[Webinar] Supercharge Your Law Firm Revenue with NewLaw and Big Four Sales Methods (John Grimley)
-
Upload
ivan-rasic -
Category
Sales
-
view
432 -
download
0
Transcript of [Webinar] Supercharge Your Law Firm Revenue with NewLaw and Big Four Sales Methods (John Grimley)
Supercharge Your Law Firm Revenue with NewLaw & Big4 Sales MethodsWednesday 30th March, 2016
Starts at 10:05 Berlin CET
Predictable Sales Methods 1
Presenters
Ivan RasicFounder and CEO
LegalTrek
John Grimley Law Firm Sales Pipelines
Asia Law Portal
Predictable Sales Methods 2AgendaTerminologyNewLaw, Big Four, Outbound, Inbound, Buyer’s Journey
Part IPositioning, Key functions in a sales team, Activities, Results
Part IILaw Firm Sales Pipeline (what / what does it consist of / how do these help), “Commercial-content” strategy to use,
Closing RemarksExample: How does NewLaw sell, Q&A, Follow-up
Predictable Sales Methods 4
For example:
@AsiaLawPortal, can we apply this strategy in smaller teams? #NewLawEdu
Predictable Sales Methods 7
NewLawGeorge Beaton “The antithesis of the BigLaw business model”
Jordan Furlong“Any model that represents a significantly different approach to the creation and/or delivery of legal services”
#NewLawEdu@AsiaLawPortal
@LegalTrek
Predictable Sales Methods 8
Inbound vs OutboundInbound activity Processing leads that came to us with a specific need in mind
Outbound activityReaching out to a target group in order to determine a need our services can fulfill
#NewLawEdu@AsiaLawPortal
@LegalTrek
Predictable Sales Methods 9
Buyer’s JourneyA way of thinking that acknowledges a buyer’s progression through various psychological stages, which ultimately lead to a purchase.
Awareness → Consideration → Purchase
#NewLawEdu@AsiaLawPortal
@LegalTrek
Predictable Sales Methods 11
PositioningImportant, comes first, sales follows
Can you really tell what a “full service” or a “boutique” law firm do?
This is no positioning. Try something else instead.
#NewLawEdu@AsiaLawPortal
@LegalTrek
Predictable Sales Methods 12
Ask: What do you do?How do you help customers?So what? (What is so great about that?)
Predictable Sales Methods 13
Key functionsProspectorOpportunity finder, some pre-qualification
Outbound executiveCaller, appointment-setter
ExpertFull qualification, closing, relationship manager #NewLawEdu
@AsiaLawPortal@LegalTrek
Predictable Sales Methods 14
Goal: Reach as many potential customers in your target and identify a need you can serve (close too!!)
Predictable Sales Methods 15
Key functionsProspectorOpportunity finder, some pre-qualification
Outbound executiveCaller, appointment-setter
ExpertFull qualification, closing, relationship manager Illustration via
mangoho
Predictable Sales Methods 17
Law Firm Sales PipelinesWhat are LFSP’s?
What do LFSP’s consist of?
How do LFSP’s help law firms?
#NewLawEdu@AsiaLawPortal
@LegalTrek
Predictable Sales Methods 18
Commercial-contentWhat is Commercial-content strategy?
How can you use it to your benefit?
Any examples?
#NewLawEdu@AsiaLawPortal
@LegalTrek
Thank you.Send to you:● E-mail with Webinar On-Demand-Video link● Exclusive copy of new E-book: “Attracting New Clients”● Invitation for a next webinar
Next Steps:● For clients: Send us questions In-App● For law firms interested to:
○ learn more from John: Email○ see how LegalTrek helps: Schedule a demo
legaltrek.com