Does Your Law Firm Have A Follow Up Process In Place?

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phone sales Does Your Law Firm Have A Follow Up Process In Place? So you have a website, a blog, and attack social media with reckless abandon. You hired a law firm SEO to get more traffic and leads from your online properties. At this point you have a nice marketing flow going, leads are coming in the door. However, you think to yourself…these leads aren’t that great because I’m not getting as many new clients as I should be.

Do you have a system to help maximize the effectiveness of working those leads and contacts?

This is probably the single biggest problem I have seen when working with solo practitioners, small, and even medium sized firms. Many have figured out how to get leads in the door, but don’t handle them properly once they’ve got them. Learning how to properly work your leads and developing a sales system is crucial in translating those online marketing efforts into revenue for the firm.

I know that many lawyers don’t want to think of themselves as salesmen, but the truth is that we are all in sales. Every day you sell yourself, your service, your practice, your competence, etc. What is important is that you develop a system so that you can be effective with your sales efforts. I have spoken with many attorneys that are fantastic at the art of practicing law, but not so much when it comes to selling that ability to someone looking to hire them. While there is an art to sales, having an effective and efficient system in place is a huge piece of the puzzle. If you are properly following up with your leads and potential clients, you will reap the rewards. (Here is a blog post for a more in depth look at sales for law firms: 5 Things Lawyers Absolutely Need To Know About Sales)

Persistence And Follow Up Are Key

You will encounter leads from your online efforts that are at all different stages of the buying cycle. Some are looking for information, others are comparing different firms, and some are ready to hire you right now. The key is to create a sales system for your firm that allows you to follow up with all your leads promptly and regularly. Are you calling leads or just emailing them all? Do you try several times before declaring a lead is no good? It simply isn’t enough to send one email and then when you don’t receive an immediate response, throw away that inquiry. Creating a system to schedule following up with potential clients after the initial contact is made is important as well.

Where To Start: Get A CRM (Customer Resource Management)

CRM’s could be a blog post all unto themselves. A CRM is a software program that is designed to help you keep track of your contacts and schedule follow up calls, tasks, etc. They are called CRM’s or Customer Resource Management tools. There are many free or inexpensive programs available. We use a paid version of SalesForce at AttorneySync. However, there are free ones available as well including Zoho or FreeCRM. Highrise is a good program from 37Signals that is inexpensive to try.

Photo by Stitch