Answering Legal, Inc的动态

Transcript

When it comes to the marketing side of a law firm, there are a ton of potential KPIs for attorneys to track, but which marketing KPI's do you think law firm should really be honing in on? Sure, that's a great question there. We have over 100 marketing KPIs in our company, but there are four that I believe are the most important and they are related to sales. They're sales type KPI because at the end of the day, we're all trying to get clients to sign our contract. So that is a sale. And if your mind can't wrap yourself. Around that, then that's a mindset shift that you should make because salt intake is a is a sale. And my intake director came from a sales floor. And the first two months he kept referring to every signed contract as a deal. And it was really kind of funny because we had to get that word out of his mouth because signing a contract for lawyers, not a deal. Like I got 12 deals this this week and it was kind of funny. So, but it is, it is a deal. It's a contract, it's a client. So the four that I find to be most important, the first one is called leads. Leads us from any source or there's a phone call, Internet, any way you get leads. A lead is a potential client calling about your services and it can be any type of reach out to you at all. So that's a lead. The second would be a qualified lead. A qualified lead is a client that you want. So if you're a personal injury attorney and someone calls about a real estate closing, that is a lead. But it's not a qualified lead because you don't do real estate. A general guide for personal injury firms at least. That 40% of your leads. Should be qualified leads. So that means your marketing is kind of working because if they're just calling about real estate, then it means you're marketing wrong because you're a personal injury attorney. So good general guideline is 40% of your lead should be qualified leads. So the first 2 are leads and qualified leads. The third is contracts signed or some people call them signups. So that's when you get the client to sign your contract so you succeeded in the sale. So a contract sign would be KPI #3. So we're getting a narrower and narrower funnel as we go down this pipeline. And then the third is your conversion rate, it's called your ECR, your effective conversion rate. And what that means is of the qualified leads. How many did you successfully sign up? And that gives a lot of data. Most law firms that measure this, like me, have at least 90% as a goal. Our goal for this year was 96%, which means of the cases that we want, we want to get a signature on 96 percent of those. And we're hitting that right now, which is a means something good about your intake team, that they're empathetic, that they're good sales people, that their quality, that they're handling the job of what a lawyer might want to do. None of my intake people are lawyers. I've completely sourced it to my intake team, which is in house, but they're all sales people. I hired them from sales floors. So those four KPIs for marketing are leads, qualified leads, contracts signed, and then your ECR, your effective conversion rate.