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We
guide them to four key personal achievements
so you can
make and sustain the breakthroughs you need to build
your practice and grow your business.
This
coaching program requires a relatively modest commitment
of your time to resolve what to do
and how to move forward to make a major
improvement in your business development this year.
And you benefit from direct, individualized support
from one of our expert principals.
And
ALWAYS we emphasize what you need most...in the areas
where you can see the greatest boost.
#1: Developing Your Personal Marketing Strategy and
Growing Client Relationships
You build a tailored marketing strategy for yourself
and an action plan to achieve breakthroughs
in revenue growth, identify your value proposition or
“focus.” You further specify the steps that
will bring your client relationships and business opportunities
to the next level, plus learn the best ways to implement
them.
What
You Accomplish
1)
A customized personal marketing strategy and tailored
action plan to achieve breakthroughs in revenue
growth
2) A compelling and high impact personal “brand”
and persuasive 30 second commercial that you can
use in all forms of personal marketing and networking
3) A complete understanding of what it takes to
become a trusted business advisor and reach world
class levels of client relationships.
4) A client marketing plan that will take your
client relationships to the next level
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#2: Building Your Network and Cultivating Professional
Alliances
You apply the network building methods of top rainmakers
to identify specific ways to turn your clients into
your sales force for more business. Then, determine
the steps to take for purposeful networking with high
value allies. Plus we coach you on how best to implement
these steps, how to take action for maximum results.
What
You Accomplish
1)
Apply the same relationship building methods that
drive the success of the best rainmakers in the
legal profession
2) Use a step by step process to turn your clients
into your sales force
3) Identify a set of high value professional allies
and execute a committed, joint co-marketing plan
based on best practices
4) Learn how to network with a purpose, get introductions
and eliminate wasted time and effort
5) Stimulate the word of mouth advertising that
builds your personal reputation |
#3: Building Your Personal Brand and Professional Reputation
You “package” what you have to offer your
prospects (the expertise which you will promote) and
focus on a set of marketing actions in a program that
will efficiently enhance your reputation, while driving
prospects to you. You develop a marketing engine of
action, follow-through, and direct contact that generates
a steady stream of “pre-sold” leads.
What
You Accomplish
1)
Generate a steady stream of “pre-sold”
leads and a dependable pipeline of new work
2) Package your offerings in a compelling, differentiated
manner that drives prospects to contact you and
move the selling cycle forward
3) Focus on a set of marketing actions that make
money and stop wasting time on sub-par marketing
methods
4) Implement a direct marketing engine that produces
high quality leads while you are busy serving
current client
5) Become a celebrated expert in your field |
#4:
Sharpening Your Selling, Closing and Proposal-Making
You gain insights and specific techniques
for following through on your business development -
selling and closing the prospective client. From first
contact to follow-up to closing, you will learn how
to keep the client first, while saving yourself wasted
time and effort. Practice the best kind of professional
selling by applying the questioning and probing skills
you already have as a lawyer.
What
You Accomplish
1)
Acquire the best methods to sell more by thoroughly
qualifying prospective clients
2)
Add ways to sell additional work to existing
clients and customers
3) Apply these techniques to your own specific
business development opportunities
4)
Start listening in such a way that people will
tell you exactly how to sell them...
5) Use your attorney skills to move selling
situations to closes - and avoid wasting time,
effort and energy
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The
help you get is customized to your needs and
those of your people...we
emphasize the skills and achievements that
will give you the greatest boost in your business
development and your ability to grow your revenues.
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Apollo
Firmwide Business Development Training
Even
those who have long been experts in their profession,
can feel unprepared for the continuing demands of contact
making, client acquisition, and personal marketing.
We
work with both sole practitioners as well as professionals
who work for larger firms — all of whom want to
improve their ability to generate work.
