Selling Services: How to get in front of new clients.

Slides:

Advertisements

Similar presentations

Virginia Career Network LinkedIn. What is LinkedIn? Overview Creating a profile Growing your contacts Sourcing capability.

Advertisements

HOW COMMUNICATION CONTRIBUTES TO DEVELOPMENT OUTCOMES ABC RADIO AUSTRALIAS PARTNERSHIP WITH AUSAID IN ASIA AND THE PACIFIC.

Creating Value. Purpose and Mission Sales department purpose = Maximize Revenue Sales department mission = get and keep customers – Must have a meaningful.

Golden Edge Properties Corporate Presentation Energizing your DREAMS.

International partnership of law companies Customs & Corporate Lawyers, based on the principles of observance of high professional standards, mutual trust,

An Introduction to professional services. The professional services The professional services support businesses of all sizes across the economy, providing.

SEM A - Selling PE - Perform pre-sales activities to facilitate sales presentation PI - Identify sales methodologies used in SEM PI - Prepare a sales.

EP Roles and Responsibilities for non legal advisers leading teams including lawyers. Michael Perkins TEP – Special Counsel.

Succession Planning for Business Owners May 19, 2011 Ted A. Waggoner Peterson Waggoner & Perkins, LLP Law Firm.

National Landlords Association

Key to Success for Fundraiser of an NGO Cambodia Fundraising Network2014.

Facilitating PAO development with a view to strengthening the MSME sector Yasmine El-Ramly, CPA/CITP Project Manager – PCPS/Firm Services.

Distinctly Better. Alyson Coulson And Shaun Parry-Jones Partners, Trust & Investment Department Presentation to:

Preventing client leakage Peter Scott Peter Scott Consulting

Introducing an environment for change and innovation into your recruitment business.

International Pension Planning QROPS Approved SIPP’s International Pension Planning Division Brussels Paris Dublin Geneva Monaco Nassau.

Soldsure | The UK’s fastest growing property network.

UK MARKET ACCESS PROGRAM James Blakemore of JMB Partnership Cork, 10 th December 2014.

FOR FINANCIAL PROFESSIONAL USE ONLY - NOT FOR PUBLIC DISTRIBUTION 1 [Date] [Presenter Name] [Presenter Title] Help Add Critical Illness to a Business Owner’s.

How to Buy, Fix & Sell A Distressed Business Learning Mergers & Acquisitions for Entrepreneurs, Accountants & Start ups The $9,995 Roll Up Service July.

HOW ACTUARIES SEE THE WORLD. 2 WHAT IS AN ACTUARY?

Sales Development & Training 7/23/13. Agenda Updates Prospecting Techniques – Networking Time Management & Organization – Organizing Follow Ups Selling.

Building a Successful Permaculture Business Presented by Jack Spirko.

ILTA Professional Services Peer Group Client Service: Getting to Know Your Business & Making a Difference.

Teams Michael J Perkins TEP Special Counsel Diamond Conway Lawyers.

Tax Transformation: What does it mean to you?

Some Major Legal Aspects of Real Estate Investment Using the Law and Lawyers to Maximize your Benefit and Minimize your Risk Eduardo R. Arista, CPA, Esq.

Larry Bodine, Esq. Elements of a Personal Business Development Plan October 19, 2007 Copyright © 2007 by TAG Academy, LLC and Larry.

Better Deal for Business Presentation to LSC West Yorkshire Skills Team Pat Lister Better Deal for Business Officer at Yorkshire Forward.

Brokerage or Consultancy? The Provision of investment agency advice in UK commercial property acquisitions Keith Lown MSc MRICS Senior Lecturer in Real.

Your Social Transformation A step by step plan to generate prosperity in your life from Social Media and Your Real Estate Business.

Financial Issues in Divorce © WIFE.org, All Rights Reserved.

Attract and capture your consumers attention Only when you put yourself in the conversation can you develop and nurture the clients who are actively interested.

THOMSON REUTERS TAX & ACCOUNTING Rick Kursik December 2, 2011.

Maximizing Captive Value Through Teamwork. Speakers: Irena Kaler, Executive Director/CAO, RWJ Health Network Insurance Services Ken Rand, Managing Director,

Essential Leadership Skills for Driving Sustainable Growth.

Provided by: Page 0 Training Module: Community Staples CDFI Deal Examples This training contains general information only and Deloitte is not, by means.

An Enterprise Platform Copyright © Impact Technologies Group, Inc. | All Rights Reserved | | Ph:

Evaluating and Working with a Marketing Professional: How to make the relationship work! 1.

NAC National Advertisement Company, Inc. A wholly owned subsidiary of TRN INC.

Investor Education Program Department of Commerce & Consumer Affairs Business Registration Division Commissioner of Securities Office.

Proposal Insert Subtitle Here Strictly Private and Confidential Draft December 8, 2014 Risk Management guidance box Guidance when using Smart Transaction.

Are you… A.L.I.V.E. Ken Tucker B.Sc. MBA Business Mentors.

Retaining your Employer Relationships January 10, 2013 Katherine McCary Martha Artiles Managing Partners C5 Consulting, LLC 1.

Listening and learning......to move Baby Friendly forward.

Who Should I See Today? How to Increase Your Business by Nancy A. Dykeman, CLTC, CSA for Corporation for Long-term Care Certification.

Ready to Raise PowerPoint Resource The Work of Early Years Community Developers Please feel free to adapt these PowerPoint slides to your needs. Credit.

Target community and clients Target community - people you want to help Clients - people who might use your product or service – if applicable Describe.

Quentis Scott IT Specialist - Section 508 Coordinator General Services Administration Office of the Chief Information Officer Washington, D.C. Developing.

Civil Rights Lawyer By: Rebecca Ochoa. Summary Civil rights lawyers help protect and defend citizens from unreasonable punishments, protection from discrimination.

Napkin Presentation. The Invitation Read it Front & back What to Do With It.

Consultant Careers in Forensic Psychology. What is a Forensic Consultant? Consultant – a professional who gives advice to others about a particular field.

LEGALSHIELD BUSINESS SOLUTIONS SALES OPPORTUNITY BRIEFING USA – LICENSED INSURANCE AGENTS.

Cyber Defense: The Industry point of view Asgeir Myhre Managing director Teleplan Globe AS (Norway)

LEGALSHIELD BUSINESS SOLUTIONS SALES OPPORTUNITY BRIEFING USA – BENEFIT BROKERS.

Challenges Related to the Public Reporting of Compliance Data Mike Horwich Director, Food Protection and Enforcement Nova Scotia Department of Agriculture.

LEGALSHIELD BUSINESS SOLUTIONS SALES OPPORTUNITY BRIEFING CANADA – BENEFIT BROKERS.

INVESTING IN UK PROPERTY MARKET JOHN O’CALLAGHAN PARTNER RONALD FLETCHER BAKER LLP CITY OFFICE WEST END OFFICE ISTANBUL OFFICE WITH MORAL LAW FIRM 326.

PND Accountants & Advisors

FOS proofing your Business (insights from the inside) May 2011 Claire Mackay.

TaxPage is a Toronto-based boutique Canadian Tax Law firm specializing in income tax and business law. We: Offer tax planning advice to businesses, self-employed.

FORRESTER COHEN Client Engagement – Property Investment Advice.

For Financial Advisors. If you want to be a successful financial advisor, then you need to understand the various strategies that are used to make FAs.

How To Know if Being a Financial Advisor is Right for You.

About Us Who we are Berwick Partners is a division of Odgers Berndtson operating in the senior leadership recruitment market. We operate a 100% retained.

Learning at the Speed of Life

Building a Loyal Customer Base

Provider Engagement – Co-designing One Accreditation Across Government

QuickBooks Accounting Services in Anaheim QBcure, Inc. 650 N. Rose Drive, #174 Placentia, CA

Talaq Procedure In Lahore Pakistan

Presentation transcript:

Selling Services: How to get in front of new clients

Agenda… Why Selling Product is different from Selling Services and why that really matters How commercial clients buy trusted advice How to build a sustainable stream of new client opportunities

About You…

ExpertImprovingBeginner

Finding new clients is easy Expert A bit hit & miss.. Improving We win clients that call us… Beginner About You…

About GenLead… Help Law firms meet & build relationships with new clients

About GenLead… Law Society Consulting Telemarketing Partner

Selling Services Vs. Selling Product Why it really matters.

Are you selling Services or Product?

Selling Product? Boxes of stuff. Product Clients do know how to buy. Buying Process ‘ Feature driven Why Clients Buy

Buying Services…

Selling Services? Guidance. Services Clients don’t know how to buy. Buying Process Complex ‘Outcome driven’ Why Clients Buy

Being ‘Sold to’

Why This Matters…

75% Of clients do not feel confident about buying Professional Services

Why This Matters… 50% Of the UK population say they don’t know what Lawyers actually do

Section Summary… Clients don’t like ‘Being sold to’ Clients don’t know how to buy from you The profession is not confident about selling

How Clients Buy Services & Trusted Advice

3 Scenarios... Trusted advisor Outcome driven Trusted Build a better world... Compliance Improve Pain Time pressure Fix

Outcome Driven... What outcome do you give your Clients What do you say you are? Compare

Outcome Driven Example... Help Clients Pay Less Tax Qualified Tax Accountant Compare

Section Summary… 3 Scenarios that drive a need for Professional Services What you are vs. The outcome you give.

How to build a sustainable stream of new client opportunities

IntroduceNurture Collaborate & Close How to build a sustainable stream…

First contact... Introduce

First contact... Introduce PhoneContent Follow Up

Introduce Owner/MD Estate Agency £2m - £20m M3/M4 Corridor Accountants – Target Audience...

Outcome Driven - Accountants... We help the owners of Estate Agencies Make more Money and Pay less tax Trusted Specialist in Accountancy services for Estate Agencies Improver Full service Accountancy firm. HMRC Investigation experts Fixer

Build the relationship... Nurture

Buying Scenario? Reinforce (Content) Dialogue!Presence Build the relationship...

Move it forward... Collaborate

ChallengeOutcomes?TestPackage? Move it forward...

Review – How to get in front of New Clients...

1.Services or Product? 2.Use Outcome language 3.Understand buying scenarios 4.Build a consistent client acquisition function 5.Maintain an outcome driven dialogue, reinforce it & stay present.