Unlocking Millions in Profit for Your Law Firm: The Power of “What Happens When They Don’t”

Have you ever considered the potential of adding an extra million, or even£5 million,   to your law firm’s revenue? Surprisingly, achieving such substantial growth might be simpler than you think. The key lies in answering a fundamental question, one that I’m excited to reveal to you today. Hi, I’m Andy Stickle, and my passion is assisting lawyers worldwide in not just enhancing their professional lives but also in expanding their law firms.

As a law firm owner, it’s vital to recognise that you are primarily a business proprietor. Being a successful business owner involves problem-solving, and your ability to address issues could be the gateway to reaching the pinnacle of success you aspire to achieve.

The pivotal question that can unlock millions in profit for your law firm boils down to three simple words: “What happens when?”

Allow me to illustrate this point with a compelling example from Weight Watchers. Despite spending substantial amounts on marketing and appointments, less than half of the people who booked meetings with Weight Watchers actually showed up. A consultant posed a crucial question: “What happens when they don’t show up?” Surprisingly, Weight Watchers hadn’t considered a plan for those who didn’t attend. By strategising how to engage those who missed the meetings, they remarkably doubled their sales.

Now, let’s apply this concept to your law firm. Consider the journey a potential client undergoes, starting from clicking on an ad to landing on your firm’s webpage. Typically, only 7% of ad-clickers land on a law firm’s page and proceed to contact the firm. Imagine the untapped potential among the remaining 93% who clicked but didn’t contact you. This is where the question, “What happens when they don’t?” becomes essential.

By implementing remarketing strategies, reaching out to this overlooked 93%, you can effectively double the number of potential clients reaching out to your firm.

Moreover, examine the next phase after potential clients contact your firm. Not everyone who books a consultation will show up. It’s pragmatic to plan for those who don’t appear for consultations, strategising follow-ups through emails, texts, or other means. Similarly, after consultations, not every client might retain your firm’s services. But what happens next? Following up post-consultation ensures that potential clients receive added value, enhancing the possibility of future engagement.

Consider this in scenarios like personal injury cases where clients might not attend necessary treatments, impacting case outcomes. Addressing this ensures better results, leading to increased client satisfaction and subsequently, positive reviews that foster further growth.

Speaking of reviews, a significant number of clients might not leave feedback despite your request. Strategising on how to engage with this demographic can substantially impact your firm’s reputation and growth trajectory.

In essence, by consistently asking, “What happens when they don’t?” you equip your firm to capitalise on missed opportunities, thereby accelerating growth beyond imagination.

This article aims to provide value to solicitors by showcasing the importance of strategising around missed opportunities in their firms. It focuses on improving client engagement and conversion rates by addressing what happens when potential clients don’t proceed along the expected path.