Your lead generation efforts are being wasted unless you have a system to nurture and convert them. “I don’t have time” is no longer a valid excuse with the software that’s available today to practically turn this process into an automated one for you and your firm.
Here are 5 steps you can take right now to better manage and convert your leads:
Only ask for crucial information. Research shows that contact forms with only three fields convert 25% more leads than those with more fields. You really only need a name and an email address these days. People don’t want to give out more than that for a first contact, so don’t put stumbling blocks in your own way right off the bat. Keep it really simple.
Follow up fast. I’ve said it over and over again, but it bears repeating: NEVER make an attorney responsible for following up with a lead! You can program auto responses that follow up for you immediately once you receive a new lead. Studies show that after an hour passes with no response, the chances of doing business with that lead are reduced by 10x.
Make it about them. Be sure you ask the right questions and record the information you receive from the lead in a central place so whomever is tasked with another follow-up has the information they need to provide relevant feedback to that lead. Nothing is more annoying to a prospect than having to explain themselves again and again.
Focus on the next step. Your goal should be to get that lead into your office or on a phone conference as quickly as you can after they initiate contact. Make it your goal to follow up with next steps within one hour of their contacting you and you will see your conversion rates increase.
Pay attention. According to inbound marketing firm HubSpot, 50% of new leads are not ready to buy — which means they need constant attention to move them along to a purchase. Having a system in place that allows you to pre-program a series of emails to nurture prospects takes the task off your hands while still getting the job done.
The Practice Made Perfect CD set and manual applies Stephen Fairley’s unique High Impact Marketing System to the practice-building challenges faced by solo practitioners and partners at small law firms.
It includes dozens of specific marketing and sales recommendations that can be easily and quickly applied to your firm, including:
- The only 7 sure-fire ways to get clients in your door NOW
- Why advertising doesn’t work for most small law firms
- The 7 reasons why people don’t buy from you
- How to market and sell with USP’s (Unique Selling Proposition)
- Using audio logos to attract immediate attention for your business
- Using low-cost, high impact marketing strategies
- Strategies for achieving maximum results from all of your marketing efforts
- How to discover your Ideal Target Market
- 3 critical factors to remember when looking for new clients
- The NEW sales cycle for professional services
- How to retain your best clients
Click here to order your Practice Made Perfect for Lawyers CD set and manual now.