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 a 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.

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.

The Wyoming State Bar offers free law practice management consulting services through Red Cave Law Firm Consulting.

To request a consult, visit the Wyoming State Bar’s law practice management page, and start running your law firm like a business.

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