MyCase, the leading provider of web-based legal practice management software, has enlisted my assistance in helping their members with intake and lead management. We have collaborated on a free 60 minute webinar on Wednesday, July 22,2015 at 11 AM PT / 2 PM ET entitled, 10 Ways to Drastically Increase Lead Conversion. You do not need to be a current MyCase member to attend this free webinar.
It’s unfortunate that law firms spend billions every year on generating more leads, but pay little attention to how to convert more of those leads into paying clients. There is absolutely no point in accumulating leads if you don’t know how to lead them along a path to becoming actual clients!
As part of our Rainmaker Intake University program, we have “secret-shopped” more than 1,000 law firms over the past year to gauge the effectiveness of their intake process. Unfortunately, very few pass our test. In fact, so few firms are making a positive impression on the initial call that there is huge opportunity to set your law firm apart by improving and focusing on your intake process.
To better understand the intake process and how it can benefit your law firm, register now for our free 60-minute webinar on Wednesday, July 22, 2015 at 11 AM PT 2 PM ET to learn:
- How long it takes for a lead to go from hot to cold
- 3 goals for your first call with a new lead
- Tactics for signing up your leads at the initial consultation
- Proven ways to get your appointments to show up
- How one law firm tripled their conversion rate in 90 days
When it comes to law firms — especially personal injury or any kind of consumer law — there is an intensely competitive environment where consumers have hundreds, if not thousands, of choices. All of them are easily identifiable with the click of a mouse. This is just one reason why you need a sales-oriented intake team working for you.
One of the things we have learned in our intake process reviews is that the person or people responsible for the firm’s intake process are usually chosen based on a background in customer service, not sales. This is backwards.
You don’t want people handling your intake process who have a customer service background; you want people who have sold stuff over the phone. The purpose of having skilled sale personnel in place for your intake is to ensure you have rainmakers, not order takers. You don’t want a bunch of order takers in your law firm; you want rainmakers – people who are committed and dedicated to taking prospects from a potential client to a signed client.