Page 4 - GL_Staff Manual and Procedures

OUR SALES & MARKETING PROCESS

» Digital Marketing: (Phone call and emails from Google, Findlaw, and Yelp.)
Review and Optimize as Needed.
1 » Active Social Media: Posting 3-5x per week and social media manager
is to engage 1-2 hours per day on all FIVE platforms. DMs, emails,
and phone calls.

Prospect » Online Chat: Receive leads and respond.
the Leads » Referrals: Legal shield, Friends, Business Network, Colleagues, C12, CEID,
GBP, Women’s Collaborator, Blog, and Chamber.
» Community Involvement: Speeches, leadership on boards, and events.
» Log their Info into our spreadsheet and track follow-up on Monday.com or
other service.

» 1st Follow-up via Email within 12-24hrs.
» If no response, 2nd Follow-Up 2-3 days apart via email with value attached
2 » If no response, 3rd Follow-Up via phone call to confirm items were received,
such as a PDF relevant to what they want to do.

see if they have questions, and identify hesitation.

Nurture » If no response, 4th follow-up yet interested in the client, then send more
the Lead value 30 days later via an article, PDF, or law change.
» If no response, 5th follow-up general email and confirm they received all.
» 6th follow-up 60 days later. 7th 30 days later, and 8th, 60 days later,
yet friendly and closing out.

» Set a meeting to talk with the prospect.
» Let them know that everything they share is confidential and covered by
3 » Identify problem they have up to this point.
attorney client confidentiality and that if they hear your computer it is
because you are taking notes.

Meet via Phone, » Ask how they got involved with their project. What were their motivations and
what are their long-term objectives. What void does their company help fill in
Zoom, or the market? Client should speak 75-80% of the time.
In-Person » Identify an area of common ground that you have with that person. Lived in

the same city, studied at similar schools, been to their home country, or other
item. Explain legal steps and how you can help. 10-15%. of the time.
» Explain what they need to do to start working with you. Letter of engagement
and payment authorizes you to begin work. Explain that a team will be
dedicated to them to work on their matter.
4

Execute and » Complete Client work according to the Client Workflow process.
» Follow-up with client 30, 60, 90 days out. Check progress, send value, and
Follow-up in make referrals to them.
30-60-90 days