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Recession-busting advice from Britain’s Sales Trainer of the Year

February 19, 2009

One of our clients – Andy Bounds (we helped type his best-selling book The Jelly Effect for him) – has won the prestigious title of Britain’s Sales Trainer of the Year 2008/9.

One of the key reasons for his success is his unparalleled ability to help organisations sell more, especially in these troubled times (his clients won £3 billion last year!).

I asked him for some top tips on how to sell more in a recession.  This is what he said:

  • More than ever, it is imperative to deliver a significant, measurable return on investment (ROI) for your clients.  They just will not spend unless they can see they will be in a better place after buying from you.
  • This means, of course, that traditional selling messages – “about us”, “our credentials”, “why we are great” – won’t work any more, because they don’t highlight ROI.
  • Instead, when talking to potential customers, our sole focus must be on them – not us – and the future value they want us to bring.  To do this, simply ask lots of future-based questions, to find what’s crucial to them, such as:
    • What are you looking to achieve here?
    • How will you know it’s worked?
    • How would you judge our working relationship to be a success? etc.
  • Clarity on their desired future state will guide your ensuing discussions.  After all, which legal practice would you buy from:
    • Practice A: who said “We are experts in X, X and X, have X partners in X locations and are specialists in X”; or,
    • Practice B: “When we spoke last week, you said that – in the current climate – your key focus has to be on your core business.  You want to give all your time and energy to it.  We can help you do that, by removing the current time you’re spending on certain legal issues, freeing you up to …”

It’s an obvious choice.  Notice how the Practice B repeatedly used the word “you”.  If you’re talking about the client, you’re helping them.  If you keep talking about yourself, you’re selling.  And nobody wants to be sold to these days.

It’s good advice, isn’t it?  Simple, obvious and practical.  Andy has lots of other free advice about wining business on his Resource centre – click here to take a look.

Or, if you feel your practice could do with an immediate injection of new business, go straight to the man himself on andy@andybounds.com.
 

Posted by Jayne Smith | Filed Under Digital Dictation for Business, Digital Dictation for Lawyers, Digital Dictation for Surveyors, General, Training, nationwide solicitors alliance | Leave a Comment 

The latest solicitors to outsource dictation

November 18, 2008

Goodmans Solicitors are the latest law firm to use outsourcing to save overhead and increase the profitability of their work.
Lynn Evans, Practice Director, says “We’re making the most of our investment in the digital dictation system we have installed and outsourcing to Document Direct has helped the business run smoothly during times of staff shortage and heavy workloads.”  

Law practices are making small changes can have huge savings, often slashing overhead by as much as 50%. Investing in a digital dictation system doesn’t have to be expensive as we can give our clients our dictation system free of charge.

Read more client testimonials here.

 

Posted by Jayne Smith | Filed Under Digital Dictation for Lawyers, outsource dictation | Leave a Comment 

Nationwide Solicitors Alliance

August 29, 2008

discount typing services for NSA MembersThe legal profession’s newest influential organisation, Nationwide Solicitors Alliance (NSA), launches on 1st October.  The NSA will provide a framework within which forward thinking small and medium sized law firms can work together to market their practices locally, improve the home buying process and help maintain and improve their share of the increasingly competitive legal services sector.

Benefits to member firms will include:

  • agreed and standardised conveyancing documentation within local groups, reducing the transaction times, increasing profit which in turn benefits solicitors, estate agents and homebuyers
  • a lead generating system providing enquiries directly from the public to NSA member firms using intelligent telecoms in residential conveyancing, HIPs, wills and probate, family, debt and employment law matters
  • free telephone calls to ALL solicitors, licensed conveyancers, barristers, land registries, national and local law societies and courts.  Free calls between solicitors and supporting estate agents using the NSA HIP for “local” referrals
  • access to a referral network which enables NSA member firms to refer to each other directly, provding real control on the part of the referrer of the destination of the work without the requirement for “panel management” and all that often entails
  • an NSA HIP which is designed to encourage estate agents to nominate an NSA member firm to deal with the legal title check, so optimising opportunities for LOCAL law firms,
  • NSA Recruitment, providing a cost effective alternative to expensive recruitment agencies.

We’re delighted to announce our sponsorship the Nationwide Solicitors Alliance.  All NSA members will receive a 10% introductory discount in addition to their outsource typing free trial. 

Click here to apply for membership of NSA

Posted by Jayne Smith | Filed Under Digital Dictation for Lawyers, General | Leave a Comment