In this powerful podcast, Richard Jacobs, the president and founder of Speakeasy Marketing, continues his series on marketing as he outlines some valuable tips and strategies to get the most out of every client you have during this coronavirus period.
Richard Jacobs is a seasoned expert in the field of marketing, and his successful company, Speakeasy Marketing, has helped hundreds of attorneys improve their marketing efforts vastly, allowing them to bring in higher quality clients and increase profits.
Jacobs discusses conversion. As he states, business may be a bit slower for some attorneys right now as we weather this temporary coronavirus period, so it’s important to convert every caller into a client. You need a strategy to make those conversions because as business has slowed, every incoming call matters immensely. Jacobs mentions the Virtual Closing System that his company has developed, a system that will enable attorneys to make the most of every interaction with their clients virtually. But the point of this podcast is primarily about focusing on what’s important to the client.
To successfully convert, you need to ask potential clients targeted questions, such as “What’s the single most important thing that you want to have happen in your case?” Getting this answer will help you to maintain focus on what’s important to them, which you can return to later in your call or virtual conference online. If you don’t close them right then and there, you can take some time to research their answer/issue, and call them back later.
If you reach their voicemail, you can leave a message and tell them that you have information for them about X (whatever their issue was) and this will create interest. This will create a feeling in them that you care, that you have taken time to think about them and what’s important to them. And as no attorney ever really takes this kind of extra time with a potential client, you’ll stand out and this will help you convert!
Whether your potential client is concerned about estate planning or DUI, or whatever it is, focus on what’s critically important to them and they’ll respect you for it, and will be more likely to work with you. Turn these issues into successes for you and your firm. When you’re mindful of your clients they’ll be mindful of you. Jacobs states that by utilizing these client-friendly strategies you can build up your client base and turn the global pandemic period into a prosperous one for your business.
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