Comments on: Dig Your Sales “Well” BEFORE You’re Thirsty! http://www.diva-sales-tips.com/2007/08/30/dig-your-sales-well-before-youre-thirsty/ Selling Doesn't Have to HURT Any Longer! Thu, 04 Dec 2008 04:10:27 +0000 http://wordpress.org/?v=2.2.1 By: kimduke http://www.diva-sales-tips.com/2007/08/30/dig-your-sales-well-before-youre-thirsty/#comment-4 kimduke Tue, 11 Sep 2007 18:44:16 +0000 http://www.diva-sales-tips.com/2007/08/30/dig-your-sales-well-before-youre-thirsty/#comment-4 Hi Jessie, You're right - you have heavy competition in the legal profession. Which is why it is even more important to know which niche you can help the MOST and better than everyone else. A shotgun approach does not work in selling. Random phone calls don't work in selling. Choosing a target market you want to attract is the most important thing. You CAN'T be something for everyone. That's what the other guys are doing - chasing business. So get into the media. Send a news release that targets a group you'd like to do for. ie/ entrepreneurs. See if there is a Small Business Week coming up and offer story ideas to the news media in your area. Contact your local HR association and see if they are accepting lunch and learn presenters in the upcoming months. Get in front of people who are making decisions or who will be influencing them. Quit chasing business and instead focus on attracting it to you. And nooooooooo - I'm not going to tell you to sign up for my High Speed Sales Stiletto Camp. I only want you there if it is the best fit for you. Make an appointment with your firm and ask them what their policy is for on-going learning. Show them my site and advise them of how this will benefit you in overcoming some client challenges. Ask them if they are interested in you providing a "share the wealth" session after the seminar for all interested employees. ie/lunch and learn session of your own. Break it down how quickly the program can pay for itself ie/one client. Remember - your internal customers "buy from you" in the same way as external customers do. They have to feel it will solve an important problem and that it isn't risky for them. Hope that helps! Kim Hi Jessie,

You’re right - you have heavy competition in the legal profession.

Which is why it is even more important to know which niche you can help the MOST and better than everyone else.

A shotgun approach does not work in selling. Random phone calls don’t work in selling.

Choosing a target market you want to attract is the most important thing.

You CAN’T be something for everyone. That’s what the other guys are doing - chasing business.

So get into the media.

Send a news release that targets a group you’d like to do for. ie/ entrepreneurs. See if there is a Small Business Week coming up and offer story ideas to the news media in your area.

Contact your local HR association and see if they are accepting lunch and learn presenters in the upcoming months. Get in front of people who are making decisions or who will be influencing them.

Quit chasing business and instead focus on attracting it to you.

And nooooooooo - I’m not going to tell you to sign up for my High Speed Sales Stiletto Camp. I only want you there if it is the best fit for you.

Make an appointment with your firm and ask them what their policy is for on-going learning. Show them my site and advise them of how this will benefit you in overcoming some client challenges. Ask them if they are interested in you providing a “share the wealth” session after the seminar for all interested employees. ie/lunch and learn session of your own.

Break it down how quickly the program can pay for itself ie/one client. Remember - your internal customers “buy from you” in the same way as external customers do.

They have to feel it will solve an important problem and that it isn’t risky for them.

Hope that helps!

Kim

]]> By: Jessie Davies http://www.diva-sales-tips.com/2007/08/30/dig-your-sales-well-before-youre-thirsty/#comment-3 Jessie Davies Tue, 11 Sep 2007 06:09:29 +0000 http://www.diva-sales-tips.com/2007/08/30/dig-your-sales-well-before-youre-thirsty/#comment-3 Hi Kim, You make great points, however, I need more help. I am in the legal profession and I have to find my own clients. With so many lawyers out there how do I approch big corporations as they likely have a lawyer already. Perhaps the answer is obvious and I just need to ask and not take it to heart when they tell me no. Plus you are just going to tell me that I need to sign up for the Stilleto Camp. :} Any recommendations on what to say when I apprpoach my firm management to cover the expense? as I am an employee and the Camp is not deductible for me, and our firm is not overly progressive on marketing? Jessie Hi Kim,
You make great points, however, I need more help. I am in the legal profession and I have to find my own clients. With so many lawyers out there how do I approch big corporations as they likely have a lawyer already. Perhaps the answer is obvious and I just need to ask and not take it to heart when they tell me no.

Plus you are just going to tell me that I need to sign up for the Stilleto Camp. :} Any recommendations on what to say when I apprpoach my firm management to cover the expense? as I am an employee and the Camp is not deductible for me, and our firm is not overly progressive on marketing?

Jessie

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