JD Supra recently published “Selling Your Professional Service: How to Make it an Easy, 5-Step Process” by Melissa Delaney. In the article, Melissa makes the ever-daunting task of selling one’s services less intimidating by breaking the process down in to five digestible steps: from finding commonalities to closing the deal and everything in between.
Most lawyers and accountants don’t have a typical “sales” (read: business development) process. They tend to find their way to a prospect through referral or an introduction, gather a general understanding of the situation, and then jump right into solving the prospects problems.
If you don’t convert a prospect into a client, chances are there was a breakdown in your process. Therefore, it’s important to identify the reasons behind the breakdown to avoid any missed steps in the future.
Read the entire article here on the JD Supra website.