Converting Partners' High-Potential Contacts Into High-Margin Clients
Follow Up Converting product-oriented "presenters" into needs-oriented professional sellers requires significant behavior change. Lawyers are not in the habit of planning a sales contact, much less calling anyone for advice beforehand. They will need to be reminded that Coaching is available and encouraged to take advantage of it. Each week, all ResultsPath participants receive ResultsMail, which is e-mail containing sales and marketing tips that teach them something new, or remind them of things they learned in the seminar. ResultsMail's more important purpose is to stimulate lawyer contact. It contains the Coach's contact information and serves as a weekly reminder that their Coach is available and wants to help them succeed. Continue... |
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