This document provides business development and client retention tips for law firms. It recommends focusing resources on core strengths rather than trying to appeal to everyone. Firms should track referrals and follow up on leads personally. Developing a sales culture and training young lawyers in business development can help foster new business. Implementing a proposal policy and conducting client feedback interviews also supports retention and business growth.
Projects to Promotions, LLC helps non healthcare and healthcare business entrepreneurs with training, podcasts, workshops, seminars, coaching, teleconferences, etc
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
Projects to Promotions, LLC helps non healthcare and healthcare business entrepreneurs with training, podcasts, workshops, seminars, coaching, teleconferences, etc
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
Common mistakes made by sales people and how to avoid them - Juma WilliamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid themJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid them juma williamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Sales is, at its core, a communication-based business. After all, if customers could make an informed purchase decision without communication, there would be no sales people. Learn five essential strategies for success in sales communication that you can apply to improve sales results today.
The Ultimate Guide to Professional Development for Sales ProfessionalsThe Muse
Are you a salesperson who wants to be even better at your job? Or, just wondering what it takes to have a great career in the sales world?
Look no further.
The Muse asked some of the best sales professionals out their for their secrets to success, and brought it all together in one place. Flip through for their practical tips and resources for upping your career game.
For exciting job opportunities, expert advice, and a peek behind the scenes into fantastic companies and career path check out the http://www.themuse.com. Everything you need to find a job and kick ass in your career.
Inform, don't sell - selling in the social media ageCraig Pickering
Selling has changed with social media...forever.
If you don't recognise this, then your business will suffer and you will lose to those who embrace this new selling technique.
CREATIVE IDEAS; TANGIBLE and INNOVATIVE SALES & PROSPECTING STRATEGIESstampjennifer
OPEN DOORS. Getting in front of more prospects will lead to increased SALES and there are hundreds of creative strategies to get new clients and leverage existing ones... here are just a few ideas.
Learn the keys to creating outstanding customer experiences that can lead to sale in this dynamic presentation originally delivered by Deb Brown to farmer's market stand owners.
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
Common mistakes made by sales people and how to avoid them - Juma WilliamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid themJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid them juma williamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Sales is, at its core, a communication-based business. After all, if customers could make an informed purchase decision without communication, there would be no sales people. Learn five essential strategies for success in sales communication that you can apply to improve sales results today.
The Ultimate Guide to Professional Development for Sales ProfessionalsThe Muse
Are you a salesperson who wants to be even better at your job? Or, just wondering what it takes to have a great career in the sales world?
Look no further.
The Muse asked some of the best sales professionals out their for their secrets to success, and brought it all together in one place. Flip through for their practical tips and resources for upping your career game.
For exciting job opportunities, expert advice, and a peek behind the scenes into fantastic companies and career path check out the http://www.themuse.com. Everything you need to find a job and kick ass in your career.
Inform, don't sell - selling in the social media ageCraig Pickering
Selling has changed with social media...forever.
If you don't recognise this, then your business will suffer and you will lose to those who embrace this new selling technique.
CREATIVE IDEAS; TANGIBLE and INNOVATIVE SALES & PROSPECTING STRATEGIESstampjennifer
OPEN DOORS. Getting in front of more prospects will lead to increased SALES and there are hundreds of creative strategies to get new clients and leverage existing ones... here are just a few ideas.
Learn the keys to creating outstanding customer experiences that can lead to sale in this dynamic presentation originally delivered by Deb Brown to farmer's market stand owners.
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
Una selezione di viaggi e destinazioni per il mese di Gennaio 2014. I nostri consigli su viaggi di nozze, boutique hotels, soggiorni benessere, offerte voli e programmazioni date concerti e vari spettacoli
These pages are the ones I wrote in Delta Bridges' Summer City Guide 2011 while I was working as an Intern for the company (Editor for Delta Bridges Medias ltd, Zhuhai, China.)
Sales skill devlopment-How to mastery over sales and make sales conversionDr.Mukesh Garg
No matter the type of business, sales and marketing are the heartbeat of growth and development. This makes sales representatives one of the most important members of a business’s team. Some people have innate abilities that make them good sales representatives, but the best sales reps have spent years honing their skills. Sales development skills come with time, experience, and training from qualified coaches and leaders. There are so many facets to sales and marketing skills, that up-and-coming reps often struggle with the wealth of information they need to internalize.
Whether coaching a team of new sales reps for business purposes or otherwise, grasping the basics helps to break down these sales development skills into an easier-to-understand and teach format. Here are eight must-have sales development skills every sales rep should have.
Hello myself Dr Mukesh Garg
I am a senior consultant at Garg Hospital and Director Found of Fotokart Digital private limited
eager to meet you to discuss business mindset and day-to-day challenges in our business and personal life, and practically used handpicked solutions for these challenges
If you are doing any business of selling products or service provider and want to create an online store
You can download and try our free marketplace app a business solution tool
https://play.google.com/store/apps/details?id=com.fotocart
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
How to define yourself to your target audience and not let the market to define you. High Net Worth clients want to hear that you understand their needs, goals and aspirations before they allow you over their walls.
This presentation focuses on networking tips and strategies attorneys can use to build their business and enhance client relationships.
Key Topics include:
-How to identify and build your network
-Building your personal brand to improve relationships
-Online and offline tools for effective client development
-Effective strategies for maintaining relationships
The Company Corporation and SCORE walk through the steps for "How to Really Start Your Own Business". Experts from SCORE share start-up success secrets, including focusing your business idea and where to look for small business financing.
Financial Advisors Have a Really Tough Challenge. First They Need to Ditch the Product Mentality and Create a Unique Marketing Message. Next They Need to Build a Platform That Seamlessly Integrates Modern Tools and Strategies.
One of the biggest things you need to manage as an SEO is other people. In this conference deck from Search Marketing Summit in Sydney in May 2022, I talk about how I approach stakeholder management specifically through the lens of SEO and digital marketing.
7 costly mistakes to avoid when networkingStuart Walton
It is a fact that companies who do not network are missing on a rich stream of new contacts and business that can make them more successful & profitable
It can also help them to understand their customers and the marketplace better whilst testing their message and its effectiveness.
The other fact is that many people who do network make mistakes which can cost them winning new business.
Now we all make mistakes. So what can you look out for and how can you maximize your networking activities by avoiding these costly errors?
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
13 0723 webinar q & a markets and getting to them & legal
Working smarter, not harder for interlex on linked in
1. Working Smarter, Not Harder
Working Smarter Not Harder
Business Development and Client Retention Tips for Interlex
Members
Presented by:
JoAnne Wakeford, Director of International Business Development
FMC Law
FMC Law
November 9th, 2012
1
2. Be Smart About Your Business
• Stop wasting your money
Stop wasting your money
• Don’t leave anything on the table
• Sales is not a dirty word
Sales is not a dirty word
• Just say no, thanks
• Checking in with your clients
2
3. Stop Wasting Your Money
• The shotgun approach for marketing no longer works
The shotgun approach for marketing no longer works
– You must consider your audience and tailor your tactic to the needs of
the individual, rather than casting a wide net for the sake of
efficiencies
– This is true especially in the case of newsletters and invitations to
social events. Don’t make assumptions, particularly with social
gatherings. Many women love golf!! Lots of men enjoy the spa!!
– C id i l
Consider implementing a sponsorships policy. Does the opportunity
i hi li D h i
focus on your target market? Are there limited competitors? Is there a
speaking opportunity? What kind of profile will you receive?
•Y
You can’t be everything to everyone
’t b thi t
– Decide what you’re really good at as a firm and focus your resources
on those core strengths. Pushing your resources through those core
areas will help you to focus on cross‐selling opportunities
areas will help you to focus on cross selling opportunities
3
4. Stop Wasting Your Money
• Go where your competitors are not
‐ If 6 law firms are already sponsoring a gala event, how do you intend
to differentiate yourselves by piling on
‐ If every law firm has set up a presence in London or New York – it will
be very difficult to differentiate yourself in that saturated market. Look
at smaller, regional markets with fewer competitors but big
opportunities
•R f
Referral business is based on favors
lb i i b d f
– Tracking referrals is critical to understanding the value of those referral
relationships
– U i
Use internal systems such as your contact management or financial
l h fi i l
reporting systems to record and report
– Dedicate someone within your marketing group, or an assistant to stay
on top and track inbound/outbound referrals
on top and track inbound/outbound referrals
– DON’T FORGET TO REPORT INTERLEX REFERRALS TO JUDI!!
4
5. Don’t Leave Anything on the Table
D ’t L A thi th T bl
• Follow‐up is where 90% of your effort should be focused
– Your return will be equal to effort invested
– Identifying your targets prior to a conference and following up
afterwards should be your focus
– Stand out in a sea of lawyers by personalizing your follow‐up note.
Perhaps something interesting you discussed (travel, food) or maybe
relevant and recent case law. Do NOT send a blanket follow‐up note to
everyone
• The world is getting more “social”
– Social media is the ultimate networking tool. If you use LinkedIn,
consider having your assistant help with follow‐up and make those
consider having your assistant help with follow up and make those
connections if you’re time is limited
– Consider connecting through LinkedIn before sending a follow‐up
email. It s easier to put a face to a name once they ve seen your
email. It’s easier to put a face to a name once they’ve seen your
LinkedIn profile. Make sure you put a photo on your profile!!
5
6. Sales is not a dirty word
• Fostering a sales culture
– Consider providing business cards for everyone within your organization
• Start with your young lawyers/associates
– Law school doesn’t teach you how to talk to a client or ask for the
Law school doesn t teach you how to talk to a client or ask for the
business. Business development “bootcamps” can provide young lawyers
with the necessary tools and confidence to network with clients
– Intergenerational transfer of knowledge and relationships is critical to the
future of your firm. Consider bringing a young lawyer with you on all
f f f d b l h ll
business development initiatives
– They should play to their strengths, and network where and how they feel
comfortable (that is most likely with their peers). Many legal associations
comfortable (that is most likely with their peers). Many legal associations
offer forums for young lawyers (ABA, IBA, AIJA)
– They should develop a brief 30 second explanation of what they do within
the firm, known as the “elevator pitch”
6
7. Sales is not a dirty word
• Develop a professional sales team within your organization
Develop a professional sales team within your organization
– Counsel, retired partners, or paraprofessionals such as business
development, marketing or knowledge management
– Check your jurisdiction! This isn’t permitted everywhere
Check your jurisdiction! This isn t permitted everywhere
• Sales people are there to facilitate the process and to help
lawyers develop leads
– Facilitate introductions, identify opportunities and close the sale
– Should be out of the office, attending conferences, events and client
meetings. Networking on your behalf
– Helpful unbiased third‐party to assist in awkward client service
situations or perform client feedback interviews
• But unless your culture is prepared for this, it will not work
y p p
7
8. Just Say “No, thanks”
• Implement a policy that sets out if and how you will respond to
Implement a policy that sets out if and how you will respond to
a request for proposal
– The mandate and client fits your focus and will not impede your ability
to expand your client base in a directly related area in the future
to expand your client base in a directly related area in the future
– The mandate or client does not present a business or legal conflict
– The work will be profitable, or there is a reason to take the work at a
loss
– You have a good chance of success based on existing relationships,
expertise, you are the incumbent, or you know that the client is not
happy with the incumbent
– You can easily demonstrate a competitive advantage
– Once you agree to proceed, define the process for responding and
identify those accountable. Track your pitches and proposals in your
contact management system
t t t t
8
9. Checking in with your Clients
• Client satisfaction and feedback interviews don’t assume your
Client satisfaction and feedback interviews – don t assume your
clients are happy with your service
• Consider using a paraprofessional (e.g. business development) or
retired partner – someone who knows your business but is not
directly tied to the client or the work being done
• Interviews can take place in person or on the phone, but the
p p p
interviewer should be well‐prepared in advance. Know the client,
their business and the potential areas of concern
• Unless you act to fix the areas of concerns or issues discussed you
Unless you act to fix the areas of concerns or issues discussed, you
have done more damage than not asking at all
• Make sure all new lawyers to the firm know and understand your
client preferences
li t f
9