Converting Partners' High-Potential Contacts Into High-Margin Clients
This is not a warmed-over commercial sales training program repackaged with a "Just for Law Firms" label. It was designed for lawyers, in consultation with lawyers, and has been continually refined in response to law firm feedback. In fact, its genesis was pure Marketing 101.
In 1992, we heard this lament from a large number of managing partners and senior lawyers:
We've got some partners who are well known. They seem to know everyone and belong to every important business or civic organization. But they don't bring in much business in relation to the contacts they have. I just think that if they had better selling skills we could really capitalize on their standing.I interviewed lawyers in a variety of firms of different sizes to learn what obstacles lawyers faced, and what kind of program they would embrace. The product of that research is what is now known as ResultsPath. This is the training investment that helps you convert a higher percentage of your sales opportunities into revenue, and develops skill assets that pay dividends forever.
You will realize other short-term benefits, too. For example, research shows that in 30% of selling opportunities no decision is made, and nothing gets purchased. We'll show you how to recapture much of that wasted time by focusing your efforts and recognizing the time-wasters. What would 15% more time do for your billings or the quality of your life?
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