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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 [email protected]
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 [email protected]
