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Dominguez & Guiu imparts a unique and practical training, at international level, in the professional services market. Training available “in company” just for your firm, or for your firm in conjunction with other, trusted, professional firms.
Seminar 1. How to consolidate my firm as a leading brand
The current status of professional firms
The brand is the professional’s life insurance. Paradoxically, only a minority of firms manage their brand well. They are those that become recognised in the market and are able to obtain the most valuable clients with values and styles consistent with the firm.
Purpose of the seminar
Learn how to go from having a firm with potential into a well recognised firm.
Recipients
Law firms. Also other professionals (architects, accountants, engineers, private detectives, etc.).
Programme
1. External improvement of the firm: how to define a differential strategy utilising the competitive advantages of the firm and the weaknesses of the competitors, with the objective needs of potential clients.
2. Internal improvement of the firm: how to organise the firm in order that the market positioning strategy is feasible.
3. Improvement implementation - internal and external: key issues and mistakes to avoid.
4. Colloquium
Speakers
Francesc Dominguez and Iolanda Guiu, international consultants, partners of Dominguez & Guiu, Ltd. www.dominguez-guiu.com
Seminar 2. From potential client to client, the effective selling of professional services
Current status of professional firms
From a standpoint of marketing and selling professional services, and from our experience, most professionals, regardless of whether they work in large, medium or small firms have limited knowledge of how to achieve the "Yes, you’re hired" from the potential client. In general they lack sales skills and miss opportunities because they cannot attract the type of client with the style, values, sector or profitability they would like to have. They focus sales on rationale and neglect the emotional benefits, which can play a large part in the hiring decision. Also they ignore what a client actually hires from a professional.
Why does this occur? There are different reasons, but there is a key one; professionals are often unaware of how to motivate the potential clients’ desire to recruit them, even though they have an objective need for advice. It is not enough just to meet their counseling needs, that is - to give a good service, but you need to know how to get the "Yes, you’re hired," from the potential client. The income of the professional firm is directly dependent on this skill.
Purpose of the seminar
Learn how to get a potential client, with an objective need, to become a client of the firm.
Learn how to sell to the right client and at the right price, an essential skill for any professional firm, which makes an important difference over competitors.
Recipients
Law firms. Also other professionals (architects, accountants, engineers, private detectives, etc.).
Programme
1. The potential client: How do they recruit your services? What are they actually hiring? Rational and emotional benefits.
2. Prices - client pressure.
- Why do clients put pressure on fees?
- How to overcome their objections with regard to the fees and obtain the recruitment of your services?
3. Key mistakes to avoid in selling professional services.
4. They are only hiring if they want to. How do you stimulate the wish of the potential client in need of objective advice, to hire the services of the firm?
5. How can I improve my selling skills?
Speaker
Francesc Dominguez, international marketing consultant for professional services, partner of Dominguez & Guiu, Ltd. www.dominguez-guiu.com
Further information and reservation
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or complete this form if you would like more information about DOMINGUEZ & GUIU "in company" training courses.
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