Scratching the Itch – Fulfilling the Need to Close More Sales
Looking for the peace of mind that comes from closing sales? Need to scratch the itch and start closing more business?
Closing starts the first time that you meet someone – whether that meeting happens at a conference, a cocktail party, or even lunch with a client. Business development training should provide key tactics for moving discussions closer to an engagement.
Business development tactics do not need to be complicated to be effective. The following tactics, for example, are easy to implement during scheduled meetings and are surprisingly effective:
- During every meeting with a prospect or client, touch on the client benefits that your firm offers.
- As the meeting wraps up, restate the challenges and opportunities as the client sees them.
- Close every call, meeting, or pitch with agreements on the next steps. This element of permission marketing confirms that there will be a next step.
These communications keys to success should be an integral part of law firm marketing. Legal sales leadership at every level of a firm should be instilling these tactics in firm lawyers with practice sessions, and everyone in the firm should have the opportunity to report back on what is and isn’t working to close more sales.
