In today's fast-paced B2B economy, initiative and strategy are two things that never go out of style – especially for companies that sell to administrative and governmental law attorneys practices.

How to Generate Solid Leads

There aren't any uniform rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to administrative and governmental law attorneys practices should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.

One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.

At Gaebler, we advise our business partners to explore Experian Business Services for administrative and governmental law attorneys practice lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.

Niche Selling

New businesses that target the entire marketplace face a difficult task. A better approach is to tailor your business model to an underserved niche.

In the administrative and governmental law attorneys practice industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless the research confirms your expectations.

How to Sell to Administrative & Governmental Law Attorneys Practices

After you have established contact with a prospect, how do you close the sale?

Like many of us, administrative and governmental law attorneys practice business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and make your pitches as concise as possible.

In some instances, your initial contact at administrative and governmental law attorneys practices you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.