Thinking Big, Article 2, New Law Journal, Setting Goals and Defining your USP New Law Journal | 18 May 2012 | www.newlawjournal.co.uk MARKETING Profession 683 Adam Caplan continues his Thinking Big series on how to a grow a law firm with my New Law Journal Article 2, part two. If you click on the link above it will open up my second ‘Thinking Big’ article written for The New Law Journal, published May 18th 2012 Defining your USP as a legal firm Clarifying your USP is vital as this will define your message to your clients. Here’s how you can define your USP … Continued
Thinking Big – Article 2 from The New Law Journal Series – Setting goals New Law Journal | 18 May 2012 | www.newlawjournal.co.uk MARKETING Profession 683 Adam Caplan continues his Thinking Big series on how to a grow a law firm with my New Law Journal Article 2, part one. If you click on the link above it will open up my second ‘Thinking Big’ article written for The New Law Journal. In part one of this series I introduced the concept of key performance indicators (KPIs) to help you find out what makes your business tick. We looked at initial … Continued
Growing Your Practice with Adam Caplan, New Law Journal Article 1 If you click on the link above it will open up my first ‘Thinking Big’ article written for The New Law Journal. My series on growing a practice for solicitors, written in the New Law Journal, first appeared April 6th & 13th 2012, p506 (http://www.newlawjournal.co.uk) Have a read and see if it’s of interest to you. My next article is in the 18th May edition. www.newlawjournal.co.uk | 6 & 13 April 2012 506 Profession Practice Managment | New Law Journal Adam Caplan kick-starts his new series on how to a grow … Continued
Why discussing Features, Advantages and Benefits with customers is really a waste of time. By Adam Caplan Many sales trainers and sales team managers will talk about F.A.B, or Features, Advantages & Benefits. They will talk, for hours, about how important it is to tell your customer the F.A.B of your product or service. They’ll say something like this: FEATURES – What your products and services are ADVANTAGES - What your features do BENEFITS – What the product service does for the customer The sales conversation will go something like this (I’ll use an Apple iPhone as an example here): Well Mr Customer, … Continued
TRUST. It can be defined as when a person is willing to rely on the actions of another even though the outcome may not be certain. We have a natural desire to trust people and it is the basis upon which we build our relationships. In the past many confidence tricksters, masquerading as salespeople have abused this natural desire. As a result, salespeople are often districted by customers. In psychology, trust is believing that the person who is trusted will do what is expected. If this doesn’t happen we stop trusting that person, or that group. In fact we often distrust … Continued
Tags: asking questions, business, closing, key performance indicators, management training, sales, sales closes, sales training, sales training business management training, selling, trust
Post permalink | No comments | View all posts