Dave Barry on Sales and Presentations
There’s a lot to be said for using tried and trusted tactics when you’re approaching your prospects or planning a sales presentation, but when your tactics aren’t getting results, it’s time to try something new. Dave Barry had some great advice on this – referencing two famous ships:
Never be afraid to try something new. Remember that a lone amateur build the Ark while a large group of professionals built the Titanic.
Marketing teams at law firms often think they’re the ones with all the answers, but this overlooks the fact that lawyers focused on sales and solid presentations can be even more successful when it comes to bringing in new business – especially when they have the right support.
As part of our Closers Consulting, we urge our clients to pick a new tactic and try it out, encouraging our clients to get input from others in their firms who have used the strategy. We also answer questions about the strategy and talk them through implementing it, work with them to refine it, and take the time to do a “post mortem” after they’ve had the chance to take it out into the field. Then we continue practicing and refining it until it becomes natural – all before moving on to another lead development technique and repeating the process.
Trying something new doesn’t mean that you’ll go in unsupported. Having a business development consultant on your side ensures that you’re able to form new strategies, try new tactics, and bring in new clients.
