<p>This episode discusses <em>Selling to the C-Suite</em> and addresses the three doors of marketing to executives, which will give us a framework for the rest of our discussion. &nbsp;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. &nbsp;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. &nbsp;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).</p> <p>Join me every day for this podcast covering leadership, marketing, and sales skills for lawyers. &nbsp;You can join the discussion by leaving me a voicemail by going to <a href="https://anchor.fm/AttorneyDSY">https://anchor.fm/AttorneyDSY</a> and hitting the “message button”.</p> <p>You can of course also send me your question or comments on social:</p> <p>Twitter: <a href="https://twitter.com/AttorneyDSY">https://twitter.com/AttorneyDSY</a></p> <p>Facebook: <a href="https://www.facebook.com/AttorneyDSY/">https://www.facebook.com/AttorneyDSY/</a></p> <p>Instagram: <a href="https://www.instagram.com/attorneydsy/">https://www.instagram.com/attorneydsy/</a></p> <p>LinkedIn:<a href="https://www.linkedin.com/in/dscrivenyoung/"> https://www.linkedin.com/in/dscrivenyoung/</a></p> <p>Youtube: <a href="https://www.youtube.com/user/ILEnviroLawBlog">https://www.youtube.com/user/ILEnviroLawBlog</a></p> <p>You can also join me live on Wednesday night at 7 pm central for the Lawyers Emotional Intelligence Book Club at <a href="https://www.facebook.com/LawyersEQ/">https://www.facebook.com/LawyersEQ/</a>. &nbsp;We will be discussing Dr. Marshall Rosenberg’s book, Nonviolent Communication.</p> <p>If you need an attorney or want to refer a case, you can contact me at (312) 239-9722 or dscriven-young@pecklaw.com. &nbsp;Check out my website: &nbsp;<a href="https://www.pecklaw.com/attorney/david-j-scriven-young/"><u>https://www.pecklaw.com/attorney/david-j-scriven-young/</u></a>. &nbsp;We provide free consultations.</p> <p>Thanks for listening and watching! Be sure to tune in tomorrow.</p> <p>#law #legal #lawyer #attorney #lawfirm #counsel #selling #c-suite #generalcounsel #GC #CEO #owners #business #studies #marketing</p> --- Send in a voice message: https://podcasters.spotify.com/pod/show/attorneydsy/message

Lawyer Lifestyle Podcast - Marketing, Leadership, Sales

Dave Scriven-Young - Attorney

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

AUG 3, 202015 MIN
Lawyer Lifestyle Podcast - Marketing, Leadership, Sales

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

AUG 3, 202015 MIN

Description

<p>This episode discusses <em>Selling to the C-Suite</em> and addresses the three doors of marketing to executives, which will give us a framework for the rest of our discussion. &nbsp;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. &nbsp;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. &nbsp;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).</p> <p>Join me every day for this podcast covering leadership, marketing, and sales skills for lawyers. &nbsp;You can join the discussion by leaving me a voicemail by going to <a href="https://anchor.fm/AttorneyDSY">https://anchor.fm/AttorneyDSY</a> and hitting the “message button”.</p> <p>You can of course also send me your question or comments on social:</p> <p>Twitter: <a href="https://twitter.com/AttorneyDSY">https://twitter.com/AttorneyDSY</a></p> <p>Facebook: <a href="https://www.facebook.com/AttorneyDSY/">https://www.facebook.com/AttorneyDSY/</a></p> <p>Instagram: <a href="https://www.instagram.com/attorneydsy/">https://www.instagram.com/attorneydsy/</a></p> <p>LinkedIn:<a href="https://www.linkedin.com/in/dscrivenyoung/"> https://www.linkedin.com/in/dscrivenyoung/</a></p> <p>Youtube: <a href="https://www.youtube.com/user/ILEnviroLawBlog">https://www.youtube.com/user/ILEnviroLawBlog</a></p> <p>You can also join me live on Wednesday night at 7 pm central for the Lawyers Emotional Intelligence Book Club at <a href="https://www.facebook.com/LawyersEQ/">https://www.facebook.com/LawyersEQ/</a>. &nbsp;We will be discussing Dr. Marshall Rosenberg’s book, Nonviolent Communication.</p> <p>If you need an attorney or want to refer a case, you can contact me at (312) 239-9722 or [email protected]. &nbsp;Check out my website: &nbsp;<a href="https://www.pecklaw.com/attorney/david-j-scriven-young/"><u>https://www.pecklaw.com/attorney/david-j-scriven-young/</u></a>. &nbsp;We provide free consultations.</p> <p>Thanks for listening and watching! Be sure to tune in tomorrow.</p> <p>#law #legal #lawyer #attorney #lawfirm #counsel #selling #c-suite #generalcounsel #GC #CEO #owners #business #studies #marketing</p> --- Send in a voice message: https://podcasters.spotify.com/pod/show/attorneydsy/message