Viv Williams
Viv Williams
  Does marketing work
    Radio advertising
    Vans - taking law to the consumer (rural Wales)
    Local advertising
  Develop a plan
    Know your target clients
    Know your competitors
    Long term plan
    Short term implementation
  Get focused
    Define your service
    Target audience
    Goals & objectives
    Set actions & timings
    Agree budget
    Who will implement?
  Cross-selling + pro-active
    What is your reception like
    What are your staff like on the phones?
    Using the web
  The key steps
    The process of obtaining a new client
    Value of data
    You need CRM!!!
    Information -> wisdom. Wisdom -> winning actions
    Opportunity management
  AIDCA for
newsletters
    Attention
    Interest
    Desire
    Conviction
    Action
  Lead Development
    Profile & qualify
    Control flow & distribution
    Close loop
    Track
    Build sales pipeline
    Measure channel performance
    Close business
    Sales forecast
  Seminar marketing
    Book venue
    Intriguing title to attract interest
    Find a partner
    Social time with the attendees
    Competition to get contact details
  Ask for work
    Slogan
    Funky business cards
    Gimmicks
    Client satisfaction survey
    2 copies of marketing materials to clients
  Timeliness
    With clients or in court, not "away"
    Agree times to return phone calls
    Monitor repeat phone calls
    Voicemail - be careful with committing to response
  Courtesy of http://www.conscious.co.uk