Super Simple Sales
If only Dwight Schrute knew Gary’s tactic to super simple sales…
It used to be the rule of A.B.C. Always Be Closing. But I disagree. Imagine you’re having a conversation with someone you want to do business with, and there’s a voice in the back of your head telling you to close, close, close. That’s right, it adds a lot of pressure. And people under pressure? Sweating. Desperate. Unconfident (remember confidence is everything!).
The Sales Conversation!
Uncover what possible clients need
For J2 Marketing, attorneys usually want to get more clients
Less business development because they want to practice law
Like a car sale, if you give a customer a random car it won’t be what they want; You have to get to know them first
Identify what success looks like
Why is it important to them
You need to make a good proposal, starts with their goal
Make them feel it so then it becomes real and tangible
Ask them if they need help
Would you like someone to help you with that?
Would you like that person to be me?
Tell them why they are an ideal client and set a time to meet next
Your best work happens with people like them
Make the best business situation for both parties (must be win-win situation)
This is much more powerful than not asking questions and telling them what they need to do right off the bat. After that, it’s all about making sure they agree with your proposal by setting up a meeting to verbally present it to them. Then ask, “When will you make this decision by?” And promise to call them at a specified time. Keeping this promise not only shows that you have good memory, but that you care enough about them as a person and business.
After our meeting, Gary told me to write four scripts about anything we’ve learned about so far. I wrote about “The Follow Up” (after networking events), “Super Simple Sales Conversation,” “What is a great question to start a conversation?,” and “What is the best social media platform to use for business?” Each being 1-2 minutes long with hooks and takeaways.
A couple days later, Gary, Meagan, and I went over the video scripts and Gary really enjoyed them! Only a few edits were made, and I think it was refreshing for them to read another style of writing.
In other good news, our Gavel Club meeting was a success! Just from a few minutes handing out flyers, we gained 5 new members this meeting. It was a bit of a panic beforehand though, as the Hyatt House hotel we usually host meetings at canceled last minute. I brainstormed and asked the restaurant right next to the hotel, Piatti, if we could sit outside on their patio for the meeting. They agreed, and the pretty location made for some great pictures but loud environment for the speakers to talk over.
Our last two members completed their “Ice Breaker” speech and next meeting we’ll move on to the second topic: “Organizing Your Speech.” The Ice Breaker allowed members to talk about something important in their life:
Something that's been hard recently that others can relate to, an instance where they learned something new about themselves through an experience, something they worked hard for, something that makes them happy, something they overcame, something they regret, etc. There weren’t any regulations around the structure, but that all changes in our next get together.
