Welcome! Earning the right § For phone audio please call: +1 1 (631) 631) 992 992-3221 3221 to X-Sell Ac Access Co Code: 653-859 859-737 737 § Please submit questions using the Questions box in your GoToWebinar panel. § Our Our pres esent entation n wi will beg egin n promptly y at 10 am Pa Pacific (1 (1 pm pm Ea East stern). ). Thank yo you.
Earning the right to X-Sell Business development solutions that drive meaningful results Lead Generation, Qualification, and Action Plans that will increase your market share Presented by Martin Gold & Kim Stuart July 27, 2017
Faculty Martin Gold Kim Stuart
W hy X-S ell ? • Revenue The average law firm loses 15% of its top clients every year; best performers lose only 8% • Retention Increasing retention rates by 5% increases profits by 25% or more • Role Source: Harvard Business School and BTI Consulting
“The average client has 4 major practice needs and 5 minor, but measurable needs.” - BTI Consulting
It’s NOT easy.
I can’t sell tax services.
How? Learning Being Aware Building Trust Qualifying Acting
Learn by researching your client base § What’s your firm’s market share of their legal spend? § What’s their strategic plan? • Public Filings, Monitor Suite, Google, Open Secrets* ! § What’s their stock price, how and why is it trending? § GAP: What services are they outsourcing elsewhere? * www.OpenSecrets.org
Be Aware § Listen 70% of the time § Ask trigger questions * • What are their needs? • What are they looking for that they are not getting from their other firms? § Don’t fear feedback * 20 Questions You Should Ask Clients source The WJF Institute
Build Trust with Clients & Colleagues Be Relevant
ID/Qualify = X-Sale!
Qualifying What’s their pain? [ ? ] Do they need us? Relevance? What can we do for them? Is it a “fit”? For the Firm? For You? Can they afford us? Are they “married” or ISO? Do you really know them? Does your relationship trust you? What’s our Value Proposition? Is your contact a DECIDER or a GUIDE?
Getting to “Yes!” Follow-up! Pitching & Closing Building Trust Connecting Qualifying Identifying
Act § Review and update or create a X-Selling Process § Regularly update bios & practice descriptions § Create X- Selling skills database § Incentivize sharing & reciprocity
One Client, One Lawyer, One Win!
5 Easy To Dos for You To Do Learn - find Top 10 Clients on § www.opensecrets.org Ask your client at least one of § the 20 Questions - 20 Questions You Should Ask Clients Review your bio - does it X- § Sell you? Qualify a client – can we help § them & can they afford us? Conduct a X-Selling Audit §
X-Selling Audit 1. Confidentiality Agreement 2. Opportunity Assessment 3. SWOT and GAP analysis on top 10 clients 4. Run clients through X- Selling Profile to identify key cross-selling actions 5. 30-day Progress Management Follow-Up Kim Stuart Kim To learn more, contact Olivia Watson @ olivia@ackertinc.com Ki @Ac AckertInc.com om
To learn more about our X-Selling Audit , please contact Olivia Watson at olivia@ackertinc.com
Poll
Questions? Martin Gold Ma Martin@A @Acke ckertInc. c.co com Kim Stuart Ki Kim@AckertIn Inc.c .com www.AckertInc.co
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