Selling for Experts
I’m Paul Legrady
…and I help experts find new clients. Experts who rely less on email blasts and cold calling need different approaches to find new clients. Our Structured Partnership Model suits experts who are providing highly specialized services to large corporations. This model increases our clients’ revenues while saving their time, effort, and expenses.
Please feel free to review our work and schedule a complimentary call to discuss your interests.
Thinking
Many sales efforts rely on scalable systems. Experts need something else.
Sales intelligence software, CRMs, email blasts, sales sequences, and cold calling hope to close one prospect from many who are approached. Hustling for needles in haystacks, many salespeople annoy their prospects instead of attracting them.
We use more traditional selling techniques to connect experts with new clients in a manner that is deliberate, informed, and respectful – selling for experts as they would want to be sold to.
Structured Partnership Model
We sell for experts using a structured process that is pictured above and described below.
1
Define New Prospect Profiles
We begin by understanding your expertise, your business, and the markets you serve. Then we learn about the individuals you are working with and the value you provide them. This allows us to recommend new markets and new companies that would benefit from your expertise.
2
Handpick Most Likely New Prospects
We turn to identifying the individuals who are most likely to be receptive to a thoughtful sales effort. We suggest short and manageable lists of new prospects for your approval.
3
Write Handwritten Notes
We research these prospects thoroughly and mail highly customized handwritten notes. These letters stand out from email, cold calls, and other would-be introductions to prospects.
4
Secure Video Conferences
Genuine relationships with prospects are unlikely to materialize without some form of video conferencing. We arrange these meetings at a time that is convenient for you, then step back to allow a connection to form between you and your prospect.
5
Present the Engagement Agreement
You prepare the engagement agreement for your prospects. At this point, we can hand the prospect relationship over to you or send the agreement on your behalf, continuing to participate in the sale.
6
Show Value
Some time is likely to separate your presentation of an agreement and the date when a prospect decides about your services. Showing value during this period is critical. We can participate in this follow-up with your instructions as desired.
7
Close
Experts typically prefer to close engagement agreements themselves. We believe this makes sense, given the personal service that our clients will be providing new clients. An important part of our role in selling for experts is stepping out of the sale as clients desire.
While this process is not effective for high volume sales and marketing, experts who are introducing themselves to specific prospects should benefit from this approach.