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19 June 2015
Professional Development Programme
Converting Leads into Clients – Personal Selling Skills
Professional Development Workshop
Converting Leads into Clients – Personal Selling Skills
Welcome to this webinar – hosted by: Gordon Gilchrist – Marketing Director, 2020 Innovation Training
Martin Bissett – Founder, Upward Spiral Partnership Ltd
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Welcome to the Professional Development Programme
The main objective is to develop and keep your best people.
This programme is expressly designed for fee earners (who
may be partners designate) with potential to excel, ensuring
that firms benefit from their input and maybe even address
any succession issues they may have. The programme
includes sessions covering leadership, practice
development, client satisfaction, strategic thinking and
practice management
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Previously on the PDW……….
Session 1 - What makes a Great Firm Tick
Session 2 - Client Development to Improve Firm
Profits
Session 3 – Understanding Great Performance
and Key Performance Target Setting
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Converting Leads into Clients – Personal
Selling Skills
Lead Generation
Converting Leads into Clients
Listening
3 Factors Potential Clients Weigh Up
The Process of Successful Selling
Handling Objections
Action Planning
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Understanding Great Performance and Key
Performance Target Setting
Lead Generation
“It’s more important to different than it is to be better”
Client referrals
Freebies
Checklists, helpsheets, calculators
Focused communication
Industry, age, profits, benchmarking
CRM
“Points make prizes” approach
Pardot
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Understanding Great Performance and Key
Performance Target Setting
Converting Leads into Clients
Stop selling the “unsellable”
Proposition needs to be compelling
Listening 70%
Offering the solution 20%
Closing the deal 10%
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Converting Leads into Clients – Personal
Selling Skills
Making something “tasteless”, “taste nice”
Visiting the clients premises as often as possible
Showing what help is available even if not part of the
quotation
Visual, audio and kinaesthetic
Having lunch with your favourite client at your favourite
restaurant – what happens ?
When is telemarketing not telemarketing
Listening
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Converting Leads into Clients – Personal
Selling Skills
3 Factors Potential Clients Weigh Up?
Specialisation
Niche, niche, niche
Jack of all trades and master of none
Recommendation
ASK clients
Joint events
Aggressiveness
You can’t show enough interest !!
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Converting Leads into Clients – Personal
Selling Skills
The process of successful selling
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Converting Leads into Clients – Personal
Selling Skills
Sales Process
Homework
Companies House
Referral source
Social media
Objectives
Business cards
Mailing list
Another meeting
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Converting Leads into Clients – Personal
Selling Skills
Sales Process
Probing questions
What does it feel like to run a business like this ?
How long have you been doing this ? I bet you have
seen some changes ?
You haven't got a minute to show me round ?
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Understanding Great Performance and Key
Performance Target Setting
Sales Process
“Grow the need” questions
How would that work ?
Tell me more ?
Go on ?
What’s in it for you ?
Why ?
How would you feel about that ?
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Understanding Great Performance and Key
Performance Target Setting
Solution
Benefits, not features
Oldest firm in the world
7th Largest firm in the UK
“Who cares ?” test
Language of the client
You were keen to save tax so,…..
You said saving for a replacement machine was crucial to you so …
Closed questions – buying signals
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Understanding Great Performance and Key
Performance Target Setting
Handling Objections
Distinguish between lame excuses and genuine
objections
Take them head on
“Go back to jail, do not collect £200”
Go back to “vague ideas” and regrow the need
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Understanding Great Performance and Key
Performance Target Setting
Close that deal
Come off the fence and pop the question
Are we in business ?
What else do you need from me ?
When are you thinking of making your decision ?
When would you like me to start ?
What are your timescales ?
Shall I start setting up your file ?
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Understanding Great Performance and Key
Performance Target Setting
Summary
Lead generation
Converting leads into clients
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Session 4 – Understanding Great Performance and Key
Performance Target Setting
Action Plan
Action By Whom By When
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Remaining PDW’s……..
Moving to a Leadership Position and Building a
High Performance Team
Taking Clients from ‘Compliance’ to ‘Added Value’
Services
Successful Pricing for Non-Compliance Services
Action Planning for Your Personal Development
Converting Leads into Clients – Personal Selling Skills
19th June 2015
Professional Development Workshop Webinar – Session 5
Topic: Converting Leads into Clients – Personal Selling
Skills
Monday 21st September 2015 – 09.30 to 11.00
To register visit www.the2020group.com or call +44 (0)121
314 1234
19 June 2015
Professional Development Programme
Converting Leads into Clients – Personal Selling Skills
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