No one told me I’d have to sell!

CDP for Norfolk & Norwich Law Society

Ermine AmiesSandler Training

No one told me I’d have to sell!

What’s tough about business development?

One thing you’d like out of today?

If you think you can do a thingor think you can’t,

you are right.

Henry Ford

No one told me I’d have to sell!1. Gives you more control over your career2. Means you can do the sort of work you enjoy3. Helps you get out of the office4. Makes you more valuable 5. Enables you to earn more money6. Makes you a more well rounded professional

– not dependent on others to bring in the work7. Developing business can be fun….

How to sound different at a networking event

Generate their interest It’s not about you – it’s about

them And being a problem solver

30 SECOND COMMERCIAL & QUALIFY

• No features & benefits• Consequences – 3 Pains

• Where would you like to start?• Which of those challenges have

you faced?• Which of these things should we

discuss?

Unpaid consultant?

Don’t give it away Qualify them Gain a commitment

Business Development StrategiesKeep, Acquire, Recapture, Expand - What’s the next step?KITS - Keeping in touch strategy Quarterly reviews:

Are the happy? If not, identify the problems early

Cross selling & Referrals

So how do I get started? Two commitments

Committing time Be willing to change

Ask for help Make a plan Learn - Measure your results and adjust Take action – implement your BD

system

Want to be more successful?Business card draw:1. Selling Professional Services

the Sandler Way and your own BD assessments

2. LinkedIn for Sales 8.30am-4.30pm 3 December & book

Mark your card Yes to staying in touch or No ermine.amies@sandler.comwww.anglia.sandler.com

Want more? 1. Ask me for a speaker for your client events

2. Ask for an invite to a free training session

3. Free Business Development meeting facilitation for team of 3 lawyers or more

4. Assessment of existing team or potential hires

5. Connect on LinkedInermine.amies@sandler.comwww.anglia.sandler.com