How to create your own contextual framework for sales, service, and success
Right now I’m completing a big Sales Project for one of my Como Legal Coaching clients.
With $3M annual revenue, they’re doing plenty of things right: but their sales process is like some of the 400-year-old houses here in Spain, where every new room has been added separately and without regard to the previous renovations.
There’s a lot of wonderful stuff … but that’s still “a lot of stuff”:
- Confused clients are unsure how (and if) to buy;
- Confused staff are unsure of the key messages that will convert;
- Expectations are causing frustration, because “We told you that in Document 3, Page 47”.
As I wrote about for the legal coaching website, “You can’t solve the problem of too much content … by adding more content.”
Fixing Sales to Find an Extra $3,000 Per Day
So my project solution isn’t to improve the documents, or enhance the internal sales training. The client doesn’t want better stuff – they want less stuff, and a clearer understanding of the journey ahead.
I can’t share their (unique, branded, and detailed) framework – but suffice it to say, it exactly achieves the goal in my IP and Framework training of:
- Bringing an individual awareness of the contextual choices that they have made in the past;
- Making it easy to make a different choice moving forward; and
- Embedding the understanding with a visual model.
And that’s what we built: identifying the unique journey the firm takes their clients on and then designing a contextual framework which helps lawyers AND clients understand every step of the journey.
With the contextual framework in place, far less content has to be communicated – the journey and the expectations are clear.
The next step is watching as it helps increase conversion rates – and, through clearer communication, cash flow and profit margins.
Do You Deliver a Special Client Outcome?
You can read more or watch a video on this topic from the very final episode of my Blackboard Fridays free business video series.
If you love this series it’s because of how I use contextual frameworks to make complex topics (from culture rituals to profit formulas) really simple to understand and execute.
In your business, much of the value you deliver your clients comes from your team’s ability to do the same – take something complex and, through your experience, make it simple.
Have you converted that simplicity into a visual framework that helps your clients engage with you, and better understand the journey you take with them? If not, keep reading for an understanding of what makes a framework contextual and how to design your own.
And if you want an extra $3,000 profit per day … let me know.
Blackboard Fridays Episode 134 – What is a Contextual Framework (And how do I build them myself)?
