A good sales regime includes at least one Business Development activity every day. So if you are starting from scratch or just scratching your head about what to do in that small window of available time then here's a start - 25 ideas for action.
One law firm I work with managed to build this list to 62 activities! How about you?
- Put yourself in the position of a prospective client and try and find your service / your firm / your name or a firm that provides the service you offer to your target market. Is there anything you would like to improve?
- Review your business pipeline activity. If you're unsure about your sales conversion rate or deal flow then you may find the 2-4-8 rule useful (working on 2 clients; pitching on 4 opportunities; pursuing 8 new leads)
- Call a referrer and update them on work they have referred you
- Do at least 15 minutes of desk research on one target client
- Review your LinkedIn profile
- Review stories published in your social media groups and 'Like' or 'Comment' on those you appreciate
- Endorse a contact on LinkedIn (if you're not sure how to do this - then ask for LinkedIn training)
- List your Top 5 clients by revenue, Top 5 by profit and Top 5 by growth potential. What client will have the greatest impact on your practice next year? Keep the list handy and commit to at least 1 action in the next week
- What are the issues your clients are asking questions about? Write a paper or blog or a brief email - answering a client's question.
- Introduce someone from your firm to a client or referral source. 'Velcro' good relationships with multiple contacts
- Did you win a new client or major matter in the past 4 months? Consider arranging a meeting at theirs to review work to date and discuss plans for next 3-6 months
- Call a client or referral source you haven't spoken with in the past 4 months to see how things are going
- Schedule a networking event for contacts every 6 months. Then you'll always have an invitation on hand to send to new contacts as a follow up to your networking activities
- Review articles, conversations threads or public submissions to policy reviews. Is there an opportunity to summarise the content and share with contacts?
- Was there a tender you missed out on in the past year? Call to see how things are going.
- Was there a lead that simply went cold? Call them!
- Take a client and a colleague out for a cuppa. Seek to understand their practice, how they win business, and how you can help
- Review the professional, business and community groups to which you give your time. Trim those you are not excited about - make room for the ones you get a kick out of
- Call or write to say 'Thank you' to a loyal client, a referrer or major supplier.
- Google an existing client or referrer to see if there is any 'new' news
- Critically review a proposal or engagement letter. Anything you'd like to change?
- Set up a Twitter Account and take it for a test drive by following @kate_mcClymont.
- Write a personalised Christmas Card and stash it away for mailing on Nov 30.
- Enrol in a training program. Go to Bulletpoints for a list of courses designed for lawyers or look at the training and information available from ALPMA.
- Read a business publication such as BRW online or an industry publication for news and inspiration.
To sound out a sales idea with Sue-Ella email email@example.com.