Many lawyers are stuck in the mindset that legal outcome is all there is to fostering client relationships. However, being a competent, reliable, and trustworthy lawyer also means providing a good client experience, which can make or break your firm's success. Thus, you have to see the whole process of engaging clients from a business and sales standpoint. More than anything, you have to be there for them at every step of the sales process.
In this episode, Lawmatics founder and CEO Matt Spiegel join us in a conversation about engaging clients in the entire sales process. He shares the journey behind building Lawmatics and his transition toward legal tech. Matt outlines the three phases clients go through in a law firm and the role automated marketing plays throughout this sales process. He also offers excellent points on KPIs and the importance of understanding metrics for law firms.
If you want to know how to improve your sales through lawmatics process and boost your customer relationship management, then this episode is for you.
Here are three reasons why you should listen to this episode:
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Matt’s Legal and Tech Journey
Matt: “It was a complaint from a client who got me ultimately out of law.”
In 2017, they saw an opportunity for Lawmatics. The idea around Lawmatics was something the market wasn't quite ready for from 2014 to 2015.
Lawmatics is one of the biggest legal CRM and marketing automation platforms that helps law firms’ sales process and marketing efforts.
CRM vs. Practice Management Software
Matt prefers calling Lawmatics an intake management or marketing automation platform.
CRM is about engagement, nurturing, and building relationships with existing and potential clients during the entire sales process — before and after the case.
Matt: “There'll be some components of CRM sprinkled throughout all systems like that, that maintain a contact, data, record. But really, CRM is so much more.”
The Need for Legal-Specific CRMs
Matt: “It's being complex, but not complicated, right? Lawyers require a system that is pretty easy to use.”
Lawmatics has custom forms and a robust text messaging platform built upon the request of both clients and law firms.
From a marketing automation standpoint, Lawmatics focuses on direct engagement.
Lawmatics also has an internal custom reporting and scheduling platform built-in for a smooth intake flow and engagement.
Matt: “Using all these different automations and methods of communication to kind of facilitate the different mechanics that go into an intake process is just insanely valuable to your business.”
Bridging the Gap Between Automation and Human Interaction
Lawmatics worked hard on giving lawyers a tool to make automated messages not look automated.
Matt: “When you're building automation, it doesn't have to be an automated action; it can be automating a task for yourself.”
Lawmatics employ sequences in the intake process as a standard sales process strategy. Tune in to the full podcast to know more about these sequences in Lawmatics!
Moshe: “Sales is something also that you're not taught in law school. You're not even taught that in a law firm unless you're on the track for partner, and they're pushing you to be a rainmaker. But otherwise, you're not even involved in the sales process. So understanding what other businesses have to figure out early on when it comes to sales, it sometimes is very hard for our law firm owners to navigate.”
Lawmatics has a “salespeople” feature that growing law firms can enable to track how their salespeople are performing.
The Biggest KPIs for Law Firms in the Sales Process
Lawmatics provides predictive analytics on the estimated value of your cases and the expected revenue based on your close rate.
Matt: “The best funnel is actually a cylinder and not a funnel at all. But that's something for everybody to strive to get to, right? It’s to get to a cylinder instead of a funnel.”
Focusing on Client Experience
Matt: “It's not the result that they remember; it's the experience that they remember.”
Piece of Advice for Law Firm Owners
Matt Spiegel is the founder and CEO of Lawmatics, the leading attorney-client relationship management platform. Lawmatics provides law firms with client intake, marketing automation, and CRM to impress clients and make the sales process more efficient. He is an attorney who practiced criminal defense for five years and a serial entrepreneur with a proven track record.
Prior to Lawmatcis, he was co-founder and CEO of MyCase, a legal practice management software company acquired by AppFolio in 2012.
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