During the COVID-19 pandemic, many law firms shifted to remote or hybrid models to safely…
As a business, your law firm is always looking to increase sales, which means gaining more clients. The sales process is rooted in forming relationships between your firm and your prospects. Building this sales process involves strategically developing a selling technique based on your potential client’s needs while also developing customized solutions to meet those legal needs.
A growing law firm can benefit significantly by incorporating a sales process into your business model. A sales process can foster client relationships and give your firm a fresh perspective, industry insights, improved efficiency, accountability management, and a method that leads to more revenue and referrals over time.
Fresh Perspective and Industry Insights
A great benefit of implementing a sales process is that it provides the opportunity to gain insights into your law firm’s business operations. It can be challenging to see a different perspective on your business, especially if you are the one who initially started your business. But understanding the shifts in your clients’ needs is essential for long-term success. Creating a sales process can help you and your firm identify the strengths, weaknesses, and opportunities to reach new clients and boost your overall business goals.
Establishing a routine is vital to a robust sales process for any business. A sales process can improve your law firm’s efficiency by eliminating unnecessary steps and establishing tactics to improve your relationship with a potential client. Having effective communication and set procedures for connecting with new leads can help move a lead down the marketing funnel to becoming your next client Without a process in place, your firm is missing an opportunity to follow-up and grow a relationship with new leads. Your sales process is vital for keeping your law firm top of mind in the eyes of potential clients.
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A sales process allows your law firm to have accountability management. Your firm can benefit from defining the sales process and goals to hold your team accountable for your business’s success. If your law firm establishes a sales process, it can be easier to track metrics and identify key performance indicators (KPIs) for your law firm. The level of accountability created by a sales process can help improve your sales and shed light on aspects of your business that may be lacking and need improvement.
Increase of Revenue and Referrals
An essential purpose of any business, including a law firm, is to increase revenue. A proper sales process will deliver more revenue and identify achievable goals to grow your firm. More revenue means more clients, which can also lead to more client referrals. When your law firm generates high-quality leads from referrals, this shortens the sales cycle, boosts credibility, and can increase your firm’s lifetime customer value.
Implementing a sales process for your law firm is vital for future growth in your industry. If your law firm is looking to form or restructure a sales process, Law as a Business (LAB) can help. We work with elder law and estate planning firms on all aspects of marketing, including significant sales coaching and consulting for your business.
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Develop a sustainable integrated marketing strategy
We get it, putting together a marketing strategy can be daunting. To help your law firm, we have put together an integrated marketing checklist, which will guide you through each step in the process.