Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that new customer acquisitions in this industry is a lofty ambition that demands diligence and respect.
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The process of moving banking and investment law firms from prospects to satisfied customers doesn't just happen. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
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Putting It All Together
Ultimately, there is no single strategy that can guarantee conversions in your efforts to sell to banking and investment law firms. It's often a combination of techniques that converts prospects to customers.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that incorporates proven sales techniques into a carefully designed sales strategy.
Casting a Broad Net
The first step in selling to banking and investment law firms is to cast a broad net. Strategies that are isolated to the local market are not likely to succeed in an environment that makes effective of remote, technology-based selling tools.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to increase your bandwidth to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Gaining Traction in the Marketplace
Every B2B business hopes to achieve viral buzz for their products. But viral marketing strategies are a far cry from money in the bank.
To succeed with banking and investment law firms, you'll want to apply a diverse mix of marketing strategies that leverage multiple marketing channels.
Many sellers purchase lead lists from recognized list providers. When it's time to shop for a lead list provider, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of banking and investment law firm contacts.
We think you may find these additional resources to be of interest.
If you have an existing banking and investment law firm, you are in the wrong spot. These resources will come in handy:
If you want to start a banking and investment law firm, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.