Digital White Papers

I L T A W H I T E P A P E R | K N O W L E D G E M A N A G E M E N T & M A R K E T I N G T E C H N O L O G Y 73 catastrophically bad system. Lawyers are already overwhelmed with email, and are unlikely to respond in any but the most high-value of cases. I've heard other lawyers claim "I get every case I want." I then learn that they only target extremely high-value cases, letting the rest slip past. But firms that do this are losing money in the margins. By failing to pick up small cases that give good returns with less time, they're slipping behind the competition. Clients expect automated messages My daughter has a golden retriever— which means I have a golden retriever. We regularly take the dog in for grooming. It's only a $45 service, and yet I still get an automated reminder for my appointment, asking me to confirm that I'm coming. We're accustomed to getting automated reminders for doctors and dentist appointments. But consider the average client value for these different services. For a dog groomer, it's $45. For a dentist, it's a few hundred. For a car salesperson, it's a few thousand. How about for legal services? For a personal injury attorney, that value could be 7 figures. I'm not certain if I would ever make it to the dentist without that automated appointment reminder. Life gets in the way, and I need a little help. Your current and future clients are the same way. Offering them an automated reminder system will help them through each step of the intake and case process. Tracking leads increases marketing ROI Recently I met with leaders at a firm that felt optimistic about their lead follow-up. They were spending tens of thousands of dollars each month on a lead generation service, which sent them 300 leads each month. To process all the leads, they had two intake staff members (one full-time and one part-time). But they weren't doing the next step, which is tracking what happened with all those leads. Once we looked deeper, we learned that out of 300 leads each month, they were only signing up, on average, one new client. They were spending more money on the leads and intake staff than they were gaining from the client. And in the meantime, legitimate leads were getting buried under the garbage. Full lead tracking can bring bad financial decisions to light, and help you pivot your attention to more lucrative spaces. To accomplish these ends, every firm needs to take these 6 steps 1. TR ACK EVE RY LEAD I N O N E SYS TE M All leads should be funneled into one system that's dedicated just to lead tracking. The problem with moving all leads into email is that email is also the "By failing to pick up small cases that give good returns with less time, they're slipping behind the competition."

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