Sales. What is your first reaction when you hear that word? For many law firm owners, it has the impression of aggressive selling and pitch meetings. However, we need to understand that law firms are a business, and sales is a key part of growth. It’s more than just selling; the sales process or business development is about building trust and relationships.
In this episode, Steve Fretzin joins us to discuss the value of having a business development plan in growing your firm. We talk about the importance of identifying your niche and target clientele. Steve also shares that people’s decisions are driven by different motivators. If we want to serve our clients well, we need to understand them down to these motivations. We need to know how to ask the right questions.
If you want to gain a deeper understanding of the importance of having a business development plan, then this episode is for you.
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 joins us in a conversation around engaging clients in the entire sales process. He shares the journey behind building Lawmatics and his transition towards 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 process and boost your customer relationship...