sales 101: grow your law firm matt schlyder the lawyers’ accountant © financially well organised...
TRANSCRIPT
Sales 101:Grow Your Law Firm
Matt SchlyderThe Lawyers’ Accountant
© Financially Well Organised Pty Ltd. All Rights Reserved
Are you Financially Well Organised?
The Lawyers’ Accountants© Financially Well Organised Pty Ltd. All Rights Reserved
Squeezing the Orange
The Lawyers’ Accountants© Financially Well Organised Pty Ltd. All Rights Reserved
Revenue Strategy
The Lawyers’ Accountants© Financially Well Organised Pty Ltd. All Rights Reserved
Increase # of:1. Clients2. Frequency of
purchase3. Average sale
Revenue Matrix
The Lawyers’ Accountants© Financially Well Organised Pty Ltd. All Rights Reserved
Reve
nue
Gro
wth
Equ
ation
Revenue Strategy
Sales
The Lawyers’ Accountants© Financially Well Organised Pty Ltd. All Rights Reserved
It’s a process
Keep a list
Objectives, measures, value
Provide options
Existing Clients First
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
CLIENTS
Existing New
PRO
DU
CTS
New
Existi
ng Existing products to existing clients
Existing products to new clients
New products to existing clients
New products to new clients
1
43
2
Set TargetsPoll
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
FWO Sales
The Lawyers’ Accountants© Financially Well Organised Pty Ltd. All Rights Reserved
Event enquiry Send content
Initial meeting (Objectives, Measures,
Value)
Summary of initial meeting
Present Implementation
Plan
Answer queries and objections Close Sale
BAMFAM BAMFAM BAMFAM
Poll
Book
AMeeting
From
AMeeting
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
Funnel
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
Define your product – know what you are selling
Marketing activities – keep the tap runningSa
les
– ta
ke c
lient
s th
roug
h a
proc
ess
Leads
Qualify
Opportunities
Close
Keep a List
Opportunity IdentifiedSales Meeting Booked
Sales Meeting HeldImplementation Plan Issued
Queries AnsweredVerbal Approval
Signed Acceptance Received
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
Poll
3 Killer Sales Questions
What do you want to achieve?
How will you know you’ve achieved it?
If you achieve your outcomes, what will it mean to you?
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
3 Killer Sales Questions
Objectives
Measures
Value
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
Offer Options
Option 1 – Self Help
Option 2 – Some Help
Option 3 – Full Help
Each Option – meets objectives and priced according to client value
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
Offer Options
Option 1: letter of advice
Option 2: Option 1 + legal document
Option 3: Option 2 + facilitate transaction
Each option makes it easier for client to achieve objectives, adds more value and increases in price
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
Your standard Costs Agreement is not a
SALES DOCUMENT
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
Offer Today Only
First 15 only to email today:
FREE 45 minute one-on-one regarding our firms’ strategy
+FREE Copy of Sales Management System
The Lawyers’ AccountantsThe Lawyers’ Accountants
© Financially Well Organised Pty Ltd. All Rights Reserved
The Lawyers’ AccountantAnnual Accounting Service• Fixed fee• Paid in 12 instalments• All accounting and compliance needs
FWO Legal Firm Membership• Bi monthly exclusive e-zine• Early bird registrations for webinars• Personalised invitations to all events including our Grow Your Law Firm Workshops• Free one-on-one profit and cash flow improvement review of your firm• Unlimited telephone and email contact should you wish to ask us anything
FWO Growth Club• Onsite profit & cash review, analysis and plan with Matt Schlyder• Attend face-to-face 5 quarterly strategic days• Up to 10 like-minded firms working on the same business strategy model• Develop and implement a 12 month strategy for your firm• Develop key activities to drive profit and cash flow improvement• Obtain feedback and support from your like minded peers
Visit www.financiallywellorganised.com Call 07 38 333 999Email [email protected]
The Lawyers’ Accountants© Financially Well Organised Pty Ltd. All Rights Reserved
FWO Growth Club
July/August 2013 - Sydney
Register your interestEmail [email protected]
The Lawyers’ Accountants© Financially Well Organised Pty Ltd. All Rights Reserved