Concord, MA, May 13, 2013 --(PR.com
)-- With their need for escrow services, cash management and treasury management solutions, and credit and financing, law firms represent a highly lucrative target market for banks. To help business bankers meet lawyers and have more productive conversations around their financial challenges and needs, bank sales consulting and training firm Clarity Advantage recently released a video entitled Prospecting Strategies: Approaching Lawyers (http://www.clarityadvantage.com/knowledge-center/approaching-lawyers-video.php).
In the video, Clarity Advantage President Nick Miller gives business bankers a conversation guide, which includes specific questions for probing into lawyers’ revenue and expense challenges. “Asking questions like ‘Where do you see your best opportunities for new clients and growth?’ and ‘What is your strategy to reduce your costs and expenses?’ help a banker dig into the business issues lawyers face,” says Miller. “When bankers understand the issues, they can recommend the right bank solutions.”
Prospecting Strategies: Approaching Lawyers is one in a series of educational videos produced by Clarity Advantage aimed at helping business bankers increase their sales results. To access the video series, visit Clarity Advantage’s video library (http://www.clarityadvantage.com/knowledge-center/video-sales-tips.php).
About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.