Sales Process For Law Firms.
Each company catering to clients follows a sales process, including law firms. The journey begins when a potential client discovers your firm and expresses interest. They contact you when they need help, assess your firm, move forward, monitor progress, and if happy, provide more instructions.
This sales process is what keeps your firm afloat.
The big question is: How do you set up a strong sales process for your law firm? We’ve all been there – the buzz of starting a new project, only for it to fizzle out. A smarter move could involve some strategic planning. Start by defining clear goals, creating a structured process, fostering a supportive culture, and establishing methods to track progress.
Below are some ideas on how you may want to get started.
Getting your team involved
It’s crucial for everyone in your firm, to understand the entire process and each step clearly. This involves ensuring everyone is informed about raising awareness, researching, finding leads, following up, pitching ideas, proposing suggestions, and fostering client relationships. Each team member should know exactly what they’re supposed to do and what their colleagues are up to. They need to manage support requests, assign tasks to the right people, complete tasks efficiently, and document procedures.
If your firm has a business development team, they should lead and ensure everyone follows these steps.
Capture your data
By documenting various scenarios encountered at different stages of the sales process, you’ll create a playbook for handling situations effectively. This resource will significantly support your fee earners when unexpected circumstances arise.
Training
Lots of law firms put effort into learning and development schemes. A business development training programme is beneficial for aligning with your firm’s goals and monitoring professional growth. An effective business development training programme will build a client-focused culture and nurture lawyers who can bring in new business.
The key lies in carefully crafting the BD training programme and ensuring the right individuals are in attendance.
Leadership
Demonstrate your leadership skills by getting involved in this process. You don’t need to be a sales expert, but understanding its various aspects is very useful. This sets you up to lead the charge in building a business development culture within your firm. Your legal team will appreciate knowing that you get how to handle interactions with new and current clients.
Lawyer Orientation
Including the firm’s sales process in the lawyer orientation programme is a great way to integrate them into your firm’s culture. As they settle in and start using your sales processes, these legal professionals will become skilled at handling sales while with you.
Author: Stephen Lai
Stephen advocates for equitable access to vital tools and data across all law firms, empowering them to compete effectively in a saturated market. With more than two decades of expertise, he works closely with firms to elevate their marketing and business development through data-driven strategies.
He is dedicated to assisting law firms in crafting enduring business development and marketing strategies. This is achieved through a cost-effective approach, incorporating clear KPIs to assess ROI.
Book your free consultation here.
