(Webinar Slides) 10 Ways to Drastically Increase Lead Conversion

10 Ways to Drastically Increase Lead Conversion

#LeadConversion

ABOUT MYCASE Web-Based Legal Practice Management Software

Built as a complete platform, MyCase offers features that seamlessly cover all the daily functions that a modern, small law firm requires in one place at an affordable price.

Just $39/month per attorney $29/month per paralegal or staff

MYCASE WEBSITES Jumpstart your marketing

• Modern, professional design built for your firm• Social media and blog integration• Complete integration with MyCase• Basic SEO

ABOUT STEPHEN FAIRLEY CEO of The Rainmaker Institute—the nation’s

largest law firm marketing company that specializes in helping small law firms generate more referrals and convert more leads

Nationally recognized expert on lead conversion and intake for law firms

Developed the first automated lead conversion follow-up system for attorneys

Trained, consulted and coached over 15,000 attorneys

Secret shopped over 1,000 law firms Academically trained as a Clinical Psychologist International best-selling author of 12 books and

10 audio learning programs World traveler: Visited over 41 countries and

taken 15 cruises

www.TheRainmakerInstitute.com

10 WAYS TO DRASTICALLY

INCREASE LEAD

CONVERSION

© 2015 by The Rainmaker Institute, LLC. All rights reserved

THE SUCCESS OR FAILURE OF YOUR LAW FIRM IN 2015 WILL NOT BE DETERMINED BY…

The number of leads you get The quality of those leads The size of your average case

The average cost per client acquisition

Your success or failure will be determined by

Your Intake Department

&

Your Ability to Convert

more leads into better cases!!

HOW GOOD ARE YOU AT INTAKE &

LEAD CONVERSION?

POLL QUESTION

Who answers the phone at your office?

I have a receptionist/paralegalI (the attorney) answer the phoneWe use a call centerEveryone is responsible for answering the phone

No one. We almost never answer our phone.

Goes way beyond using tracking phone numbers!

Starts with the initial contact with your law firm

Continues until they sign up as a client

INTAKE & LEAD CONVERSION

2015 INTAKE SURVEYWe secret shopped 165 law firms! Here are the results: 90 firms answered the phone by

identifying the firm’s name (versus saying “law firm… please hold”)

Only 52 of the firms expressed any type of “expertise” in the area we called about (“we’re good at that” or “yes, we handle that kind of case all the time” or “yes, we can certainly help you”

2015 INTAKE SURVEY

104 of the firms never asked for our name! (63%)

118 never asked for our phone number! (71%)

Only 7 asked for our email address! 96% did not!

95 of the staff do NOT know your correct website address ….without having to put us on hold to look it up!

Only 65 of the staff showed any compassion, empathy or even tried to build rapport with us!

61 of the firms didn’t even say “thanks for calling” at the end of the call!

2015 INTAKE SURVEY

Asked if they had a website I could look at. ‘No he doesn’t have one, but you can just Google ‘divorce attorney’ and there are plenty of sites for you to look at.’

"I was placed on hold for more than 2 minutes because the receptionist wasn't sure if they handle serious injuries (motorcycle accident which may result in amputation).

She returned after another 2 minutes and blind transferred me to voicemail!"

2015 INTAKE SURVEY

I said I’m looking for a divorce attorney. She said it’s $35 for the consult and $250 per hour if we take the case. I wanted you to have the price just in case you’re looking for other attorneys. Never took my name or number.

Asked her for a website. Put us on hold for a minute came back and gave us the wrong website!

We looked it up and it was for a competitor in the same building!

2015 INTAKE SURVEY

“I left my contact information and asked for an attorney to call me, but almost 2 weeks later we are still waiting for a call back!”

I told the receptionist I was referred to the firm by another attorney who said I have a good case but needed a great attorney.

She said, I’m sorry, but we aren’t accepting any new clients.” WTH!?!

2015 INTAKE SURVEY

When we asked “why should I hire your attorney/law firm?” most responses were: “Our attorneys are pretty good” “I believe he has 20 years of experience,

but you can go on the website & find out.”

What’s the website? “I don’t know. It’s not the firm name so I always forget.”

“Well, our attorneys seem to know what they’re doing.”

“I’m not sure I would!”

2015 INTAKE SURVEY

Each call was graded on a “10” point scale.

The high score was 100%! (1 law firm) The average score was 46%! 90 firms scored below 50% 45 scored 0%

Can you do better?

2015 INTAKE SURVEY

FREE SECRET SHOPPER CALL

www.bit.ly/shopmyfirm

Free secret shopper call

Free written report

Free consult

http://www.bit.ly/shopmyfirm

Currently, here is what your intake & follow up looks like…

IMPROVE YOUR INTAKE!FIX YOUR FOLLOW UP!

1. Practice the “5 Min Follow Up Rule!”

Research based on 3.5 Million leads from over 400 companies

—by Velocify.com

HOW TO IMPROVE YOUR CONVERSIONS

Your chances of qualifying an internet lead

drops by 400%

when your response time slows from 5 to 10 minutes!


“Speed-to-call is the single biggest driver of lead conversion!” —Leads360 Study


2. Never, ever make an Attorney or a Paralegal responsible for follow up!


3. Try NOT use an outsourced call center during business hours. Exceptions include:

- Handling calls on nights, weekends and holidays


4. Train an existing team member to answer the phone correctly using the step-by-step Rainmaker Intake University System!


5. When you’re getting over 30-50 leads per month, hire a dedicated Client Intake Specialist

IN YOUR LOCAL OFFICE!


6. Give them a performance bonus incentive for every appointment who shows up.

POLL QUESTIONHow many times do you or your staff usually call back a lead? Once Twice Three times a lady More than three


7. Call every lead 6 times before giving up!

8. trying to close over the phone!

3 Goals for every call: Assess the Quality of the Lead vs DNQ

Show Compassion & Empathy and Build Rapport

Set the Appointment!!


POLL QUESTION

Do you charge for a consultation? Yes, always. No, never. Sometimes. It depends.

9. quoting prices over the phone!

It only encourages price shopping

It doesn’t allow you to BUILD VALUE 1ST

It reinforces how you are the SAME as everyone else


$$$

10. Track conversion rates for appointments by PHONE versus IN PERSON appointments.

Law Firm in Denver with 5 attorneys

92 Leads 100%65 Appts Set 71%55 Showed Up 85% 7 Hired at IC 13% 6 Hired Later 11%


15% of Appts by Phone

Showed Up 89%Hired at IC 0%Hired Later 0%

STOP DOING ANY PHONE APPOINTMENTS!

SIGN UP 15% MORE CLIENTS PER MONTH!

24%

Bonus!11. Track conversion rates for everyone who does ICs!!


DUI Jay Jeff Will Tom

% of Consults 25% 25% 25% 25%

Hired @ IC 20% 20% 17% 40%

Hired Later 0% 0% 17% 40%

TOTAL HIRES

20% 20% 34% 80%

STOP giving any consults to Jay & Jeff.GIVE all their consults to Tom.

EARN AN EXTRA $60,000 PER MONTH!

How much $$$ are you losing right now because of your intake?

Do you want to double your revenues this year?

Lead Generation is the Most Expensive way to double your revenues!

Lead Conversion is the Most Efficient way to double your revenues!

You can double your Lead Conversion rates in a matter of months!

Stop throwing your money away on more leads!

INTAKE & LEAD CONVERSION ARE CRITICAL

IMPROVE YOUR INTAKE!FIX YOUR FOLLOW UP!

CONTACT US

MyCasewww.MyCase.com [email protected] 800-571-8062

Get 10% Off Your First 6 Months of MyCase:

Promo Code:10LED15

Stephen Fairley

The Rainmaker Institute®

888-588-5891

[email protected]

www.TheRainmakerInstitute.com

Thank You!

(Webinar Slides) 10 Ways to Drastically Increase Lead Conversion

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Transcript of (Webinar Slides) 10 Ways to Drastically Increase Lead Conversion