On the show we talk about law firm sales strategies with an article from AttorneyAtWork.com and then Paul speaks with intake guru Chris Mullins about her new book “Law Firm Conversions”
The Role of Law Firm Sales Professional
Today’s Hot Take is from AttorneyAtWork.com “Serving up Strategy? Save Law Firm Sales Pros a Seat at the Table” by Beth Cuzzone and John Hellerman. In it they cover the evolving role of the law firm sales professional, hitting on four key points:
“Results from the Legal Sales and Service Organization (LSSO) survey, released in November 2018, confirms that the role of law firm sales professional is becoming commonplace in the profession. But, despite the critical role sales professionals now play in driving bottom-line growth, the report reveals a disconnect in the way these professionals are valued and given a voice within their firms.”
The Pay Is Good, but the Stress Is High, and Responsibilities Vary Widely Firm-to-Firm –
No consistent measurements, no clearly defined roles, responsibilities, no seat at the strategy table.
Rethink Titles – Law firms are serving an increasingly sophisticated client base. Firms need true sales professionals to help anticipate those clients’ needs and be proactive in their approach to service.
Find reasons to attend management meetings – Strategy from the top will be enacted by those downstream, a seat at the strategic table that includes top sales and marketing staff is key.
Align goals and sales objectives with firm revenue
WHAT CAN LAW FIRMS DO? – Law firms are serving an increasingly sophisticated client base. Firms need true sales professionals to help anticipate those clients’ needs and be proactive in their approach to service.
If you’re committed to “serving sales” — to your clients and prospects — to facilitate relationships, then you have to reserve your senior sales and marketing professionals a seat at the table.
Sales, Marketing and Intake Expert
Chris Mullins is a sales and marketing expert and the founder of Conversions, The Intake Academy, and Mullins Media Group. For more than 30 years through her proprietary and guided training programs, Chris, along with her team, have helped hundreds of law firms around the country convert more prospects into profitable clients
In her latest book, “Law Firm Conversions,” she covers every aspect of what any lawyer needs to do to ensure that phone calls – the first touchpoint with clients – convert to become profitable clients, and we are so grateful Chris could join us today on the show.
More ABOUT CHRIS
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