The Sales "How to" Podcast: Recent Episodes
Shavon
Business and client development tips, analysis of ethics rules that govern sales and marketing activity + sales news, interviews & analysis re: trends in the sale and marketing of legal services.
How to Structure a Success Fee This podcast entitled “Pigs Get Fat; Hogs Get Bar Complaints” explores alternate legal fee arrangements in light of Elon Musk’s lawsuit against Watchell Lipton Rosen & Katz. Learn what the Bar rules require of fee agreements and how to structure a lump sum legal fee that passes ethical muster. […]
Want to generate cash flow now to take advantage of an investment opportunity, finance expansion, make payroll, or prove yourself in a new business development role or as a new partner with a different firm? This episode is all about the short game–how to buy yourself some time while you grow your practice or business. […]
How to Avoid the Friend Zone in Business Development Having too many leads can lead to poor nurturing practices and can land you in the business development friend zone where your prospects never convert to paying clients or paid users. This podcast discusses 3 ways to navigate a large lead list (and one way that […]
This episode is a roadmap to keeping ones ear to the ground to identify service opportunities ahead of your competitors. It’s about using business intelligence to identify and aggregate sources of information. But most of all, it’s about developing a healthy curiosity about an industry and your client profile and capitalizing on that nosiness to […]
Be an Opportunist This episode is about keeping your head on a swivel. Learn how to recognize opportunities to grow your business with existing clients or to use clients and others with whom you have relationships (online and in-person) to generate revenue. So, be on the lookout! Be an opportunist.
I’m Bagging This One This podcast episode provides a road map for landing your first client within your firm’s client profile. The earlier (in your career) you can do this, the better. It will make your superiors aware of your revenue-generation potential and put you on the equity track. However, bagging a client usually doesn’t […]
How to Keep Your Sugar Daddy Everyone has a sugar daddy. Whether it’s a job, a spouse or partner, a parent, a side hustle, or a large client, you have someone who is primarily responsible for putting food on the table. That person or thing is your sugar daddy, and you’d best know how to […]
This episode details where lawyers and other legal services providers can expect to earn fees during the period of high inflation. These are opinions on which practice areas are likely to be hot and which clients are likely to be buying. As usual, the advice is broken down by firm size. Naturally, we also cover […]
How Inflation is Impacting Legal Consumers and Law Firms of All Sizes This episode discusses the impact of trickle-down inflation on pricing strategies in the legal industry. Trickle-down inflation is the successive passing down of increased costs by larger businesses to their smaller business consumers until the higher pricing practices reach mom and pops businesses […]
The Cure for Procrastination In this episode, we learn to be our on therapist. I’ve been procrastinating lately. I figured out why and tried a few hacks to snap out of it. I share these tips with you in this 15-minute recording. First, we explore the reasons for procrastination. Then, we identify the best cure […]
The Role of the Trainer and Coach in Business Development Building a business development team is like building a tennis team. You need a trainer and a coach. Welcome to a strategy episode of the Sales “how to” podcast. It’s the beginning of the 4th quarter. So, you should be planning for next year. Business […]
The post Play to Win: How to Utilize Your Business Development Team first appeared on Sales for Lawyers.
10 Signs You Need Business Development Training There are new tools available to help you become a Rainmaker. eLearning has reached the sales sector. And our eLearning program is tailored for lawyers. But how can you tell whether the investment is likely to pay off? Listen to this podcast episode and learn 10 signs that […]
The post Use eLearning Ed-Tech to Become A Rainmaker first appeared on Sales for Lawyers.
Lead Qualification Tactics The Advertising Specialty Institute (“ASI”) recently published an article on lead-qualification tactics. The article quotes Shavon Jones and mentions Sales for Lawyers. In it, Shavon advised readers to seek better leads to begin with. She said simple advance work reduces the work you’ll need to do later on. Shavon revealed her secret […]
The post How to Qualify Leads first appeared on Sales for Lawyers.
Tech, Tech … Boom This podcast episode discusses 5 must-use sales technologies, how to use them, and how they can help you save time and earn more money.
Be a Connector This is a client development post about nurturing relationships through schmoozing. It enables you to generate business opportunities for yourself and those in your orbit as a professional facilitator or connector.
Be a Farmer This episode explains why revenue generation is dominated by people who focus on existing clients rather than those who focus on landing new logos. It discusses the Three Rs of Client Development: renewals, referrals and references.
How to Sell to Women For Women’s History Month, we discuss issues that can impact your effectiveness in selling to women who control budgets. This is a bit of inside intel or insight into what may be underlying your sales efforts with powerful women. If you’re a man selling to a woman, what might you […]
How to Talk about Money Knowing what to charge is a key aspect of sales and a common cause of distress for salespeople. Here is a quick guide for sellers of professional and personal services to get paid what you are worth without alienating your buyers and prospects.
Effective Introductions These are do’s and don’t for introductory emails and phone calls directed to cold and warm leads. These intros help you get in the room to build relationships and ultimately offer solutions to the prospect’s challenges.
How to Manage Old Fogies The focus of this episode is teaching old dogs new tricks when it comes to virtual sales and marketing techniques. It’s about not perpetuating old fogey behaviors by accepting their often dated advice or myths at face value. This requires managing up or influencing without authority. Learn how…
This podcast episode could have been entitled "How not to Be a Pawn in Facebook's Chess Game." This week Facebook's platforms went dark as if to show Congress how important the company is to small business. But there was another lesson that we should have learned...
The Journalist and the Lawyer Talk Relationships & Earned Media Journalist Diamond-Michael Scott and Attorney Shavon Jones discuss (1) the best ways to secure earned media to get your message out to your client profile and (2) how to stay connected with your client profile through value-filled touches so that you don’t need to reintroduce […]
When It Comes to Sales Strategy, Size Matters Your business size, sales & marketing budget, and client profile should dictate your sales strategy. This episode discusses sales strategies for small community law firms, specialty boutique law firms, and large multi-national law firms. Follow us on LinkedIn for exclusive Corporate Lifestyle content. For Lawyers Only magazine
This episode is about following up with leads who have shown an interest in your offering. It discusses ways of engaging with them to build enough rapport to advance to the next stage of the buying process.
Tips on how to resolve a fee dispute. We also delve into the source of fee disputes and how to avoid them.
Sell at Your Prospect’s Pace Sometimes your prospect may not be ready to buy from you even though they have a problem and the budget to address it. You may need to take these intermediate steps before they will be comfortable moving forward with the purchase.