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TOP 5 MYTHS OF ATTORNEY SELLING - Part III.
May 07, 2012
TOP 5 MYTHS OF ATTORNEY SELLING – PART III.Myth # 3 – When it comes to marketing, “One size fits all.”News flash: One size never fits all. Marketing should be tailored according to personality, needs of the firm and those of the client. One tactic that works for one attorney won't necessarilly work for another. Tailored business development, sales training and closing skills will land you the client every time.A wide range of strategies are available to identify, pursue, and close new business including;* Permission marketing* Identifying the economic buyer* Understanding their business* Invisible marketing* Mazimizing rejection* Cross selling* Alliances* Up front marketing.Most selling tactics fit in with these approaches.
TOP 5 MYTHS OF ATTORNEY SELLING – PART III.Myth # 3 – When it comes to marketing, “One size fits all.”News flash: One size never fits all. Marketing should be tailored according to personality, needs of the firm and those of the client. One tactic that works for one attorney won't necessarilly work for another. Tailored business development, sales training and closing skills will land you the client every time.A wide range of strategies are available to identify, pursue, and close new business including;* Permission marketing* Identifying the economic buyer* Understanding their business* Invisible marketing* Mazimizing rejection* Cross selling* Alliances* Up front marketing.Most selling tactics fit in with these approaches.
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