Page 23 - Dallas Vol 5 No 1

Be of help beyond the law.
Getting prospective clients to see you as a single-source solution will earn their trust and their business. Treating clients holistically means you need to have some resources to refer them to that go beyond your law rm. Having names of medical or mental health experts to recommend as well as shelters for victims of domestic violence and other resources makes you the go-to guy or gal for solving a client’s problem. Go the extra mile.
Monitor your team for burnout.
We have all been on the other end of the phone from someone su ering job burnout. It’s a real turn-o , so you need to monitor your intake team for the signs of job burnout before it gets to the point of being a problem. Intake is not a job; it’s a career–hire ac- cordingly.
Focus on the connection, not closing.
Too o en we nd that intake personnel are so focused on closing the sale they neglect to form a connection with a prospect – one that eventually becomes a former prospect. Client relationships are built on trust, and there is no trust without a true connection to that prospect’s pain.
By maximizing your lead conversion rate, you can substantially increase your revenues and stop wasting money on simply getting more leads that don’t deliver results. It’s a little ironic that your lean, mean selling machine is already on your payroll. All you have to do now is train them to think like a marketer and sell your rm’s services!
Two-time international bestselling author, Stephen Fairley is CEO of the Rainmaker Institute LLC, the nation’s largest law rm marketing company for small to medium law rms. For more information, call (888) 588-5891 or visit www.TheRainmakerInstitute.com.
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