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For years, you have had a steady flow of quality leads. Everything seems to be whirling like a well-oiled machine. Then without warning, your leads begin to dry up. What happened? For one thing, leads that aren’t ready to buy today aren’t dead, they are just not ripe yet. It doesn’t mean they will NEVER […]
Have you ever visited a law firm’s website seeking a law firm specialist and noticed they’re in every possible practice area? They practice what is known as threshold law. This is when anything coming across the threshold is acceptable business. Some dentists, plastic surgeons, dermatologists, and insurance agents are also guilty of this. If this […]
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 […]
If you have been following my teachings for any time, you already know that one of the main principles behind my philosophy is using a book as the cornerstone of your education-based marketing. Nothing builds trust with your prospects like having your book to offer to leads, prospects and referral partners. It will maximize the […]
The unconverted lead is a mystery. I always ask prospects that call for help with growing their law firms, “What do you do with your unconverted leads?” I have had every answer from: “What’s an unconverted lead” to: “Nothing! Who cares about them? If they don’t hire me, I don’t care what happens to them.” […]
If the term “outbound calling” is foreign to you. It’s time to pay attention to these pearls of wisdom that I am about to share with you. Are you ready? Firms who grow consistently and quickly have an outbound calling plan. There, I said it. If you have worked at all with Richard James, then […]
You may have read or heard me talk about the five senses of communication—talking about lead conversion is one of my favorite topics. The subject of five senses usually comes up when I am teaching clients about how they MUST communicate with leads until they BUY, DIE or UNSUBSCRIBE. Why only communicate in one way? […]
What you say and when you say it can make all of the difference. Did you know that Gallup did a study and found while clients appreciate fast service, GREAT service characterized by workers being ‘engaging’ with clients far exceeded speed in ratings. Last month, we prepared training for our Your Staff Trained program with […]
If you have been reading these blog posts for any length of time, you know I preach the Gospel of following up with unconverted leads. Today, I want to share a recent testimonial. The other day, I received an email from one of our contacts who is not yet a client. Like other attorneys I […]
I have always been a preacher of follow up, follow up, follow up! Communicate with your unconverted leads until they die, buy or unsubscribe. If you are just getting started with your outbound calling program, one of the first things you have to think about is staffing. Some of the questions to think about are: […]
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