Sales 101: Grow Your Law Firm Matt Schlyder The Lawyers’ Accountant © Financially Well Organised Pty Ltd. All Rights Reserved

Are you Financially Well Organised? The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

Squeezing the Orange The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

Revenue Strategy The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved Increase # of: 1.Clients 2.Frequency of purchase 3.Average sale

Revenue Matrix The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved Revenue Growth Equation Revenue Strategy

Sales The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved It’s a process Keep a list Objectives, measures, value Provide options

Existing Clients First The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved CLIENTS ExistingNew PRODUCTS New Existing Existing products to existing clients Existing products to new clients New products to existing clients New products to new clients

Set Targets Poll The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

FWO Sales The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved Event enquirySend content Initial meeting (Objectives, Measures, Value) Summary of initial meeting Present Implementation Plan Answer queries and objections Close Sale BAMFAM Poll

B ook A M eeting F rom A M eeting The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

Funnel The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved Define your product – know what you are selling Marketing activities – keep the tap running Sales – take clients through a process Leads Qualify Opportunities Close

Keep a List Opportunity Identified Sales Meeting Booked Sales Meeting Held Implementation Plan Issued Queries Answered Verbal Approval Signed Acceptance Received The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved Poll

3 Killer Sales Questions What do you want to achieve? How will you know you’ve achieved it? If you achieve your outcomes, what will it mean to you? The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

3 Killer Sales Questions Objectives Measures Value The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

Offer Options Option 1 – Self Help Option 2 – Some Help Option 3 – Full Help Each Option – meets objectives and priced according to client value The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

Offer Options Option 1: letter of advice Option 2: Option 1 + legal document Option 3: Option 2 + facilitate transaction Each option makes it easier for client to achieve objectives, adds more value and increases in price The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

Your standard Costs Agreement is not a SALES DOCUMENT The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

Offer Today Only First 15 only to today: FREE 45 minute one-on-one regarding our firms’ strategy + FREE Copy of Sales Management System The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

The Lawyers’ Accountant Annual Accounting Service Fixed fee Paid in 12 instalments All accounting and compliance needs FWO Legal Firm Membership Bi monthly exclusive e-zine Early bird registrations for webinars Personalised invitations to all events including our Grow Your Law Firm Workshops Free one-on-one profit and cash flow improvement review of your firm Unlimited telephone and contact should you wish to ask us anything FWO Growth Club Onsite profit & cash review, analysis and plan with Matt Schlyder Attend face-to-face 5 quarterly strategic days Up to 10 like-minded firms working on the same business strategy model Develop and implement a 12 month strategy for your firm Develop key activities to drive profit and cash flow improvement Obtain feedback and support from your like minded peers Visit Call The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved

FWO Growth Club July/August Sydney Register your interest The Lawyers’ Accountants © Financially Well Organised Pty Ltd. All Rights Reserved