Winning It for Your Law Firm: 5 Strategies to Convert More Leads --[Reported by Umva mag]

As a law firm, you spend a good amount of time and money to generate and nurture leads. But are you converting enough? Are your lawyer-client interactions delivering results?

Even though you ask the right questions, prospects may leave the table unsatisfied. As an obvious consequence, the case goes to another firm. But that’s not the point.

What matters is your firm attracting negative traction. There are close to 450,000 law firms in the US, and they all have one thing in common. They value client references. So, failing to convert a good lead means losing out on other potential clients as well.

What really works here is walking in clients’ shoes and reacting accordingly. Tell them what they want to hear, listen to what they want to say, and in between, you’ll win their trust. Here are five full-proof strategies that can help any law firm convert more leads.

1. Make the Prospect Feel Comfortable

Landing in a legal soup is always troublesome. While some can manage their nerves, others are scared stiff. Thus, a law firm should be sensitive to understand what a prospective client thinks and expects.

Whether you’re interacting with the client offline or in person, make them feel at ease. Keep the fancy lawyer talk aside. This is no time to impress. Use bare minimum legal jargon, as it can overwhelm and alienate the prospect.

Further, list down the facts that can work in your client’s favor. Next, chalk out a simple, realistic outline for the case.

Remember, the first interaction will tell you whether you have a shot at winning. That alone will give hope to the client, and they will hire your firm.

2. Pay Attention to Every Bit of Non-Verbal Communication

A lawyer-client interaction always witnesses several moments of non-verbal communication. Watch closely for the following signs.

• Does the client fidget more and talk less?
• Do you feel they are hiding something or are not able to open up?
• Does the client stammer or is lost for words when explaining a situation?

These are interesting cues that will help you probe better and ask specific questions. At times, a prospective client may feel nervous or intimidated. Paying attention to such non-verbal moments can help you tap into the right place.

But it’s not the client’s non-verbal communication alone that you need to be aware of. Ensure the lawyer conducting the interview is confident enough. Clients are picky. If they feel a lawyer is disinterested in their case or is less attentive, they will walk away.

3. Embrace Tech for Seamless Client Management

Any conversation or document exchange with a prospective client is an essential element of the client intake process. That’s why it’s a good practice to streamline all client-related info and tasks.

As law firms juggle multiple documents and varied info from clients, putting things into order can be tricky. Fret not! That’s where law firm intake software packs a punch with multiple offerings.

• It readily offers a comprehensive view of the firm-client relationship from Day 1.

• It allows effective tracking of a client’s journey with your law firm across multiple touchpoints, from the first interaction to final invoicing.

• As a centralized hub, it seamlessly gathers and manages essential client documents in one place.
• It allows a law firm to track and check the status of a potential client until conversion.

According to Law Ruler, investing in a client intake system maximizes productivity for law firms. It not only eliminates manual paperwork but also mitigates duplicate entries. Fill in all the required info once, and you’re good to go.

4. Ask for a Prospect’s Preferred Mode of Communication

Effective communication is the key to an exceptional client experience. However, the mode of communication matters, too. The American Bar Association Tech Report 2023 highlights email as the most preferred mode of communication by law firms (92%).

But that doesn’t mean you start drafting emails to all clients. The best approach is to ask prospective clients directly how they wish to be contacted. Ideally, this should be one of the last items on your client intake questionnaire.

5. Factor in the Time to Discuss the Remuneration

As a functional law firm, you will need to discuss the basics upfront with a prospective client. So, always devote some time to discuss the remuneration towards the end of the client intake session. This is where you need to be direct, clear, and transparent.

If the client doesn’t ask proactively, take the first step and mention your charges. Additionally, explain your billing process, common online payment methods, due dates, and other details. Doing so will give a realistic picture of your firm working with the client.

It’s About Time You Start Closing More Leads for Your Law Firm 

Generating leads for your law firm is one thing. Converting them is another. There’s no surefire formula. But following the basics will always keep you on the winning edge. At the center, the goal is to create a powerful client-centered experience.

Prepare ahead for the client-lawyer interview, ask the right questions, and assess individual client needs. Then, explain how your law firm works and leave the cards on the table for them to pick up.

On the flip side, you may find a prospect who is out of sync with your law firm. In such cases, permanently close the communication loop by sending them a formal, non-engagement letter. That way, you can keep up with the goals of client-centered communication and avoid malpractice.

The post Winning It for Your Law Firm: 5 Strategies to Convert More Leads appeared first on Insights Success.

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