Do you know what your conversion rate is? Or in other words...do you know what percentage of leads who filter through your system actually end up becoming paying clients?
If you can't say for sure, you're not alone. Most attorneys have no clue. And yet, one of the best and most leveraged ways to get more clients is to improve this number!
Here are four key ways to convert more of the prospects you're already attracting...
1. Understand your current road blocks. The first thing you need to do is track your existing sales process to see where there are breakdowns in your system. Is it after the first call? The first appointment? Wherever you see the most leads dropping off, that's the area you need to target first.
2. Overcome common objections. If you're like most attorneys (and business owners in general), you have a tendency to freeze whenever a lead asks a tough question or raises an objection. Handling objections can be awkward and intimidating -- until you realize it's a natural part of any conversion process, and actually means the lead is seriously considering your services. To handle objections gracefully, be sure to always empathize with their concern, provide a succinct answer (for best results, prepare and practice answers to your most common objections in advance), and then ask them to follow up with additional concerns.
3. Educate, educate, educate. As an attorney, you are a highly-trained expert. While this means that clients are often willing to defer to your advice, it's important that you keep them educated on why you're doing what you do in ways they can understand and get behind. Educating them helps clients see your strengths, makes them feel important and involved, and gives them a good feeling about your practice. It will also help you close more clients.
4. Test and Track. At each stage in your conversion process, create TWO different approaches to test against each other, then track which variation performs best. It could be the way you answer the phone when a client first calls, the headline of an ad you have in the paper, the question you ask when you are in an initial meeting with a prospect, and more. As you identify the successes and eliminate the failures, your conversion rates will soar!
If you want more great ways to convert more clients, and build a law firm that helps you earn an outstanding income WITHOUT working your tail off, attend my FREE webinar, "How to Earn More in Elder Law and Life Care Planning!" It's coming up on THIS TUESDAY at 4:00 p.m. Eastern Time. This webinar has a retail value of $398, but if you register today, you can attend at no charge.
Just CLICK HERE to register now!
