![Page 1: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/1.jpg)
New ideas How to sell to shoppers
www.richmontewells.com
What law firms can learn from retail
![Page 2: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/2.jpg)
![Page 3: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/3.jpg)
Who?
![Page 4: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/4.jpg)
![Page 5: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/5.jpg)
![Page 6: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/6.jpg)
How?
![Page 7: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/7.jpg)
Retail is Detail
![Page 8: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/8.jpg)
![Page 9: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/9.jpg)
How?
![Page 10: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/10.jpg)
1. Be Creative
![Page 11: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/11.jpg)
2. Be Convenient
![Page 12: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/12.jpg)
3. Put Customer first
![Page 13: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/13.jpg)
4. Be Consistent
![Page 14: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/14.jpg)
5. Care about value
![Page 15: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/15.jpg)
1. Be Creative
![Page 16: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/16.jpg)
![Page 17: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/17.jpg)
Threshold
Perfo
rmance
Excitement C
ust
om
er
sati
sfact
ion
Product Function
Kano Model Analysis
![Page 18: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/18.jpg)
Threshold
Perfo
rmance
Excitement C
ust
om
er
sati
sfact
ion
Product Function
Time
![Page 19: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/19.jpg)
2. Be Convenient
![Page 20: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/20.jpg)
face to face
![Page 21: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/21.jpg)
online
![Page 22: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/22.jpg)
wherever
![Page 23: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/23.jpg)
3. Put Customer first
![Page 24: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/24.jpg)
![Page 25: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/25.jpg)
![Page 26: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/26.jpg)
![Page 27: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/27.jpg)
4. Be Consistent
![Page 28: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/28.jpg)
“We are what we repeatedly do.
Excellence is then is
not an art but a habit”
Aristotle
![Page 29: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/29.jpg)
Threshold
Perfo
rmance
Excitement C
ust
om
er
sati
sfact
ion
Product Function
Get these wrong or
miss some out and you
have a problem
![Page 30: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/30.jpg)
5. Care about value
![Page 31: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/31.jpg)
![Page 32: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/32.jpg)
What do your clients really really want?
![Page 33: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/33.jpg)
![Page 34: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/34.jpg)
What?
![Page 35: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/35.jpg)
Focus
![Page 36: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/36.jpg)
Who are your most profitable clients and what
do they really really want?
![Page 37: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/37.jpg)
Design
![Page 38: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/38.jpg)
![Page 39: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/39.jpg)
![Page 40: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/40.jpg)
![Page 41: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/41.jpg)
Transform
![Page 42: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/42.jpg)
![Page 43: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/43.jpg)
![Page 44: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/44.jpg)
Price
![Page 45: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/45.jpg)
![Page 46: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/46.jpg)
![Page 47: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/47.jpg)
Deliver
![Page 48: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/48.jpg)
![Page 49: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/49.jpg)
When?
![Page 50: New ideasHow to sell to shoppers m What law firms can learn from retail](https://reader036.vdocuments.mx/reader036/viewer/2022062802/56649ea95503460f94bad024/html5/thumbnails/50.jpg)
T: 0117325 0253 Sally Calverley
www.richmontewells.com
Managing DirectorM:07545395282