Split Decision: 2 Ways to Get More Clients

Everybody wants more clients.  It’s a good problem to have.  And, it invites additional opportunities – to become more efficient so you can accommodate even more work, or hire some great people.  And, there are a couple of super basic numbers you can look at, to determine what your current success rate is with respect to adding clients – including whether you can improve it. 

 


The first place to look is at your raw lead numbers.  Are you generating enough?  If not, how can you increase those opportunities, or the viability of those leads?  Do you get more aggressive about content marketing, in order to acquire more good-fit leads?  Or, do you raise your prices, to create additional value from each lead you get?  Even a small bump in prices can help you hit your revenue projections, while requiring fewer cases, to do so. 

 

The second metric you can review is your conversion rate.  In other words, what percentage of total leads do you close?  No law firm has a 100% close rate – so, if you’re one of those law firms, that number can always be improved.  And, there are number of things you can look at to improve your close rate.  Could you more effectively pitch potential clients during consultation meetings?  Can you improve your client journey/intake process?  After all, coffee is for closers. 

 

Now, if you can combine to improve both metrics = increasing the number of sales + increasing your number of closes – well, that’s an equation any lawyer can live with. 

 

. . . 

 

If you want to talk over your conversion process, let’s talk. 

Through a unique partnership between the bar association and Jared Correia's Red Cave Law Firm Consulting, National Creditors' Bar Association members have access to experienced law practice management consultants at a special discount rate.

To get started, visit Red Cave's NCBA landing page, and start running your law practice like a business.

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