In many civilizations, the people believed there were living powers that controlled their well being. If the Gods were pleased, rain came to nourish the crops and sunshine came to make everything grow. In order to keep the Gods happy, varieties of sacrifices were made as gifts. Your law firm is the entity that you (and your employees) rely upon to provide your living. What are you doing to keep your modern-day god happy and producing?
Something I call the Perfect Client Life Cycle is a system designed to keep your business well-fed and pleased with nourishment from leads and stroking to keep the growth moving along. What is the Perfect Client Life Cycle?
Well, it’s like this. Whether you are selling spools of thread or legal services, to do business, you have to attract prospects. Every business must determine how it will find those people who want or need their product or service. The most successful ones create a marketing plan that will leverage their dollars to squeeze the most juice out of every marketing fruit. The plan must create strategies and tactics that will spur the prospect to raise his or her hand by phoning, strolling into your store or visiting your website, or sending an order by mail, email or phone.
Once the business has figured this part out, STEP ONE is a success! A prospect is now on the scene. But the job is not over until the interaction happens (selling), the payment is made and the service or product is delivered.
STEP TWO is to convert that prospect into an appointment.
If you are operating a retail store, the “appointment” is when the sales person and the prospect begin their conversation about the need or pain the prospect has. If you are offering a service, such as in your law firm, this step is to secure an appointment. In STEP THREE, the business convinces the prospect that it is in his or her best interest to show up and hear more about the help you can offer.
STEP FOUR begins once that prospect arrives for the appointment or carries the desired item to the cash register. The prospect is weighing whether this spool of thread or YOUR law firm is the solution to their pain.
STEP FIVE is when the prospect says YES and happily carries the purchase out of the store or signs on the dotted line to retain your law firm. It’s YOUR job to provide topnotch, indisputable service. Once you have fulfilled the client’s expectations and even surpassed them, STEP SIX is to ask them to share their wondrous experience with their friends, relatives and business associates that are in need of the same spool of thread or legal services and to encourage them to call YOU.
This is what is called the Perfect Client Life Cycle, and it’s the foundation of the philosophy and teaching that keeps your business god happy and satisfied.
How does YOUR law firm measure up in implementing the Perfect Client Life Cycle? Take my law firm analysis challenge and find out here.