Your phone is ringing. You’re meeting with clients. You’re investing money on marketing and putting time into serving the clients you do have……but you are simply not seeing enough clients say yes to working with you.
One of three things is happening:
1) You are getting calls, but not converting inquiries into appointments,
2) You are setting appointments, but your prospects cancel before they even make it into an initial meeting with you, or
3) They make it, only for you to hear — ʺwe need to think about itʺ or some other version of thanks, but no thanks.
If you are finding yourself nodding your head at this description because this is what’s happening in your practice, I am about to rock your world.
Just a few simple adjustments in how you answer your phones, respond to inquiries, follow up after appointments are booked, and what you say in your initial meetings will at least double your income in just half the time of what you are putting in right now.
This was exactly how I took my law practice from struggling into a million dollar a year business in just three years.
In the beginning …
I couldn’t make quite enough to support my family, get help in the office and really make a go of it.
It seemed as if I was doing everything right.
I was going out and speaking to families and small business owners in our community. I was getting rave reviews each time I spoke, and eventually (after I figured out how to stop marketing for my competition), the phone was ringing.
If the phone was ringing, why wasn’t I bringing in enough money to support my family?
When I really looked at where the problem was, I saw that there were three major problems:
1. People were calling and not booking appointments to come in and meet with me.
The gal answering my phone was simply not well-trained to get appointments booked. This was a major leak in the cashflow pipeline.
But I quickly realized, getting appointments booked was only half the battle.
Which brings me to problem #2. Once I figured out how to make sure that just about every prospect who called my office booked an initial consultation with me so they could write me a check, my calendar was filling up nicely, but I had another problem … an even bigger one.
2. The people who booked appointments with me cancelled, often at the last minute.
Once I figured out how to schedule more appointments, I still had trouble getting them in the door. Too many of them canceled their appointment — or just did not show up.
Sure, they had legitimate-sounding excuses, but I realized I was making it too easy for them to flake on their appointments. I was giving away free consultations, and I was not sending out anything to get people excited to meet with me.
Well, I fixed that, too. Now, I was scheduling appointments and people were showing up, but I still was not making the kind of money I felt I should be. And I was burning out.
3. Clients coming into meet with me said some form of “no, thanks” half the time.
This time it was clear where the hole was and why I was so exhausted. Half the people who came in to meet with me were leaving without saying yes to working with me.
I would spend HOURS meeting with them (truth be told, my meetings went so long because I was deathly afraid to quote the fee so I’d drag it out trying to provide more and more and more value before talking money), only to hear “We have to think about it” or “We’ll get back with you after we meet with so-and-so down the street” or “I need to talk to my [daughter, mom, best friend …].”
It was demoralizing.
Maybe I should just go back to the big law firm where the senior partner just gives me work I can do without having to face this kind of rejection again and again and again.
But, no. I was committed to figuring this out. I knew if I could just nail this last piece down, everything would change.
My calendar would be booked weeks out, I would be doing work I loved, and serving clients who really got the value of my services.
I’m guessing right about now that if you are still reading, you have faced one or more of these problems yourself — your phone is ringing, but you are not bringing in enough money.
You are either losing money at the initial phone call because your prospects are not booking initial consultations with you OR they are booking appointments but canceling before their appointment or not engaging your services after they do meet with you.
If that’s the case, I bet you would like nothing more than to fix these problems, once and for all. You love practicing law, but you hate this part of the practice.
Well, my friend, I’ve got very good news for you because we are going to turn all that around. You do not have to suffer anymore. Instead, you can have the practice of your dreams — a full calendar, prospects who are excited about meeting with you, and an initial meeting that results in happy new clients writing you nice, big checks.
I’m going to share all the details about the system I created for solving my problems (that will solve your problems too) on this training call.
In the meantime, share this post with any friends or law practice colleagues you know who are pulling their hair out because they love the practice of law, but can’t seem to get a hang of the business end of law practice. This post could just change everything. And you are the one they’ll thank for it.
And, hey, feel free to leave a comment about how your life will be different when you solve these three problems in your law practice, once and for all.