Supercharge Your Law Firm Revenue with NewLaw & Big4 Sales MethodsWednesday 30th March, 2016

Starts at 10:05 Berlin CET

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Presenters

Ivan RasicFounder and CEO

LegalTrek

John Grimley Law Firm Sales Pipelines

Asia Law Portal

Predictable Sales Methods 2AgendaTerminologyNewLaw, Big Four, Outbound, Inbound, Buyer’s Journey

Part IPositioning, Key functions in a sales team, Activities, Results

Part IILaw Firm Sales Pipeline (what / what does it consist of / how do these help), “Commercial-content” strategy to use,

Closing RemarksExample: How does NewLaw sell, Q&A, Follow-up

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Questions, comments? Ask on Twitter!

#NewLawEdu@AsiaLawPortal@LegalTrek

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For example:

@AsiaLawPortal, can we apply this strategy in smaller teams? #NewLawEdu

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Terminology

#NewLawEdu@AsiaLawPortal

@LegalTrek

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Big Four

#NewLawEdu@AsiaLawPortal

@LegalTrek

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NewLawGeorge Beaton “The antithesis of the BigLaw business model”

Jordan Furlong“Any model that represents a significantly different approach to the creation and/or delivery of legal services”

#NewLawEdu@AsiaLawPortal

@LegalTrek

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Inbound vs OutboundInbound activity Processing leads that came to us with a specific need in mind

Outbound activityReaching out to a target group in order to determine a need our services can fulfill

#NewLawEdu@AsiaLawPortal

@LegalTrek

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Buyer’s JourneyA way of thinking that acknowledges a buyer’s progression through various psychological stages, which ultimately lead to a purchase.

Awareness → Consideration → Purchase

#NewLawEdu@AsiaLawPortal

@LegalTrek

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Part I PositioningKey functions (in a sales team)Activities and Result

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PositioningImportant, comes first, sales follows

Can you really tell what a “full service” or a “boutique” law firm do?

This is no positioning. Try something else instead.

#NewLawEdu@AsiaLawPortal

@LegalTrek

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Ask: What do you do?How do you help customers?So what? (What is so great about that?)

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Key functionsProspectorOpportunity finder, some pre-qualification

Outbound executiveCaller, appointment-setter

ExpertFull qualification, closing, relationship manager #NewLawEdu

@AsiaLawPortal@LegalTrek

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Goal: Reach as many potential customers in your target and identify a need you can serve (close too!!)

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Key functionsProspectorOpportunity finder, some pre-qualification

Outbound executiveCaller, appointment-setter

ExpertFull qualification, closing, relationship manager Illustration via

mangoho

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Part II Law Firm Sales PipelinesCommercial-content strategy

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Law Firm Sales PipelinesWhat are LFSP’s?

What do LFSP’s consist of?

How do LFSP’s help law firms?

#NewLawEdu@AsiaLawPortal

@LegalTrek

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Commercial-contentWhat is Commercial-content strategy?

How can you use it to your benefit?

Any examples?

#NewLawEdu@AsiaLawPortal

@LegalTrek

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Closing Example from NewLaw practiceQ&A, Follow-up

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Questions?

Thank you.Send to you:● E-mail with Webinar On-Demand-Video link● Exclusive copy of new E-book: “Attracting New Clients”● Invitation for a next webinar

Next Steps:● For clients: Send us questions In-App● For law firms interested to:

○ learn more from John: Email○ see how LegalTrek helps: Schedule a demo

legaltrek.com