Orientation               Why You Need to Market & Sell            Your coaches explain the philosophical underpinnings of...
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RainmakerVT Experience map 011012

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Here is the full scope of RainmakerVT, the world's first interactive virtual business development training for lawyers.

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RainmakerVT Experience map 011012

  1. 1. Orientation Why You Need to Market & Sell Your coaches explain the philosophical underpinnings of RainmakerVT, Video 6:30 Differently: Buyers Comments and why continuous training is so critical to business development. They share the results of studies that explain why lawyers often struggle in the marketplace, and give you a taste of buyers surprising reactions to typical lawyermarketing and sales behaviors - and why they prefer the Getting Found/Getting Chosen framework.1. For what do you It’s not who you know, but who knows you -- more importantly, what they know you for.want to be known? The good news is that it’s completely within your control. 1. “Door Opener”: Associating Your “Door Opener” is business issue that requires a prospect to hire Video 12:40 Yourself with Issues That someone with your skills. Legal-service nouns, e.g., “Litigation” or “M&A,” with Quiz Drive Demand are not part of buyers’ language, and will exclude you from the conversations that matter. Here’s how to defince yourself so that you’re included. 2. Profiling Your Optimal You don’t have time or resources to pursue “everyone” or “anyone.” Video 9:00 Audience Here’s how to define who wants to come to you. with Quiz2. Thought Your “brand” is whatever people hear you talk about regularly. Become perceieved as an expert in a context that counts.Leadership 1. Uncovering a Business Issue Associate yourself with business issues that drive demand for your service. Video 13:00 That Opens Doors for You with Quiz 2. Using Media Power to You can’t knock on enough doors to succeed - even if people would let you in. Video 15:00 Penetrate Markets You need the help of trusted media. with Quiz 3. Expanding Your Network Writing an article is the beginning, not the end. Learn how to use an article Simulation 16:00 From Your Desk idea to manufacture a network of people of exactly the right type for you. 4. Expanding Your Network This is the experience without the video instruction or coaching. Go through Review 5:00 From Your Desk -- Practice Mode a 5-minute review of the simulation decisions just before applying the skill in the real world. 5. Expanding Your Network Completing “Ready Mode” within a time limit that doesn’t permit thinking Certification 5:00 From Your Desk -- Ready Mode about the answer, and where each incorrect response means starting over, proves that you have internalized the skill and can perform it in the real world without thinking. 6. Your Media Campaign - Maximizing the value of PR: Becoming a rock star in your niche. Video 15:00 - The Social Web: Creating communication channels that you own or control. with Quiz3. Message Create a unique message and communicate it to your optimal audience 1. Drafting a Crystal Clear Your message can be an effective gateway to bring in the right prospects Video with 6:00 Message That Attracts Prospects and keep out the wrong ones. Learn how to create filters that give you quiz and Repels Time-Wasters the advantage.1. Decision Process In 30% of selling situations, “No Decision” is the winner. That’s because few buyers have a reliable decision-making process. Frustration leads to “decision fatigue” that causes them to abandon the effort. By providing and facilitating a reliable decision process, you provide great value long before you’re hired -- and raise the odds of getting hired. 1. Learning the Company-Specific Your Door-Opener is industry-specific, i.e., it reliably describes a particular Simulation 20:00 Flavor of Your Door-Opener problem commonly faced by a particular type or subset of companies within an industry. You must learn the degree to which this problem affects the specific company and stakeholders with whom youre speaking. 2. Learning the Company-Specific This is the experience without the video instruction or coaching. Go through Review 5:00 Flavor of Your Door-Opener -- a 5-minute review of the simulation decisions just before applying the skill Practice Mode in the real world. 3. Learning the Company-Specific Completing “Ready Mode” within a time limit that doesn’t permit thinking Certification 5:00 Flavor of Your Door-Opener -- about the answer, and where each incorrect response means starting over, Ready Mode proves that you have internalized the skill and can perform it in the real world without thinking. 4. The Cost of Doing Nothing People only make the decisions they must make. The perceived impact of a Simulation 20:00 problem determines whether or not the company must make a decision or not. 5. The Cost of Doing Nothing -- This is the experience without the video instruction or coaching. Go through Review 5:00 Practice Mode a 5-minute review of the simulation decisions just before applying the skill in the real world. 6. The Cost of Doing Nothing -- Completing “Ready Mode” within a time limit that doesn’t permit thinking Certification 5:00 Ready Mode about the answer, and where each incorrect response means starting over, proves that you have internalized the skill and can perform it in the real world without thinking. 7. Stakeholder Alignment Even when a problems impact absolutely demands a solution, the inability Simulation 20:00 of those with a stake in the problem to align, i.e., reach a decision of any kind, creates a tar pit that consumes many otherwise-promising sales. 8. Stakeholder Alignment -- This is the experience without the video instruction or coaching. Go through Review 5:00 Practice Mode a 5-minute review of the simulation decisions just before applying the skill in the real world. 9. Stakeholder Alignment -- Completing “Ready Mode” within a time limit that doesn’t permit thinking Certification 5:00 Ready Mode about the answer, and where each incorrect response means starting over, proves that you have internalized the skill and can perform it in the real world without thinking.1. Contacts & Referrals It’s not who you know, but who knows you. Contacts are currency. Learn how to manage, expand and refresh this irreplaceable asset. 1. Gaining Access to Decision- The biggest challenge is getting in front of people. This method: 84% Video 13:00 Makers success rate. Others: 84% failure rate. with Quiz 2. Transforming Social Contacts Is your contact list full of well-placed people who never buy from you? Video 12:00 Into Business Contacts Heres how to earn the transition without risking the existing relationship. with Quiz2. Events Events command a huge share of lawyers’ marketing time. Yet for many, they yield little by the way of new business opportunities. Hint: It’s not the fault of the event. 1. Networking Events How to get from “Hello” to a scheduled meeting about a problem that Simulation 30:00 requires your skill 2. Networking Events -- This is the experience without the video instruction or coaching. Review 5:00 Practice Mode Go through a 5-minute review of the simulation decisions just before applying the skill in the real world. 3. Networking Events -- Completing “Ready Mode” within a time limit that doesn’t permit thinking Certification 5:00 Ready Mode about the answer, and where each incorrect response means starting over, proves that you have internalized the skill and can perform it in the real world without thinking.3. The Rights to You can only progress at the buyer’s pace, not yours. You must earn progress without over-reaching and causing the buyer toAdvance apply the brakes. 1. Conducting the “Next Steps” At the networking event you met and scheduled a meeting with someone Simulation 20:00 Call or Meeting with a problem that requires your skills. Heres how to help them drive the process of becoming your client. 2. Conducting the “Next Steps” This is the experience without the video instruction or coaching. Go through Review 5:00 Call or Meeting a 5-minute review of the simulation decisions just before applying the skill in the real world. 3. Conducting the “Next Steps” Completing “Ready Mode” within a time limit that doesn’t permit thinking Certification 5:00 Call or Meeting about the answer, and where each incorrect response means starting over, proves that you have internalized the skill and can perform it in the real world without thinking.4. Efficiency & Lawyers scarcest asset is time. Why start every marketing initiative at zero? Have each action build on the previous one.Leverage 1. How to Optimize a Speaking If your marketing effort begins and ends with your speech, youll Video with 10:00 Engagement never get anywhere. Quiz5. Finding a Point You cant talk to a company, only to a person within a company. So, who will that be, and why would they want to speak with you?of Entry 1. Identifying Less Obvious Lawyers spend far too much time marketing or selling to other lawyers, Video with 8:00 Stakeholders in Your Door-Opener whether corporate counsel or referral sources. There are better Quiz destinations that offer fewer barriers and less cmpetition.6. Formal Competition More companies are organizing formal buying schemes, e.g., RFPs, beauty contests, especially for more mature services. Either youre controlling it, or its controlling you. 1. Winning “Beauty Contests” and Contain your costs of sales and win - or identify an alleged opportunity Simulation 20:00 other formal procurement as a loser and opt out gracefully. competitions 2. Winning “Beauty Contests” and Go through a 5-minute review of the simulation decisions just before Review 5:00 other formal procurement applying the skill in the real world. competitions -- Practice Mode 3. Winning “Beauty Contests” and Completing “Ready Mode” within a time limit that doesn’t permit thinking Certification 5:00 other formal procurement about the answer, and where each incorrect response means starting competitions -- Ready Mode over, proves that you have internalized the skill and can perform it in the real world without thinking.7. Planning Few lawyers do much that’s worthy of the word “planning.” It doesn’t have to be cumbersome, time-consuming or complicated - merely disciplined and logical. 1. Create a Marketing Plan Thats This video and worksheet will help you build an actionable plan based on Video with 12:00 Actually Useful specific goals that are important to you. Quiz8. Pricing Manage the client issue that gives lawyers ulcers. 1. Collaborative Approach The billable hour is not the future, but were stuck with it for awhile. Video with 14:00 to Pricing Quoting an hourly rate doesnt help clients. With your client, develop a Quiz reliable estimate that eliminates risk for both of you (and helps competitors discredit themselves at the same time).9. Starting Over All products and services eventually mature. Anticipate it and prepare for it. 1. Reinventing Yourself When Its Demand slowing? Rate pressure increasing? Harder to get to top Video with 20:00 Time to Refresh Your Practice decision-makers? It may be time to start reinventing yourself. Heres how. Quiz10. Writing for the Legal writing has no place in marketing, where your purpose is to prove their need to hire someone, not to prove your legal expertise.Market 1. Write High-Impact Use the PAR framework to write high-impact articles that open media Video with 10:00 Articles Faster doors, segment the market and establish your thought leadership. Quiz

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