I'm just here to help you make money... Dear John, I’m through mincing words with anyone, especially clients and subscribers to this newsletter. You didn’t get on this list by accident. I delivered value to you in some way to earn your email address. You can get off any time (unsubscribe link is always at the bottom). So, if you’re a lawyer and you hear the word SALES, you need to grow up and realize that unless someone sells something, you don’t get to practice law. For years I tip-toed around that word with attorneys. No more. You need to learn how to deliver value in exchange for compensation – that’s selling. The Cheapest Way to Learn How to Sell Ten years ago, when I focused exclusively on helping attorneys with BUSINESS DEVELOPMENT (sales) I recorded a new video each day. I attracted lots of good clients by doing this. Then, when my son Nick was born, I stopped. People still find me through those ten-year-old videos, and they engage me to help them grow their law firm. Big firm lawyers at Gibson Dunn and solo practitioners have told me that they find the videos valuable. Since I was a bonehead and stopped doing something that was working well, I have decided to fix that mistake (DUH!) and it only took me ten years to get around to doing so (DOUBLE DUH!). You can get a great sales education by subscribing to my YouTube channel and clicking on the BELL icon at the top right portion of the page. This will ensure you get a notification when I post something new – at least once each day. This past week I did a great video on the difference between transactional sales, consultative sales, and relationship-based sales. You can find that video here: Why Should B2B Salespeople Focus on Relationship Based Sales? I also provided my viewers with a step-by-step guide to prospecting. Most people get this wrong. If you work with affluent individuals and/or in the B2B space, you need to spend a few minutes watching this video to discover how you can fill your pipeline with leads without cold calling and through relationship-based sales activity. (Translation for lawyers: This is how you find people who need your help without paying an SEO guy a fortune and without plastering your face on the side of a bus – or doing something shady and unethical). Watch this video: Use THIS Lead Generation Process For Customer Prospecting – No Cold Calls! Make sure you smash the like button on those videos if you find them valuable. The Second Cheapest Way to Learn How to Sell This past July I wrote a book titled The 60 Second Sale: The Ultimate System for Creating Lifelong Client Relationships in the Blink of an Eye. In it I teach you how to develop relationships so deep that you can sell something of value to your best client in under a minute. The book has received rave reviews everywhere (40+ 5-star reviews on Amazon) and on Thursday it was announced we won the Gold Medal at the Axiom North American Book Awardsas the best sales book for 2019. (They rate the books from 2018 in 2019. I know it’s weird.) Here’s the thing: You can get the book in any bookstore or Amazon will deliver it to your doorstep within 24 hours and it costs less than $15. Skip the trip to Taco Bell this week, take your burrito money, buy the book, and read it. Then pick one thing you discover and put it into action. Buy the book by clicking here: The 60 Second Sale The Fastest Way to Learn How to Sell I hardly ever pitch you on my private client coaching services in this email. Why? Because I deliver value here each week and then make smaller, incremental offers. But I want you to know that the highest value I offer is my Private Client Coaching program. In this relationship you and I work together to grow your business and you receive a HUGE return on your investment. The minimum return you will receive, if you do the work, is 100%. Typical clients, at the Maximum Intensity level, receive a 500-600 percent return on investment. I’m really good at what I do. If you want to apply for this Private Client Coaching program, give me a call: 888.444.5150. If you’re outside of North America (I have clients in the UK and Australia) call 001.786.436.1986. Here’s the bottom line: You are interested in growing your business but you’re just playing around until you make a commitment to focus on growth each day. My Private Client Coaching program is exactly what you need. Call 888.444.5150 That’s your Sunday Summary for this week. Baseball spring training games began yesterday, and I’m going to go outside and have a catch with Nick to celebrate. Enjoy your week. Regards, Dave Lorenzo |