Then the organization changed its approach

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At first, the organization used the separation of functions by appointment (sales managers phoned target companies) and holding meetings (a court specialist traveled and told lawyers about the benefits of contacting the Arbitration Court). The maximum result of the work of the sales manager — 2-3 meetings per day.

The sales manager began to call lawyers from large and medium-sized companies and invite them to work as a judge of the Arbitration Court. After all, most lawyers have a desire to become a judge. Moreover, these people do emdr therapy not need the real work of the judge, holding meetings, the fact of owning the certificate of the judge of the Arbitration Court is important for them. At the same time, the number of meetings increased from 2-3 to 12-15 per day. Moreover, the lawyers of the target companies were already on their own, as they wanted to receive the status of a judge. And having received the certificate of the judge of the Arbitration Court, they became agents of influence who referred disputes from their company to the Arbitration Court.

Thus, we managed to start working with large companies that they could not reach for months.

The Internet service attracted new users as follows. The sales manager seemed to be a well-known online portal (associated with an Internet service) that calls to get an interview with the target client. After consent, the sales manager asked several questions about how to attract customers via the Internet and asked if the company used a specific Internet service. After receiving a negative answer, he offered to help connect this Internet service for free and talked about the benefits of using it. Some clients did not even understand that this was a cold call.

As part of this method, the sales manager does not appeal to a potential client with an offer to sell something, but with an offer to buy what the client sells. And uses the purchase for subsequent sale. I will tell you an example with sales of commercial vehicles.