52 Sales Tips & How to Use Them
description
52 Sales Tips & How to Use Them
In 52 Sales Tips & How to Use Them, you’ll learn sales and marketing lessons including: why you shouldn’t have an elevator pitch and how to handle chance meetings instead; how to engage with your target market during an economic downturn; what your competitors may be saying about you and how to combat it; how to prevent competitors from poaching your good customers; and how to get good reviews that drive the right kind of clients to you.
What’s more, unlike most sales tips that go in one ear and exit through the other, you won’t be able to forget these 52 pointers because they come with detailed explanations of how to use them in more than twenty-five different occupations. For example, you’ll follow a local language school and see how it can compete with Rosetta Stone for customers and learn how an architectural firm generates large projects for its experienced partners compared with how it attracts smaller projects for newer associates.
So, grab your iPad or notebook and prepare to jot down any sales and marketing best practices that you are not already implementing in your service business.
Playlist
-
Pigs Get Fat; Hogs Get Bar Complaints
Jul 12, 2023 • 12:56
How to Structure a Success Fee This podcast entitled “Pigs Get Fat; Hogs Get Bar Complaints” explores alternate legal fee arrangements in light of Elon Musk’s lawsuit against Watchell Lipton Rosen & Katz. Learn what the Bar rules require of fee agreements and how to structure a lump sum legal…
-
How to Get Paid
Jun 13, 2023 • 6:43
Want to generate cash flow now to take advantage of an investment opportunity, finance expansion, make payroll, or prove yourself in a new business development role or as a new partner with a different firm? This episode is all about the short game–how to buy yourself some time while you…
-
How to Avoid the Friend Zone
Apr 21, 2023 • 6:22
How to Avoid the Friend Zone in Business Development Having too many leads can lead to poor nurturing practices and can land you in the business development friend zone where your prospects never convert to paying clients or paid users. This podcast discusses 3 ways to navigate a large lead…
-
Fortune Favors the Nosy
Apr 4, 2023 • 6:39
This episode is a roadmap to keeping ones ear to the ground to identify service opportunities ahead of your competitors. It’s about using business intelligence to identify and aggregate sources of information. But most of all, it’s about developing a healthy curiosity about an industry and your client profile and…
-
Be an Opportunist
Mar 8, 2023 • 6:10
Be an Opportunist This episode is about keeping your head on a swivel. Learn how to recognize opportunities to grow your business with existing clients or to use clients and others with whom you have relationships (online and in-person) to generate revenue. So, be on the lookout! Be an opportunist.
-
How to Bag Your First Client
Jan 25, 2023 • 7:13
I’m Bagging This One This podcast episode provides a road map for landing your first client within your firm’s client profile. The earlier (in your career) you can do this, the better. It will make your superiors aware of your revenue-generation potential and put you on the equity track. However,…
-
How to Keep Your Sugar Daddy
Jan 11, 2023 • 7:38
How to Keep Your Sugar Daddy Everyone has a sugar daddy. Whether it’s a job, a spouse or partner, a parent, a side hustle, or a large client, you have someone who is primarily responsible for putting food on the table. That person or thing is your sugar daddy, and…
-
Where the Deals Are in 2023
Dec 19, 2022 • 7:57
This episode details where lawyers and other legal services providers can expect to earn fees during the period of high inflation. These are opinions on which practice areas are likely to be hot and which clients are likely to be buying. As usual, the advice is broken down by firm…
-
Pricing Legal Fees in an Inflationary Economy
Dec 7, 2022 • 19:51
How Inflation is Impacting Legal Consumers and Law Firms of All Sizes This episode discusses the impact of trickle-down inflation on pricing strategies in the legal industry. Trickle-down inflation is the successive passing down of increased costs by larger businesses to their smaller business consumers until the higher pricing practices…
-
Don't Be a Thumb-Twiddler
Oct 17, 2022 • 14:51
The Cure for Procrastination In this episode, we learn to be our on therapist. I’ve been procrastinating lately. I figured out why and tried a few hacks to snap out of it. I share these tips with you in this 15-minute recording. First, we explore the reasons for procrastination. Then,…
-
Play to Win: How to Utilize Your Business Development Team
Sep 30, 2022 • 7:12
The Role of the Trainer and Coach in Business Development Building a business development team is like building a tennis team. You need a trainer and a coach. Welcome to a strategy episode of the Sales “how to” podcast. It’s the beginning of the 4th quarter. So, you should be…
-
Use eLearning to Become A Rainmaker
Sep 12, 2022 • 11:17
10 Signs You Need Business Development Training There are new tools available to help you become a Rainmaker. eLearning has reached the sales sector. And our eLearning program is tailored for lawyers. But how can you tell whether the investment is likely to pay off? Listen to this podcast episode…
It’s a 3-4 Hour Read
buy from us
Print & eBook
buy from apple
eBook Only
buy on amazon
Print & eBook
barnes & noble
Print & eBook
Sales for Lawyers trade book
The first sales book written specifically for lawyers, Sales for Lawyers teaches lawyers how to use common lead generation tools and selling techniques in compliance with the Rules of Professional Conduct. Special emphasis is placed on showing lawyers how to compete with nonlawyer legal services providers in the design, delivery, and marketing of upmarket and downmarket legal solutions.
While the short-term objective of the book is to show lawyers how to be effective sales professionals within the rules as they exist today, the author’s longer-term desire is that these insights will contribute toward efforts to align the Rules of Professional Conduct with the expectations and demands of the market we serve.
Sales for Lawyers Author/Trainer, Shavon Jones, is an award-winning attorney and a seasoned salesperson who has won contracts for legal services ranging from $12,000 to $500,000 over a 20-year career in legal firm, accounting firm, and entrepreneurial settings. Also an experienced trainer, Jones has developed and delivered training programs for administrative agencies, corporations, and professional associations. She is the principal trainer for the “How to Earn an Equity Partnership” Business Development Training workshop.
The Foreword is written by R. Donahue Peebles , an entrepreneur and renowned commercial real estate developer. Having controlled a sizable legal budget for more than three decades, Peebles explains how sophisticated clients want professional services offerings delivered to them and what clients generally expect from the lawyers they engage. Peebles also sheds light on what business clients consider to be acceptable and desirable sales and marketing practices for lawyers. The book was reviewed in The Florida Bar Journal. The review is reproduced below.
Bag It
People Are Saying…
Readers like to know what other readers think. To share your thoughts, click the megaphone; submit your comment and a photo; and we’ll post it here!
Finally, someone caring enough to share their inside sales secrets with other lawyers. Sales for Lawyers begins with the premise that lawyers in private practice must sell their services. Through practical examples, the author demonstrates unique ways to market one’s services and become the go to attorney in niche markets. Because of the attention to ethical considerations applicable in most jurisdictions, Sales for Lawyers should be taught in law schools.
Tiffany Torain, Esq.
Dow Chemical
Sales for Lawyers is effective and relevant and should be on the reading list of every law student and any attorney who aspires to have professional autonomy. Jones’s analysis [of Bar rules] should make even the most conservative attorney understand and embrace that promotion of legal services is a good thing for you and your community.
Nydia Menendez, Esq.
Menendez Law Firm