How to Automate Your Follow-Up Process
Did they stay or did they go?
That is the question we have been asking over the past couple of episodes on the podcast. What this boils down to is whether or not we make a sale. Our purpose with this series is to increase those odds in your firm.
Today, let’s discuss follow-up.
You might be the kind of attorney who, like Melanie, has tried the “sticky note system” for follow-up. The truth is, that doesn’t work. Follow-up just doesn’t happen with that kind of system.
Instead, we want to automate our follow-up process. We want to make the best use of software and delegation to streamline our follow-up and increase our chances of making that sale. This is important because, without follow-up, you’re leaving it up to the client to remember you and take action.
How to Automate Follow-Up
As much as you possibly can, automate your follow-up process.
One way to do this is by adding your prospective clients to an email list. Continue reaching out via automated emails in which you provide them with value. The more you stay top of mind, the urgency that brought them to you in the first place will return.
Consider sending automated emails with resources and current events or informing them on things they’re worried about in the moment.
You can also add to your automations by sending personalized emails or calling prospects. Delegate these kinds of tasks to your team. Build in workflows that prompt your team to follow up. All of this puts your customer service over the edge.
How Much Follow-Up is Too Much?
Most of the time, clients don’t get back to you because they’re busy or they forgot, not because they don’t like you. Until they say, “I don’t want to hire you,” you don’t know. So keep following up!
As a rule of thumb, follow up until they respond. However, you may want to adjust the frequency of your communication. For example, once you’re over 30 days and they’re not responding, move to monthly campaigns.
If you want to learn more about following up with prospective clients as well as best practices for post-representation, check out Episode 038: Did They Stay or Did They Go – Discovering Your Intake – Part 3.