to X-Sell Ac Access Co Code: 653-859 859-737 737 Please submit - - PowerPoint PPT Presentation

▶

Dec 31, 2023 417 likes •645 views

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

SLIDE 1

Earning the right to X-Sell

§ For phone audio please call:

+1 1 (631) 631) 992 992-3221 3221 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.

Welcome!

SLIDE 2

Earning the right to X-Sell

Lead Generation, Qualification, and Action Plans that will increase your market share

Presented by Martin Gold & Kim Stuart July 27, 2017

Business development solutions that drive meaningful results

SLIDE 3

Faculty

Martin Gold

Kim Stuart

SLIDE 4

Why X-Sell?

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

SLIDE 5

“The average client has

4 major

practice needs

and

5 minor,

but measurable needs.”

BTI Consulting

SLIDE 6

It’s NOT easy.

SLIDE 7

I can’t sell tax services.

SLIDE 8

How?

Learning Being Aware Building Trust Qualifying Acting

SLIDE 9

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

SLIDE 10

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

SLIDE 11

Be Relevant Build Trust with Clients & Colleagues

SLIDE 12

ID/Qualify = X-Sale!

SLIDE 13

[

?]

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?

Qualifying

SLIDE 14

Identifying Qualifying Connecting

Building Trust

Pitching & Closing

Getting to “Yes!”

Follow-up!

SLIDE 15

Act

§ Review and update or create a X-Selling Process § Regularly update bios & practice descriptions § Create X-Selling skills database § Incentivize sharing & reciprocity

SLIDE 16

One Client, One Lawyer, One Win!

SLIDE 17

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

SLIDE 18

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

Ki KimTo learn more, contact Olivia Watson @ olivia@ackertinc.com @Ac AckertInc.com

SLIDE 19

To learn more about our

X-Selling Audit,

please contact Olivia Watson at

livia@ackertinc.com

SLIDE 20

Poll

SLIDE 21

Questions?

Kim Stuart

Ki Kim@AckertIn Inc.c .com

Martin Gold

Ma Martin@A @Acke ckertInc. c.co com