Dialing for dollars
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Legal Marketing - A simple "how to" system to fill your calendar with money appointments!
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Dialing for dollars
- 1. Marketing Roundtable Roslyn Drotar © 2016. Lawyers With Purpose, LLC. 1
- 2. © 2016. Lawyers With Purpose, LLC. A simple “how to” system to fill your calendar with money appointments. A tried, tested, proven system to follow up with old clients and prospective clients patiently waiting to become your clients for $500 a week. DIALING FOR DOLLARS 2
- 3. © 2016. Lawyers With Purpose, LLC. • Can start out with 3-20 hours a week / 2-4 days a week • DISCLAIMER: Ineffective if when someone calls back you don’t have a live person to assist with schedule the appointment SO - take the leap of faith and “hire” or commit to the process! • Follow the Kolbe recommendation for this position. They should lead w/FT right behind w/QS Step #1 – “Hire” 3
- 4. © 2016. Lawyers With Purpose, LLC. Call/Email/USPS Letter Start w/current year vs. oldest prospects • Initial contacts that never took the next step • Initial contacts that attended a workshop but didn’t move forward • Cancelled appointments • Maintenance clients that didn’t renew Step #2 - Campaign 4
- 5. © 2016. Lawyers With Purpose, LLC. • Scripts on the website • This process takes an average of 12 minutes. Includes making the call, sending follow up email and updating the database. • 5 calls an hour = 40 calls an 8 hour day Step #3 - Call 5
- 6. © 2016. Lawyers With Purpose, LLC. • Scripts on the website • Send email immediately after the phone call. Just save it in a Word document and copy and paste! Step #4 - Email 6
- 7. © 2016. Lawyers With Purpose, LLC. • Again … this is there on the site for you! • After the phone call and email, send a hardcopy letter at the end of the week – block out time every Friday for example. Step #5 - Letter 7
- 8. You will see an ROI: © 2016. Lawyers With Purpose, LLC. • After 30 days you will see an ROI on this position. • One firm booked 3 Initials & 2 Workshop registrations on Day 1. • Another made calls from 3-5pm (2 hours) and booked 3 appointments that closed for $18.5k! 8
- 9. Things to consider © 2016. Lawyers With Purpose, LLC. • Declare it and set out intentional time OR hire for this role • Track your numbers/results • Do a “value add” workshop flyer mailing to them Offer a social media workshop – can be lead by team) Send checklist offering a complementary audit of their current plan (include a return envelope and the option to choose from 1 or 5 time slots for a 90 minute Vision Meeting). Additional campaigns? 9
- 10. Thoughts? Q&A © 2016. Lawyers With Purpose, LLC. 10
- 11. © 2016. Lawyers With Purpose, LLC. 11
- 12. Thank You! Questions to: rdrotar@lawyerswithpurpose.com Please connect with us…. © 2016. Lawyers With Purpose, LLC. 12
Editor's Notes
- Hello everyone and welcome to the March 2016 marketing roundtable call. If you’re here for “Dialing for Dollars” you are in the right spot! If you missed our morning marketing coffee hour at the Tri-Annual Practice Enhancement Retreat we’re revisiting that conversation here today. And if you were there, thank you for show up so early in the morning – as well as here again. And please chime in if you’ve implemented and share your story when we open up the call. Just a few things before we hit it – this call is being recorded and it will be up on the members website. So we currently have all the lines muted to keep the background noise to a minimum – in case anyone is working – shuffling papers, ringing phones, etc., But if at anytime at all you have a question or want to pipe in please just raise your had on the GoTo pannel or you can enter a comment into the chat box and we’ll unmute your line. We do encourage an open conversation. This call is for you all to get your questions answered and provide any support at all that you need for marketing your practice. Once I get through the presentation we will open up the lines to talk about this topic specifically but if we have time after that we can talk about anything marketing related. So let’s hit it….
- This concept of Dialing for Dollars came out of a field trip that Molly and I took up to Silicon Valley. We were able to take a tour of Google, Dropbox & Adobe and we visited the satellite offices of Copenbarger & Copenbarger. And Chris Carroll share with us this concept of Dialing for Dollars. And it’s really … READ SLIDE …. And I actually brought this up to a few members I was working with on implementation calls and it worked amazingly well there too so we just had to bring it to the membership…. So let’s walk through the 5 EASY STEPS!
- So I just want to clarify that I’m using that term “Hire” – but we had a firm that didn’t actually hire someone to do this. They just had a team member commit to one day a week 3-5 to do this. But it was intentional time that she committed to doing just this and everyone knew it’s what she was doing during that time and tolerated no interruptions or it not happening. It was carved into her time template and honored. That being said it should be: Kolbe is king on this one. Someone who leads with a FT will make the process happen and then right behind with a QS will love the challenge. Both people that I talked with on this that nailed it were truly FT/QS at heart and picking up the phone didn’t rattle them at all – in fact they thrived on the challege to reach goal and make it happen. So please don’t compromise on this crucial piece as I do think it’s the reason for their success.
- Decide if you’ll be going from current year – for example April 2016 backwards – which I would have thought would be the most successful to start with the most recent leads. But both firms that I talked with on this started with the oldest and nailed it! Print your list from your database – this is your call list.
- Divide up your database and decide what that number of calls your going to make a week is. Put it in your time template.
- Previous fears, etc now gone? ie flying, Santa Claus, Grantor as Trustee Has it?