The Low Hanging Fruit Is Gone

If you paid a consulting company to call key buyers in each of the top ten law firms in your market, what do you believe the commonly held view of your company would be? Further, if these same key buyers were asked to recommend the three best, most reliable litigation support services in the city, what percent of the time do you believe your company would top the list?

Being number one on that list is the only way to be on the other end of the call when it is time to get the project done. Getting your company on the top of that list rests largely in the hands of your account managers. That being the case, may I suggest two good reasons for making certain your account managers are well trained?

First, the “low hanging fruit” is gone. Most likely, the key buyers in question were never low hanging fruit in the first place! If your intent is to secure your share of the “key buyers” referred to in the example given above, your interest will always be best served if your account managers clearly understand the game to be played is called, “take away”…and know how to play it well.

Second, your account managers are your ambassadors in every law firm in your city…not just the top ten. Always, an impression is made on the buyer during a sales presentation …either good or not so good. A confident, well trained, articulate account manager is your best hope for convincing a potential buyer to use your service…the only hope you have to create a positive impression of your company.

Should the idea of knowing for sure what the key buyers in one or more markets think of your company’s reputation, perhaps we should talk. If you would like to engage us in such an assignment, or get answers to questions you might have about how our involvement in this kind of market research could positively impact your market share, give us a call.

The training schedule for the third quarter is enclosed. We look forward to being a part of making “2001” the best year ever for your business!