B2B sales for solicitors: can you seal the deal?

It’s tough out there. More competition means you need to fight for opportunities and make the most of all those you get. Are you and your team equipped with the necessary focus and skills?

The maturing of the legal marketplace and the growing sophistication of commercial client means that law firms can no longer just rely on simple marketing – they need to seal the deal (sell!) as well.

This workshop is designed specifically for those targeting commercial clients who want to make it rain just a little bit more.

• Why marketing will only take you so far
• Client experience and the sales journey
• Solicitors and the sales mindset
• Value, trust, emotions and pricing – the four pillars of professional sales
• The message: positioning, differentiation and unique value propositions
• Proactive sales – how to get in front of your ideal clients
• The sales conversation – alternative approaches and questioning techniques
• Pricing with confidence / resisting downward pressure on fees
• Turning clients and referrers into your sales team