1. Selling Services: How to get in front of new clients

2. Agenda… Why Selling Product is different from Selling Services and why that really matters How commercial clients buy trusted advice How to build a sustainable stream of new client opportunities

3. About You…

4. ExpertImprovingBeginner

5. Finding new clients is easy Expert A bit hit & miss.. Improving We win clients that call us… Beginner About You…

6. About GenLead… Help Law firms meet & build relationships with new clients

7. About GenLead… Law Society Consulting Telemarketing Partner

8. Selling Services Vs. Selling Product Why it really matters.

9. Are you selling Services or Product?

10. Selling Product? Boxes of stuff. Product Clients do know how to buy. Buying Process ‘ Feature driven Why Clients Buy

11. Buying Services…

12. Selling Services? Guidance. Services Clients don’t know how to buy. Buying Process Complex ‘Outcome driven’ Why Clients Buy

13. Being ‘Sold to’

15. Why This Matters…

16. 75% Of clients do not feel confident about buying Professional Services

17. Why This Matters… 50% Of the UK population say they don’t know what Lawyers actually do

18. Section Summary… Clients don’t like ‘Being sold to’ Clients don’t know how to buy from you The profession is not confident about selling

19. How Clients Buy Services & Trusted Advice

20. 3 Scenarios... Trusted advisor Outcome driven Trusted Build a better world... Compliance Improve Pain Time pressure Fix

21. Outcome Driven... What outcome do you give your Clients What do you say you are? Compare

22. Outcome Driven Example... Help Clients Pay Less Tax Qualified Tax Accountant Compare

23. Section Summary… 3 Scenarios that drive a need for Professional Services What you are vs. The outcome you give.

24. How to build a sustainable stream of new client opportunities

25. IntroduceNurture Collaborate & Close How to build a sustainable stream…

26. First contact... Introduce

27. First contact... Introduce PhoneContent Follow Up

28. Introduce Owner/MD Estate Agency £2m - £20m M3/M4 Corridor Accountants – Target Audience...

29. Outcome Driven - Accountants... We help the owners of Estate Agencies Make more Money and Pay less tax Trusted Specialist in Accountancy services for Estate Agencies Improver Full service Accountancy firm. HMRC Investigation experts Fixer

30. Build the relationship... Nurture

31. Buying Scenario? Reinforce (Content) Dialogue!Presence Build the relationship...

32. Move it forward... Collaborate

33. ChallengeOutcomes?TestPackage? Move it forward...

34. Review – How to get in front of New Clients...

35. 1.Services or Product? 2.Use Outcome language 3.Understand buying scenarios 4.Build a consistent client acquisition function 5.Maintain an outcome driven dialogue, reinforce it & stay present.