Ask most professionals how they get their business, and the standard and wishful response is by referrals. Of course we would all like referrals. This is the last part of the sales chain for a high trust sale. It’s easy. Someone else is transferring trust, and you are the beneficiary.
A referral has a lot of trust capital already built in by the person referring.
Unfortunately, the old methods relied on prospective clients engaging early to be educated for their specific legal pain. Today, education happens online and via self-service. Your prospective clients like it that way. It’s convenient, and they can scan quickly before feeling any initial commitments and pressure with clicks of a mouse.
Lead generation and lead conversion for your buyers today has to be set up according to their specific behaviors and processes which build trust. Your credibility and trustworthiness happens long before they meet with you. Ensure your systems are set up to be repeatable for getting consultations. If it is not methodical, repeatable and trust-building, then your opportunities are not what they could be compared to professionals that get it. Take action to be strategic.
