275: Framework for Selling to Executives - The Three "Doors" of Marketing

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Lawyer Lifestyle Podcast - Marketing, Leadership, Sales

Dave Scriven-Young - Attorney

278 episodes

3 days ago

Join Chicago attorney Dave Scriven-Young on a daily journey to discover key principles in the areas of marketing, sales (particularly closing) and leadership. A big challenge for law firm attorneys is that their work is driven (mostly) by the billable hour. If lawyers do not have enough clients of their own to fill up the day and to employ a few associates, the lawyers' lifestyle and career are up to the whims of someone else. That person has all the cards and can live the lifestyle that most people dream of.

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275: Framework for Selling to Executives - The Three "Doors" of Marketing

Lawyer Lifestyle Podcast - Marketing, Leadership, Sales

15 minutes 10 seconds

5 years ago

275: Framework for Selling to Executives - The Three "Doors" of Marketing

This episode discusses Selling to the C-Suite and addresses the three doors of marketing to executives, which will give us a framework for the rest of our discussion. First, a "door opener" talks about a problem, makes people aware they have the problem, and gains their interest in finding a solution, which opens their minds to the concept of making a change and spending money. Second, a "door closer" reinforces the "problem" with a message of how bad the pain is and suggests there is a way to avoid that pain -- a call to action to buy your service. Third, the "revolving door" comes after a prospect becomes a client and exposes them to a different stream of advertising that shows successful people benefiting from your service and using add-ons that add to their enjoyment (cross-selling).

Join me every day for this podcast covering leadership, marketing, and sales skills for lawyers. You can join the discussion by leaving me a voicemail by going to https://anchor.fm/AttorneyDSY and hitting the “message button”.

You can of course also send me your question or comments on social:

Twitter: https://twitter.com/AttorneyDSY

Facebook: https://www.facebook.com/AttorneyDSY/

Instagram: https://www.instagram.com/attorneydsy/

LinkedIn: https://www.linkedin.com/in/dscrivenyoung/

Youtube: https://www.youtube.com/user/ILEnviroLawBlog

You can also join me live on Wednesday night at 7 pm central for the Lawyers Emotional Intelligence Book Club at https://www.facebook.com/LawyersEQ/. We will be discussing Dr. Marshall Rosenberg’s book, Nonviolent Communication.

If you need an attorney or want to refer a case, you can contact me at (312) 239-9722 or dscriven-young@pecklaw.com. Check out my website: https://www.pecklaw.com/attorney/david-j-scriven-young/. We provide free consultations.

Thanks for listening and watching! Be sure to tune in tomorrow.

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