Converting Leads to Clients: Navigating the Critical Moments in Legal Consultations

Описание: Investing heavily in marketing to create leads? Wondering why more of those aren’t converting? Or why you’re getting so much pushback on fees? In this webinar, Adam Boyd covers critical mistakes attorneys make in consults with potential clients that lead to poor outcomes, whether misunderstandings or missed opportunities.
He also lays out conversational structures that align expectations and ensure both client and attorney get what they need from a consult: mutual qualification, an exchange of information, and an understanding of whether or not they want to work together. Finally, he delivers best practices in handling potential clients that lead to better reviews, even with those who don’t engage the attorney.

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00:00 Introduction
04:47 Importance of Consultations
14:50 Common Mistakes in Consultations
38:11 Handling Objections and Closing
58:37 Digital Tools and Client Engagement

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Agenda

Why focus on the consult? Assumptions, cost structures, and conversions
Case study: Small, consumer practice law firm
Most common conversational and structural mistakes attorneys make in consults
Best practices in consult structures, and the reasoning for this
People skills needed to run more effective consults


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Speakers


Adam Boyd
Principal
The Northwood Group
https://connect.justia.com/webinars/s...

Adam Boyd is the principal at The Northwood Group, a sales consultancy for law firms. He has 16 years of experience working with founders and owners on growing their businesses, seeing more than a dozen go onto exits. He’s twice worked as a middle market executive, leading sales and marketing teams in different industries, one of which ended in a successful acquisition. He’s got an MBA from the Acton School of Business and a BA from Rhodes College. He lives in Austin, Texas, with his wife and four kids.

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