Business Development Strategies for Niche Markets
Selling to Legal Services Businesses
Most legal services businesses have lean financials and demanding schedules. For business sellers prepared to compete, legal services businesses offer a steady sales revenue stream .
Not surprisingly, legal services businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
Your approach will vary according to your situation and your company's unique sales objectives. But overall, there are several things you will need to consider when devising a system for selling to legal services businesses.
Direct Marketing Strategies
Direct marketing has proven to be an effective selling strategy for legal services businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a platform for relationships with legal services businesses that can benefit from your products or services.
The tricky part about direct marketing is lead generation. Since reliable leads can be hard to find, we recommend using lead lists supplied by established third-party vendors. Based on our experience, Experian is one of the best in the business with a reputation for supplying consistently reliable lists of legal services businesses that produce high conversion rates.
CRM (Customer Relationship Management) technology is highly familiar to most B2B enterprises.
When used properly, CRM can manage your company's interactions with customers and prospects. For those who do not have a good lead management system, it's time to get with the program. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B legal services business industry, the the under-utilization of CRM can put your business at a competitive disadvantage.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to meeting ambitious sales goals. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that legal services business owners are often sensitive to team dynamics and may not respond to sales reps who seem overly disconnected from their sales unit.
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