Closing Time: Lawyers Are Great at Closing Business, But Need to Get There Faster

Most attorneys are phenomenal when it comes to closing business.  If coffee is for closers, they’re awash in the stuff. 

 

And, most attorneys will tell you that: they know it, they acknowledge it, they own it.  Most of the lawyers I talk to will tell me that, ‘If I can get someone on the phone, I can close them’.  I would bet that most lawyers close leads into the high 70s, if I had to sign a percentage to it.  That’s pretty damn good. 

 

But, that ‘if’ is a big one; and, the place where most law firms stumble is getting leads to the consultation/closing meeting. 

 

Law firms don’t pick up the phone regularly; and, they don’t respond to voicemails.  Same goes for contact form and intake form submissions.  Consumers are impatient.  So, if a law firm is not immediately responsive, they’re already on to the next option. 

 

So, the problem is, really, that lawyers never get to the closing meeting, because they fail to engage leads. 

 

Professional athletes often take the offseason to improve on things they’re not particularly good at.  If a basketball player is already great at shooting three-pointers, maybe he spends the offseason working on driving to the hoop. 

 

So, if you’re a lawyer, who’s already good at closing clients, spend some time thinking about how to revise your intake process, so you can better engage those potential clients, and get more of them to those closing meetings. 

 

. . . 

 

Need help mapping out a client journey?  We can help.

Through a unique partnership between the Maine Board of Overseers of the Bar and Jared Correia’s Red Cave Law Firm Consulting, Maine attorneys have access to experienced law practice management consultants at a special discounted rate. 

To get started, visit Red Cave’s landing page for Maine attorneys, and start running your law practice like a business.