Did you know that the average law firm could lose hundreds of thousands of dollars each year due to a flawed intake process? This is a shocking statistic, but the truth is that many firms treat prospective clients like an afterthought. If this sounds like your firm, it's time to make some changes!
Client intake is where your potential call could turn into a case. It's a crucial part of your law firm's overall marketing and sales strategy. A strong intake process can mean the difference between steady growth and leaving money on the table. Let's look at some intake mistakes that could hurt your law firm's growth and revenue and ways to fix them.
Mistake #1: No Clear Intake Process
Your firm misses out on potential clients without a clearly defined intake process. It's like fishing without a net – you might get lucky sometimes, but it's mostly hit-and-miss. A structured process involves knowing who handles initial inquiries, how quickly you follow up, and having the right tools to track leads. You may be surprised how many law firms don't have these critical steps figured out.
Mistake #2: Slow Follow-Up
Imagine calling a law firm about a pressing legal problem and getting radio silence for days. Would you wait around? Probably not. Studies show that the faster you follow up with a prospective client, the higher your likelihood of winning their business. Speed is your friend during the intake process. Don't think for a second that you are the only law firm the potential client is reaching out to.
Mistake #3: Inconsistent Experiences
Every interaction with your firm leaves an impression. Potential clients should know what to expect when they reach out. Does your website have a clear "Contact Us" path? Is someone reliable answering the phone? Creating a consistent and professional intake experience builds trust and could show favor towards your firm.
Solutions and Best Practices
Invest in Technology: Client intake software can streamline many administrative tasks, freeing up your team to focus on meaningful client interactions. Automated appointment reminders and online forms make the process easier for everyone.
Optimize Your Intake Forms: Only ask for essential information upfront. A lengthy, invasive form can turn off potential clients. Be sure to ask the important questions during the intake process that cover your practice area.
Train Your Staff: Whether you have a dedicated intake specialist or spread the responsibilities among team members, make sure everyone understands the importance of excellent client service and how to handle inquiries effectively. Training your team is an investment. Have proper training modules that review information about your firm, processes, and policies. For housing training modules, we recommend Trainual.
Here are some steps to take to audit your internal intake for your law firm.
Ask yourself:
- Do you know how many potential client leads you miss out on each month?
- Does your team have the capacity to respond to inquiries promptly?
- Do you have a designated intake team?
- Is all of your intake waiting on your approval to move forward with?
- Could your intake process be friendlier and more efficient for potential clients?
If you hesitate to answer any of these questions, it's time to pay careful attention to your intake process. Addressing weaknesses can unlock hidden revenue potential and take your law firm to the next level!
Visit the VIP Marketing blog for more tips and insights on boosting your law firm's intake and marketing strategies.