Beyond marketing, what is the single most important change you could make in your law practice to drive revenue and boost fees?
How important is sales process? The RAIN Group Center for Sales Research recently undertook a major study to determine how sales process affected sales performance. Not surprisingly, the more developed and adaptive the sales process, the higher proposal win rates, greater likelihood to grow revenue, greater likelihood to hit your sales targets, and greater likelihood to close with strong fees.
Regardless how well marketing drives new leads to a law firm, some continue to struggle with profitability. They need more initial appointments to close quicker and with less push-back. They want to increase their fees, but don’t because they’re afraid they will lose the business.
What if you dreamed bigger?
What if your sales process kept your calendar full and new prospects were committed to move forward? What if your initial consultations were so powerful that clients consistently engaged your services without fee-shopping or push-back? What if you could raise your fees to a more profitable level without fear of losing business? And what if you could work with clients who truly value you and your services?
At The Summit, you will see how a strategic sales process can help fulfill those dreams … and more.
Start now by asking yourself a few questions:
- Is your sales process designed to meet your needs? Or the client’s? It’s so much easier to design our sales processes to meet our own needs, after all, we’re most familiar with these! It’s natural to create processes to save time (especially non-billable time) and to meet our own need to be heard. If the sales process is focused on making sure the client understands us, then we’ve got things the wrong way around.
- When was the last time you reviewed and changed your sales process? The sales process for workshop attendees is different than for internet leads or professional referrals. Today’s consumers are much more sophisticated and demanding: they have done their research, they don’t want to be “sold,” and they do expect you to understand and meet their needs … quickly. Increasingly, they have neither the time nor the patience to attend a seminar, complete a lengthy intake process, or schedule multiple meetings.
Yet, they want to be heard, they want relationship, and they want a personal, uniquely crafted plan.
Your sales process has to address all of these needs.
The Summit 2017 | Day Three
On Day Three of The Summit, Kyle Krull and James Campbell will show how to develop your own sales process to build trust, set up a mutually beneficial arrangement between you and your prospect, qualify prospects as ideal clients and demonstrate unique value.
- Kyle Krull is president of both Integrity Marketing Solutions and the estate planning law firm of Kyle E. Krull, P.A. His unique sales process is developed and tested in his own law firm. During this session, he shares the brutally honest methods he uses to review, evaluate and constantly evolve his processes. He will show how changes in his firm’s development, location, and marketing all required process changes to meet new needs. Today, Kyle’s practice thrives serving clients of mid-tier affluence who find him primarily on the internet. He will share how to critique a successful sales process and make strategic adjustments to meet changing client needs.
- James Campbell has built a multi-million dollar book of business working with entrepreneurial attorneys in the fields of estate planning and elder law. He works daily with highly sophisticated, demanding clients. He will share the fundamentals of strategic sales, how to finely-tune your process, and why “client-education” can become a crutch that sabotages rather than facilitates new business.
The goal is to create a sales process that’s truly in the best interest of both parties. It’s about getting to the truth from the very first meeting, before wasting unnecessary time, energy and resources on a process that will eventually go nowhere. The beauty is that when done correctly, both you and your prospect understand the personal impact of dealing with – or not dealing with – the needs at hand. And getting to this point is critical to ensure that both parties are willing to take the next steps.
When you do this right, “The rest of the selling cycle is a hot knife through butter,” Kyle says. “And the best part is, the client is the one holding the knife.”
To get the most from this session, check these limiting beliefs at the door:
- I am a lawyer, I do not do sales.
- Sales is all about education. I must educate my prospects before they can buy.
- My closing ratio is almost 100 percent if I just get a chance to meet with people.
If you’re ready to take your law firm to greater heights, join us Oct. 18-20 in beautiful Colorado Springs for The Summit 2017.
Early registrations save $200 before Sept. 15.
We also have a limited block of rooms at Cheyenne Mountain Resort available on a first-come-first-serve basis. Reserve your stay now to lock-in this rate.