Did they stay or did they go? That is the question we have been asking over the past couple of episodes. 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.
This week, we want to hone in on the area of 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.
- How to provide value with your follow-up.
- How to build workflows that prompt your team to follow up.
- Best practices for post-representation.
- How much follow-up is too much.
- How to get an engagement agreement and collect money.
- What to do when you must decline representation.
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1. Look at how you’re currently doing intake and add one extra step, a follow-up email that someone on your team sends out if we don’t get the engagement letter back in two days. Bonus: if your intake already has a lot of follow-up built in, take a look at the work you do during your representation and find a place there to add a follow-up step
2. Add one automation to your current intake. If you’re not using digital signatures, start there. If you are, find someone on your team to figure out or outsource creating templates in your software to automatically create your engagement letters.
3. Write an email declining representation (or find one you’ve used in the past), add a link to the local bar association or another attorney referral resource, and give it to someone on your team to send out each time you decline representation.