Sales Dragon

Quotable Quotes

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• "30 to 50 percent of sales go to the vendor who responds first." - Gary Falkowitz

• "If you follow-up with Web leads within five minutes you are nine times more likely to convert them." - Gary Falkowitz

• "People don't care what you know until they know that you care." - Theodore Roosevelt

• The best marketing strategy ever: CARE. “ – Gary Vaynerchuk

• "Stop writing down what I [the client] ask for and try to figure out what I want." – Mad Men

Rules to Live By

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• Everyone gets a Call, Email, & Text.

• Last in, first out. Call new leads first.

• Zero live leads should be missed.

• Show genuine empathy and understanding - recognize the client's needs, validate their concerns and assure them that we care and can help.

• Call, text, and email every four hours until a prospect is reached.

• Always make sure to do a conflict check on opposing party. Note the name of the person you performed the conflict check on and that no conflict exists, or that there is a conflict and what the conflict is. If you find a possible conflict, verify with management before moving forward with consult or advising prospect of conflict. 

  1. Example with no conflict: Performed conflict check for Jane C. Doe on PracticePanther. No conflict. 

  2. Example with conflict: Performed conflict check for Jane C. Doe on PracticePanther. Found possible conflict as we represented Jane C. Doe in another matter. Verified with management this is a conflict. Advised prospect and provided referrals to other attorneys."

  3. Helpful hint: If management determines no conflict exists, note that as well. 

Key Performance Indicators

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• Sign-Up Revenue. Sign-Up Revenue is the sum of the initial retainer payments made on each case you signed up, meaning you sold them. If you sold a paid consult, the $100 for the consult does not count but the amounts paid in their matter when they retain does count, even if the attorney converted them at the appointment. Retainers for of-counsel attorney teams teams only count 50%.

• Bonus. Each salesperson is eligible for the same bonus structure, which is based on the amount of monthly sales above $100k. Every salesperson needs to hit a minimum of $100k in monthly sales.

• Number of Calls. Minimize downtime between sales calls and maximize the number of person you contact each day.

• Total Call Time. Amount of time spent on the phone with prospects.

• Lead to Prospect Conversion Time. The quicker we can get to leads the more likely we are to sign them up. So, the metrics shows the average time between when a lead came in and when it was converted to a prospect (which should occur at the time of first attempted contact).

• Tasks Completed.

• Reviews.