The Sales "How to" Podcast artwork

The Sales "How to" Podcast

61 episodes - English - Latest episode: 9 months ago -

Business and client development tips, analysis of ethics rules that govern sales and marketing activities of lawyers + sales news, interviews & analysis re: trends in the sale and marketing of legal services.

Business Education
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Episodes

Pigs Get Fat; Hogs Get Bar Complaints

July 12, 2023 17:58 - 12 minutes - 21 MB

How to Structure a Success Fee This podcast entitled “Pigs Get Fat; Hogs Get Bar Complaints” explores alternate legal fee arrangements in light of Elon Musk’s lawsuit against Watchell Lipton Rosen & Katz. Learn what the Bar rules require of fee agreements and how to structure a lump sum legal fee that passes ethical muster. […]

How to Get Paid

June 13, 2023 16:17 - 6 minutes - 10.9 MB

Want to generate cash flow now to take advantage of an investment opportunity, finance expansion, make payroll, or prove yourself in a new business development role or as a new partner with a different firm? This episode is all about the short game–how to buy yourself some time while you grow your practice or business.

How to Avoid the Friend Zone

April 21, 2023 12:35 - 6 minutes - 10.3 MB

How to Avoid the Friend Zone in Business Development Having too many leads can lead to poor nurturing practices and can land you in the business development friend zone where your prospects never convert to paying clients or paid users. This podcast discusses 3 ways to navigate a large lead list (and one way that […]

Fortune Favors the Nosy

April 04, 2023 11:04 - 6 minutes - 10.8 MB

This episode is a roadmap to keeping ones ear to the ground to identify service opportunities ahead of your competitors. It’s about using business intelligence to identify and aggregate sources of information. But most of all, it’s about developing a healthy curiosity about an industry and your client profile and capitalizing on that nosiness to […]

Be an Opportunist

March 08, 2023 17:35 - 6 minutes - 10.1 MB

Be an Opportunist This episode is about keeping your head on a swivel. Learn how to recognize opportunities to grow your business with existing clients or to use clients and others with whom you have relationships (online and in-person) to generate revenue. So, be on the lookout! Be an opportunist.

How to Bag Your First Client

January 25, 2023 17:30 - 7 minutes - 11.7 MB

I’m Bagging This One This podcast episode provides a road map for landing your first client within your firm’s client profile. The earlier (in your career) you can do this, the better. It will make your superiors aware of your revenue-generation potential and put you on the equity track. However, bagging a client usually doesn’t […]

How to Keep Your Sugar Daddy

January 11, 2023 18:09 - 7 minutes - 12.4 MB

How to Keep Your Sugar Daddy Everyone has a sugar daddy. Whether it’s a job, a spouse or partner, a parent, a side hustle, or a large client, you have someone who is primarily responsible for putting food on the table. That person or thing is your sugar daddy, and you’d best know how to […]

Where the Deals Are in 2023

December 19, 2022 21:49 - 7 minutes - 12.9 MB

This episode details where lawyers and other legal services providers can expect to earn fees during the period of high inflation. These are opinions on which practice areas are likely to be hot and which clients are likely to be buying. As usual, the advice is broken down by firm size. Naturally, we also cover […]

Pricing Legal Fees in an Inflationary Economy

December 07, 2022 14:30 - 19 minutes - 32.3 MB

How Inflation is Impacting Legal Consumers and Law Firms of All Sizes This episode discusses the impact of trickle-down inflation on pricing strategies in the legal industry. Trickle-down inflation is the successive passing down of increased costs by larger businesses to their smaller business consumers until the higher pricing practices reach mom and pops businesses […]

Don’t Be a Thumb-Twiddler

October 17, 2022 12:04 - 14 minutes - 24.3 MB

The Cure for Procrastination In this episode, we learn to be our on therapist. I’ve been procrastinating lately. I figured out why and tried a few hacks to snap out of it. I share these tips with you in this 15-minute recording. First, we explore the reasons for procrastination. Then, we identify the best cure […]

Play to Win: How to Utilize Your Business Development Team

September 30, 2022 15:59 - 7 minutes - 11.8 MB

The Role of the Trainer and Coach in Business Development Building a business development team is like building a tennis team. You need a trainer and a coach. Welcome to a strategy episode of the Sales “how to” podcast. It’s the beginning of the 4th quarter. So, you should be planning for next year. Business […]

Use eLearning to Become A Rainmaker

September 12, 2022 17:12 - 11 minutes - 18.3 MB

10 Signs You Need Business Development Training There are new tools available to help you become a Rainmaker. eLearning has reached the sales sector. And our eLearning program is tailored for lawyers. But how can you tell whether the investment is likely to pay off? Listen to this podcast episode and learn 10 signs that […]

How to Qualify Leads

September 01, 2022 16:12 - 11 minutes - 18.1 MB

Lead Qualification Tactics The Advertising Specialty Institute (“ASI”) recently published an article on lead-qualification tactics. The article quotes Shavon Jones and mentions Sales for Lawyers. In it, Shavon advised readers to seek better leads to begin with. She said simple advance work reduces the work you’ll need to do later on. Shavon revealed her secret […]

Tech, Tech … Boom

June 09, 2022 09:36 - 12 minutes - 19.7 MB

Tech, Tech … Boom This podcast episode discusses 5 must-use sales technologies, how to use them, and how they can help you save time and earn more money.

The Art of Schmoozing

May 13, 2022 12:37 - 5 minutes - 2.88 MB

Be a Connector This is a client development post about nurturing relationships through schmoozing. It enables you to generate business opportunities for yourself and those in your orbit as a professional facilitator or connector.

Be a Farmer

April 10, 2022 23:50 - 6 minutes - 3.13 MB

Be a Farmer This episode explains why revenue generation is dominated by people who focus on existing clients rather than those who focus on landing new logos. It discusses the Three Rs of Client Development: renewals, referrals and references.

How to Sell to Female Buyers

March 12, 2022 13:08 - 9 minutes - 15.6 MB

How to Sell to Women For Women’s History Month, we discuss issues that can impact your effectiveness in selling to female buyers. Today, more women control corporate budgets than at any time in history. This podcast episode provides a bit of inside intel into what may be impacting your sales efforts with powerful women. If […] The post How to Sell to Female Buyers first appeared on Sales for Lawyers.

How to Talk about Money

January 31, 2022 16:12 - 5 minutes - 8.79 MB

How to Talk about Money Knowing what to charge is a key aspect of sales and a common cause of distress for salespeople. Here is a quick guide for sellers of professional and personal services to get paid what you are worth without alienating your buyers and prospects. The post How to Talk about Money first appeared on Sales for Lawyers.

How to Get in the Room

January 12, 2022 14:26 - 6 minutes - 10 MB

Effective Introductions These are do’s and don’t for introductory emails and phone calls directed to cold and warm leads. These intros help you get in the room to build relationships and ultimately offer solutions to the prospect’s challenges. The post How to Get in the Room first appeared on Sales for Lawyers.

Don’t Be an Old Fogey

December 31, 2021 13:18 - 8 minutes - 13.8 MB

How to Manage Old Fogies The focus of this episode is teaching old dogs new tricks when it comes to virtual sales and marketing techniques. It’s about not perpetuating old fogey behaviors by accepting their often dated advice or myths at face value. This requires managing up or influencing without authority. Learn how… The post Don’t Be an Old Fogey first appeared on Sales for Lawyers.

Why Facebook Should Not Be Your Sole Outlet to Customers

October 08, 2021 12:05 - 5 minutes - 8.55 MB

This podcast episode could have been entitled "How not to Be a Pawn in Facebook's Chess Game." This week Facebook's platforms went dark as if to show Congress how important the company is to small business. But there was another lesson that we should have learned... The post Why Facebook Should Not Be Your Sole Outlet to Customers first appeared on Sales for Lawyers.

Podcast Face-Off (Lawyer v. Journalist)

September 27, 2021 15:45 - 26 minutes - 12.2 MB

The Journalist and the Lawyer Talk Relationships & Earned Media Journalist Diamond-Michael Scott and Attorney Shavon Jones discuss (1) the best ways to secure earned media to get your message out to your client profile and (2) how to stay connected with your client profile through value-filled touches so that you don’t need to reintroduce […] The post Podcast Face-Off (Lawyer v. Journalist) first appeared on Sales for Lawyers.

How to Match Sales Strategy to Firm Size

September 13, 2021 12:38 - 9 minutes - 14.7 MB

When It Comes to Sales Strategy, Size Matters Your business size, sales & marketing budget, and client profile should dictate your sales strategy. This episode discusses sales strategies for small community law firms, specialty boutique law firms, and large multi-national law firms. Follow us on LinkedIn for exclusive Corporate Lifestyle content. For Lawyers Only magazine

How to Build Rapport with Leads

August 31, 2021 23:37 - 9 minutes - 15.4 MB

This episode is about following up with leads who have shown an interest in your offering. It discusses ways of engaging with them to build enough rapport to advance to the next stage of the buying process.

How to Negotiate A Disputed Fee

August 18, 2021 12:54 - 10 minutes - 16.9 MB

Tips on how to resolve a fee dispute. We also delve into the source of fee disputes and how to avoid them.

How to Sell at Your Prospect’s Pace

June 12, 2021 12:30 - 10 minutes - 16.8 MB

Sell at Your Prospect’s Pace Sometimes your prospect may not be ready to buy from you even though they have a problem and the budget to address it. You may need to take these intermediate steps before they will be comfortable moving forward with the purchase.

How to Ruin Your Brand

May 24, 2021 11:45 - 7 minutes - 12.3 MB

Email marketing do's and don'ts.

How to Sell Fast

May 05, 2021 12:00 - 7 minutes - 12.8 MB

Lesson from 52 Sales Tips & How to Use Them This sales tips offers ways to identify and connect with prospects who have immediate demand for your offering during their current purchasing cycle. It also explains how to build credibility, fill your pipeline, and continue selling over time.

Be a Subsidiary (of your employer)

April 25, 2021 12:05 - 20 minutes - 9.35 MB

James's philosophy: Be as good as you say you are which means you must (1) actually be good and (2) say that you're good by promoting yourself.

Be a User

April 06, 2021 17:05 - 5 minutes - 8.57 MB

How to use your network effectively for lead generation

Developing Diverse Lawyers

February 26, 2021 12:00 - 9 minutes - 15.8 MB

Developing Diverse Lawyers Minority attorneys often leave legal firms even after becoming partners largely because of these systemic barriers. Learn what they are, why you should care, and what your firm can do to neutralize them.

Prospecting in a Pandemic

January 26, 2021 08:33 - 4 minutes - 8.03 MB

Most effective lead generation tools for a pandemic.

Season 2 Trailer

January 24, 2021 14:19 - 54 seconds - 1.47 MB

Season 2 preview

Split the Baby

October 26, 2020 12:57 - 5 minutes - 9.19 MB

To improve revenue, some of your marketing budget should be shifted to sales.

Wait Your Turn

September 28, 2020 12:22 - 5 minutes - 8.77 MB

This is a follow up to our "Don't Be Trigger Happy" episode. It explains when it's your turn to lead.

Don’t Be Trigger Happy

September 01, 2020 11:45 - 6 minutes - 10.3 MB

If a prospect gives you a buying signal, it may be tempting to try to close them before they change their mind. But the better salespeople know how to let the prospect close himself.

Legal Ethics and the Internet

August 10, 2020 11:17 - 12 minutes - 19.9 MB

Prospecting during a Pandemic: How to Avoid Having your Internet Activities Deemed Improper Solicitations under Bar Rules.

Be a Phone Warrior

July 20, 2020 07:05 - 7 minutes - 11.5 MB

Prospecting during a pandemic: here are the best lead generation tools.

Be a Killjoy

June 30, 2020 13:34 - 7 minutes - 12.6 MB

How to position your law firm for success in the post-monopoly marketplace for legal services.

Be a Funambulist

June 08, 2020 08:00 - 4 minutes - 2.36 MB

How to balance the business of law with the practice of law

Be an Insurance Salesperson

May 20, 2020 07:54 - 2 minutes - 3.93 MB

The key to selling during the and in the wake of the COVID-19 pandemic is to sell COVID-19 insurance.

Your Friend, the Gatekeeper

May 11, 2020 08:04 - 3 minutes - 6.18 MB

Do you fret about cold calling prospects? Do you spend time trying to figure out how to get past the gatekeeper to the decision maker? I’ve got the key to unlock the gate…

Be a Brownnoser

May 11, 2020 08:04 - 3 minutes - 6.18 MB

The gatekeeper is your ally. So don't bypass them. Become their friend.

They Said/ They Meant No. 6: “We Need Different Qualifications.”

April 27, 2020 08:03 - 4 minutes - 6.65 MB

If they say you need different qualifications, the truth is, they wouldn't choose you even if you had those things. Find out why.

How Not to Get Dumped part 6

April 27, 2020 08:03 - 4 minutes - 6.65 MB

If they say you need different qualifications, the truth is, they wouldn't choose you even if you had those things. Find out why.

How Not to Get Dumped part 5

April 21, 2020 07:56 - 4 minutes - 6.87 MB

Don't be an unpaid circus act performing for weeks and months without a contract. Learn where to draw the line.

They Said/ They Meant No. 5: “Those Are Interesting Ideas But…”

April 21, 2020 07:56 - 4 minutes - 6.87 MB

Don't be an unpaid circus act performing for weeks and months without a contract. Learn where to draw the line.

They Said/ They Meant No. 4: “We Need Some Time to Think It Over.”

April 15, 2020 08:00 - 5 minutes - 9.18 MB

Do sales prospects have you waiting by the phone? In this podcast, we tell you how to end the limbo.

How Not to Get Dumped part 4

April 15, 2020 08:00 - 5 minutes - 9.18 MB

Do sales prospects have you waiting by the phone? In this podcast, we tell you how to end the limbo.

They Said/ They Meant No. 3: “We Don’t Have It in the Budget Right Now.”

April 09, 2020 08:00 - 3 minutes - 5.89 MB

When a prospect says: "We don't have it in the budget right now." What does that even mean? And how can you get them to pony up?