expert in digital marketing – but I know plenty of you are and have digital marketing as the goal of what you want to sell to attorneys.

If you’re an elite member, you’ve got access to our Facebook group where plenty of us are proficient in digital marketing specialties and you can find (or provide) help.

Some common digital marketing for lawyers are:

  • Web Design
  • SEO
  • PPC
  • FB/IG/YT
  • Reputation Management
  • Video

Final Summary

Congratulations you made it through this EZ tutorial, hopefully with flying colors!

The fact is, letterhead is an all-around simple-to-fulfill marketing product that gets you in the door of attorneys like nothing else can.

Attorneys are wonderful clients to work with but they’re notoriously guarded and difficult to break into via other marketing methods – so I really hope you give this is a shot if you’re trying to get more lawyer clients.

And don’t be afraid to sell it remotely and scale. Just hire someone to get on the phones and ask if it’s OK to send letterhead pricing- seriously it’s that simple.

It’s a desired commodity and the rest just falls into place.

Comments 16

  1. Once again you’ve opened the toy store to shed some very actionable steps to help you make sales. If you are unable to sell after following these instructions, I would suggest you did not read everything. Go. Ack and read it.

  2. I don’t know how it could get any simpler and easier than this to make fast money and grow it into a booming business. And system will work great for more than just attorneys. Awesome as usual Jake.

  3. Bob Ross, (Jake) – this is a great product, especially to help me figure out how to approach attorneys. They are hard to get in there. I have some great products for attorneys, but not good at getting in front of them. So this is a great approach to get something they really need, and then can offer them some great upsells. Love this. Thanks for putting out some great content! Again! As always.

  4. Bob Ross – This is put together very well. A Step by step approach to go after Lawyers but Also Similar types of Professionals. You show how to find that Niche, contact the Lawyers using multiple facets. Someone who has no experience or A season Veteran have many take aways. Well Structured.

    Thanks again for producing an awesome simple to follow course.

  5. What a great system anyone can use to get a foot in the door of a lucrative niche. You can tell it isnt some theory based info like many others put out, you’re the real deal and do this type of stuff daily. Everything is laid out in such easy, actionable steps that anyone can follow.

  6. Being a former printer I can’t believe I never even thought of this. I stay away from Attorneys with the experiences I’ve had with them. This avoids dealing with the Attorney altogether. The remote sales tips are great and right down my alley with where I’m going. If you want to get out there and start selling products this will give you a great foot in the door. Jake you’ve done a great job of breaking down the sales process into easy actionable steps.

  7. This step-by-step process is a no-brainer. Jake, once again, you’ve managed to make this look soooo easy! The samples, the scripts, and the sample pricing allows anyone to start making some $ TODAY. Looking forward to seeing the other niches as well!

  8. You seem to have a penchant for simplifying the information that most people over complicate in their mind.

    This is a super read Bob and very easy to take action with. This niche can be very lucrative and you’ve shown the ‘ez’ way to travel within it.

    Great job.

  9. What I love about Jake’s trainings is that they are always easy to read and easy to follow. I can’t think of anything you’ve left out here. This guide is brilliant in its simplicity and clarity, and the method set forth could just as easily be adapted for doctors and other professionals.

    With a little bit of hustle and a few hours of phoning or emailing prospects each day, I calculate that anyone can easily clear $400 profit on a single package sale of letterhead, blank stationery to go with the letterhead, envelopes, appointment cards and business cards. Seems like it would be pretty easy following Jake’s simple instructions to grow your business to $100,000 yearly income selling nothing but lawyer stationery, business cards and appointment cards that every lawyer needs and will need to reorder throughout the year. And once you get your foot in the door with this simple product, you are only limited by your imagination as to the additional products and services you can sell these same clients once they come to trust and rely on you.

  10. I had a photo business for years and got a printer so I could do my own custom greeting cards (because I was to critical about color) and oh, the extra money I could have made. I wish I had had this then, but what an amazing foot in the door to make a great relationship start. So easy to follow these training steps, job well done.

  11. Just read this finally since I’ve been trying to get to it for the past week. Have to say that Jake has a gift of deciphering what seems to be a difficult situation into a astounding plan of action.

    This is a wide open market for those who take action. Too many professionals are taking their business to kinkos, office depot, God forbid a local printshop and staples when they could be doing business with you.

    Hats off Jake – another winner buddy.

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