Want To Get More Clients? Follow Up.
I was having a chat with my buddy the other day and I was talking about how interesting it was now that I’m an estate planning lawyer.
What is interesting is that I am not having trouble creating leads for business. The trouble is coming from getting people to actually pull the trigger.
And let me be clear here real quick. These aren’t people that are saying no. In fact, they are saying yes. They just aren’t taking the next steps in the process.
They still answer my calls.
They still respond to my emails.
They simply have no urgency to take action.
The Power of Follow Up for Law Firm Clients
My buddy, who is in the financial industry, completely felt my pain.
And he answered my question with three words:
Relentless follow up.
“There was a study done some time ago that found that in situation like yours and mine where the thing to be done was important but not urgent, 70% of people failed to take action until the 8th contact or later.”
“But the craziest thing,” he went on to say, “was that only 5% of the service providers made to the 8th call.”
“You know what that means?” he said.
“5% of service providers are getting 70% of the business because they follow up.”
What Does that Mean for You?
If you are starting a law firm or marketing a law firm and you don’t have a good system set up to ensure you are following through with all of your leads, then you are losing out on a ton of business.
The solution, then is to get on that, to set up a follow up system and then to relentlessly pursue that follow up.
It also means you don’t have to worry about people getting mad at you.
They want you to follow up.
They need that push.
They are waiting for you to give them that push.
It is evidenced by the fact that so many people follow through after that many contacts.
You Want My Follow Up System?
Okay, you can have it, but you have to be a member of Law Firm Confidential Platinum.
In all seriousness, if you are reading this and you aren’t taking advantage of the help that is out there, that’s on you.
At the very least, create your own system, test it, and see if it results in more action from your potential clients.
Talk to you soon.
P.S. — curious about what I do on a daily basis to create and build my successful law firm? Now you can find out first hand (and steal some of my secrets). It’s called the Law Firm Confidential Podcast, and you can get access to the first 5 episodes for free by clicking right here.
Who am I? I am an expert on starting a law firm and law firm marketing. I’ve started two successful law firms and love sharing what I’ve learned so you can do it too.
Originally published at theartoflawyering.com on February 17, 2016.