If you cannot convert prospects into clients, marketing is useless! While getting potential customers to contact you is a huge part of the battle, the work does not end there. Here are some things to remember when you are interacting with prospective customers:

1.       Develop strong phone and email processes and plan ahead

It may sound simple, but answering your phone really is the most important thing you can do to turn prospects into clients. Often times people searching will call several firms or businesses that they find, and the one they are able to speak with first will get their business. If possible, it is helpful to have calls forwarded to your mobile phone. That way, even if you cannot have a lengthy discussion when the call comes in, you can talk directly to your potential client and schedule an appointment at a later time.

2.       Prepare well for appointments and focus on using strong client service techniques

When speaking with a potential client about their situation/why they require your services, demonstrate both attentiveness and confidence right from the beginning. Be sure to ask questions that not only help you in your own understanding, but that show the potential client that you care and want to help them. Also, don’t forget that confidence can go a long way. Act confident in your ability to help a potential client, and they will feel confident that they should hire you.

3.       Use tools like ReplyWise to track prospects and send ongoing communications

Web-based tools can provide personalized and automated responses to prospects via email and can also remind you to contact prospects at various intervals (after one day, one week, etc.).  These tools can often also send “drip email campaigns” to prospects with helpful information related to their specific cases.

RealPractice and our ReplyWise online application can help firms and businesses of any size to “advertise wisely and close more business” in 2012. For more than 12 years, we have been trusted by thousands of firms and our technology and programs have been designed and built by teams from companies like Apple, Yahoo! and AOL. Our teams have also managed thousands of online marketing campaigns and website projects and we are not afraid to be measured to make sure we are delivering value. We have low cost and easy ways to get started without long-term commitments. We’ll even be happy to give you a FREE consultation to review your 2012 goals and suggest a custom plan to achieve them!  Just email us at learnmore@realpractice.com.