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When I started LawInfo.com, Inc. in 1994, not one of my judge or lawyer friends believed that anyone in their right mind would ever use the Internet to search for an attorney; and most certainly no law firm would ever use the Internet to market or communicate with their existing clients using this new and unproven medium. Comments like "the next thing you are going to tell me is that people are going to buy stuff on the Internet" still make me smile. Looking back, it still amazes me how fast the legal community actually embraced technology. Not only for case management and general office application, but to market their practice and communicate with existing and clients.
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Many sales divisions have goals that are centered solely around signing up as many new clients as possible, and in turn, existing clients are sometimes forgotten. As the Vice President of Sales at LawInfo.com, my goal is very different. Our department still strives to bring in as much business as possible, but we have two main goals that have little to do with just signing up new Law Firms: - At all costs, keep our current clients coming back, year after year.
- As our relationship and trust grows with you, our clients, offer up-to-date products and services that you actually need.
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LawInfo's primary goal is to deliver our clients quality leads - period. As Chief Strategy Officer, it is my job to develop and implement what I believe will best achieve this goal. This is a demanding position, but one that I enjoy because of the unique challenges present within this competitive market. With that said, let's review a few strategies we currently have in place to help deliver contacts to your firm, as well as our plans to perform at peak in 2012.
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