Over the past several years, attorneys' information and referral services have experienced slow, but steady growth.
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For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
Marketing to Attorneys' Information & Referral Services
There are multiple methods for marketing your products to attorneys' information and referral services. In addition to personal contacts, advertisements in relevant media combined with online marketing techniques significantly increase your ability to promote your products to prospects and existing customers.
Many businesses find that direct marketing is also helpful in marketing to attorneys' information and referral services because it is a non-threatening easy method for breaking the ice with new customers.
The first step in developing a direct marketing campaign is to obtain a lead list from an established third-party provider like Experian Business Services, a company known for delivering consistently high-quality lists. From there, you can customize your direct marketing approach toward your company's strengths and perceived needs in the marketplace.
Strategies for Selling to Attorneys' Information & Referral Services
Generally speaking, attorneys' information and referral services are always interested in products that help them better serve their customers.
Cost is a constant concern, but if attorneys' information and referral services believe a new product or line of products can substantially improve their customers' experience, the quality of your products may be more important than the price.
Businesses that sell to attorneys' information and referral services need to also recognize the fact that attorneys' information and referral services aren't necessarily the end-users, so strategies that focus on enhancing customer experiences are frequently well-received by buyers.
Benefits of Networking
Networking broadens your prospect pool. In addition to raising your company's profile, it increases your credibility with attorneys' information and referral services.
But more importantly, a strategy that emphasizes networking as a core sales activity inevitably drives more leads and referrals into your company. Sometimes the leads you generate through solid networking will be leads that you had never considered before.
Given your interest in selling and in attorneys' information and referral services, you might find these additional resources to be of interest.
If you currently own an attorneys' information and referral service, you are in the wrong spot. Try these useful resources:
If you want to start an attorneys' information and referral service, we have some better resources for you:
If you want sales tips for doing business in a different industry, peruse our alphabetical list sales guides below.