Four years ago I had never heard of Lawyers With Purpose and knew nothing about the LWP processes. Of course I had worked a number of years in the legal field, and had developed systems and processes in each position I had held, but I had never seen anything like the Initial Contact Focuser (ICF).
What a ridiculously simple idea! How come I never thought of it?
Like so many gemstones in the rough, I didn’t immediately see the depth of its value. I was fairly easily persuaded that collecting the data and documenting it made sense. I simply put one on a clipboard behind the phone, and grabbed it when a first-time caller phoned, or someone walked in off the street. But it wasn’t until I had been collecting that data for several months, and transitioned to an Excel spreadsheet that I started to really “get it.”
Then I got excited.
Just for kicks, I added a few columns into my spreadsheet that are now incorporated into the new Initial Contact Focuser on the LWP website. By using the sort and filter functions, I was able to see exactly what was causing our phone to ring. I was able to track the results of our RMS process, as well as each retail advertisement we had paid for.
Thinking about advertising on the scorecards at local golf clubs? Forget it! We never got a single referral from the half dozen courses that we advertised at. And I can tell you that with no hesitation because of the Initial Contact Focuser.
We were able to track ROI on retail marketing down to the cent, and maximize our marketing dollars.
Not only that, but I could immediately access referrals from synergy partners, tell you how many prospects were converted to clients, and give you the total dollar value of that referral relationship, as well as the average value of each referral.
We were able to more effectively measure the results of our involvement in community groups such as the Chamber of Commerce and the results of luncheon speaking engagements for the local Rotary Clubs.
OK, so maybe I’m preaching to the choir here. You probably have already “seen the light” long ago. But just in case your firm is not religiously documenting every new prospect on the Initial Contact Focuser, I just have to ask …. WHY NOT?
I hope you’ll check out the brand new Five Key Focusers on the member website. A great deal of work has gone into improving them … just for you!
Nedra Catale – Coaching, Consulting & Implementation
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