If you’re investing money into finding leads, chances are, you’d like it to pay off. The cornerstone of any successful business is closing the sale. For attorneys, it’s converting leads into actual paying clients. Fortunately, there are methods that can be implemented to ensure that more of the leads you’re investing in end up becoming clients. No matter where you acquire your leads, these tips can help you turn potential clients into paying relationships.
Make Sure Your Leads Are Qualified
First and foremost, you must determine if each lead is a good fit for your firm’s services. To do that, you must decide who your ideal client is. Create an ideal client profile, including details like business type, business size, age, income level, minority status, and anything else that may describe your potential client. This will help you determine if each lead fits into the scope of your firm’s practice. To qualify these leads, consider writing down the attributes of your ideal client and passing them along to your sales team. That way, they will able to determine better if each lead is even worth pursuing.
Distribute Your Leads
When you acquire new, qualified leads, you must follow up with them. To do this effectively, it is wise to delegate leads to specific people. Assigning leads to specific people gives them the responsibility of following up with each one, helping to ensure that nothing falls through the cracks. Keeping up with your leads and creating that trust is what will get them to commit.
Continue Following Up
In today’s busy world, potential clients can be easily distracted. No matter how much they intend to move forward with the process, daily life and other obligations can get in the way. That’s why it’s critical to continue the follow-up process – even after several tries. In fact, research suggests that it takes an average of eight to 12 attempts to reach a prospect. However, many salespeople give up after just two. Don’t let lack of consistent follow-ups be the reason your leads fall through the cracks!
When you’ve got a qualified lead, it’s wise to show your investment in their legal issue by personalizing your response, whether you reply by phone or via email. When you reach out to them, include any pertinent details about their issue. This will help communicate to potential clients that you truly care about their problem, and are not simply sending out the same generic material to everyone who contacts you.
Converting leads into clients doesn’t have to be difficult. You simply need a well-developed system for doing so. As long you delegate tasks to members of your sales team and are persistent in your responses, you’ll be well on your way to growing your client base. The legal marketing experts at Market My Market are always here to help you. Contact us today to start turning leads into official appointments.