3/17/21 Notes
- Do the self assessments with our experts
- Take 3 small actions per week
- Relationships with clients
- Say “I’d like to help you grow your business where do you think you need help? The Ikea Effect- we buy into what we think we can control
- Individual marketing plans aligning with company marketing plan – manidory from our Jenn. Monthly mtgs with each expert.
- Start small with experts – set so low you can step over the goal
- Develop their practice
- Help write down opportunity list
- Connect with 5 people on LinkedIn, blogging, 5 thank you notes,
- Create a Business Development Plan – what are 3 things I’m going to do with BD
- Say, I ant to block out my time to help you – are they blocking out time for BD?
- They have to be proactive and block off 30 mins per week to BD
- Encourage proactive sharing about successes – JTM to All = examples (Best in Columbia attorneys)
- Gamification – check off mtg with BD – MVP prize – 1st place, team prizes
- Its energizing to call experts and get them talking about hat is going on with them
- Treat your prospects like clients and your clients like prospects
- Forward artifacts or blogs to clients
- Marketing is getting clients to the door, BD gets them in the door
- I’m trying to get you a date, its your job to propose
- Give to Get, they normally think get to give
- Leverage something we have done successfully with an expert to the rest of the experts
- Quarterly – standard agenda, changes in billing goals, tools and what is working/not working, plans for marketing
- If something worked well for 1 client, bring it to the other clients
- Ask clients about their background – how they got into their position
- Take client alerts, podcasts, and send out individually – call out something pithy and send to them
- Leverage work other have done and get work
- List of considerations or why they should care about this new code change and send out internally and externally
- Just get experts talking about what they do and are doing
- Trip they are doing – this is what we want our experts to do, we should be doing it too
- Give a small free tip to get a client – give to get
- Monthly progress report for all aspects of client services
- Whats next on list of actions
- Always come back to the BD plan
- How can we get expert to look at the plan