Why You Have to Position Yourself Effectively to Attract New Intellectual Property Legal Services Clients
Too numerous Intellectual Property Legal services specialists waste too a lot time prospecting for new enterprise instead of providing a great service to clients.
The key problem for them is the lack of enough high-good quality leads to sustain their businesses, and hence they feel the want to cold call, send out sales letter, continuously re-do adverts, network…whatever it is they feel will get much more leads coming by means of.
This technique is inefficient and, to be blunt, soul destroying for many folks that probably have the capability to deliver a fantastic service or product.
If you are in a similar position, what can you change?
1st of all, you need to understand one key point…
If a prospect finds you, he is more likely to get from you than if you chased him for his business in the initial place.
This means that you have to spend much less time running around asking individuals for their organization, and far more time thinking about how to create up a position of authority that draws prospects towards you. To do this, you have to:
1. Be seen as the finest IP lawyer around who can give advice on how to solve specific problems.
2. Have a advertising system in location that demonstrates your information, and which permits you to share that understanding with those that require it so they can learn how to take away any fears and frustrations they have.
3. Focus on the conversations going on in your prospects’ minds, and act like a laser guided missile in creating positive you solve the distinct difficulties they want you to solve.
Now, I am not criticizing anybody that has spent time improving their sales tactics, learning how to project themselves positively in negotiations or got guidance on how to motivate themselves. All this is excellent! But, you would do a whole lot far better if you stuck a nicely-created marketing program at the commence of your sales organization.
All the self-learning you might have completed can then be put to great use with prospects that have ‘discovered’ you. The key factor to understand in this situation is that your conversations with prospects are various. They will see you as somebody to respect and trust, and not an annoying salesperson that keeps on hassling them.
Keep in mind, the worst position you can ever be in with a prospect is to be observed just as one of numerous IP lawyers that could be able to solve their issues. You want to be THE 1 individual that they think, and know, will solve their troubles.