Selling to Businesses
Selling to Real Estate Law Firms
The territory of real estate law firms is fertile soil for B2B sales. Product quality, cost and customer service are all important considerations – so businesses that sell to real estate law firms need to demand excellence from their team.
In today's economy, even small detract from your company's bottom line and impede your selling success.
For small businesses that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
What Real Estate Attorneys Buy
Real estate attorneys buy many of the same products and services that other professional services firms purchase.
They need office supplies, payroll services, websites, advertising support and other similar offerings. In addition, they may need specialized offerings like niche software for real estate attorneys.
Create a Plan
There is nothing accidental about effective real estate law firm sales. The industry is filled with seasoned veterans who know their way around the marketplace.
Subsequently, top B2B sellers know better than to leave anything to chance. Before they initiate contact with prospects, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and other key elements. Although you might be able to get away with a skeletal strategy in some industries, the real estate law firm industry will devour your sales team unless you go into it with a carefully crafted blueprint.
Putting It All Together
When everything is said and done, there is no single strategy that can guarantee conversions in your efforts to sell to real estate law firms. It's often a combination of techniques that seals the deal.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.
Direct Marketing Strategies
Direct marketing is an effective way to sell to real estate law firms. The benefit of direct marketing is that it is a way to manage costs when reaching qualified prospects with targeted messaging. From a selling perspective, direct marketing establishes a platform for relationships with real estate law firms that can benefit from your products or services.
The tricky part about direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Based on our experience, Experian is one of the best in the business with a reputation for supplying consistently reliable lists of real estate law firms that produce high conversion rates.
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