How to Keep the Momentum Going AFTER You Get to Yes
I’m enjoying some downtime after an absolutely fantastic week immersed in training the Personal Family Lawyers at our conference in beautiful Manhattan Beach.
Some serious breakthroughs were made, mindsets were overhauled and business plans were completely upleveled as our attorneys made huge steps in the direction of creating a six or even seven figure a year business that meets their needs, as well as the needs of their clients—even in this sluggish economy.
We spent quite a bit of time focused on mastering the client engagement process. For that reason, I’m giving you one more chance to jump on my no-charge call happening TODAY entitled, “"How to Get 97.5% of Your Prospects to Say Yes!"
If you have not yet done so, go here and register--- I promise it will be worth every second of your time. http://budurl.com/CES09
This week's article starts our series on what to do after your prospect says yes and becomes a client so that you create a WOW experience that turns your clients into raving fans. Read on ....
Power to the People (and your dream law business!),
Alexis
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Law Business Revolution Weekly Briefing Memorandum
How to Keep the Momentum Going AFTER You Get to Yes
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The number one complaint I receive about attorneys is clients often feel like “just a number” or “not a priority” after they’ve written their check to engage their lawyer. Often, they'll call their lawyer, have to leave a voice mail and not receive a return phone call back for days, if at all.
I've heard quite frequently that clients feel as if they've fallen into a black hole.
What that means for you is that you can make a huge impact on your clients and turn them into raving fans by counteracting this experience.
What happens in your practice right now after your client writes you a check? When do they hear from you again? When do they get reminded that the investment they just made was a good one? If this follow up is happening, is it happening the same way, at the same time, for each client? Is it being tracked so you’re sure no one is falling off the radar?
If you couldn't answer these questions affirmatively, you are sabotaging the hard work you put into the client engagement process.
Fortunately, automating your follow-up and creating a WOW experience after the client engagement process is easier than you think.
To get started, you’ll need to set up a practice management system (there are many to choose from), or even an excel spreadsheet that lays out what needs to happen (and more importantly WHEN it needs to happen) after a prospect becomes a paying client of your firm.
Next week, I'll outline a simple process for you to follow that will make a HUGE difference in how your clients talk about you to their friends, family, clients and colleagues, which will result in far more referrals for you.
Stay tuned and until then think about what you'd want to receive from your lawyer if you'd just made a big investment in his or her services.
