Bankruptcy Marketing: Start Here!

Bankruptcy marketing is an art that requires your entire team to execute well. The best advertising and marketing in the world won't make you a dime if your staff blows the call or doesn't follow up.

Before we can discuss how to make your phone ring with new clients we have to take a serious look at what happens when they call. Every staff member in your office should have clear instructions on how to handle client contact. You would be surprised at who may end up taking a phone call, and what they may say. That's why training is essential.

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You see, once the potential client starts searching for an attorney they are bombarded by advertisements. The abundance of choices puts the client into a reactionary mode. Now instead of searching for a bankruptcy attorney they need to rule out who they do not want. They know full well that if you are not responsive to their needs 30 more attorneys are just one click away.

That means leaving the client on hold for too long, not having answers to simple questions, sounding incompetent, and not having a flexible schedule are all reasons why you will lose their business. Your staff won't realize it's a problem and may even cop an attitude when a client asks for something they are not familiar with, or a meeting time that is inconvenient. Don't fret, even the most wayward staff can be salvaged when you strengthen your leadership role.

Making your staff ready to accommodate the new clients begins with you. If you're not in the habit of having staff meetings, you need to start now. The best way to get this done is to schedule a weekly meeting that is mandatory for everyone. Have all of your clients scheduled around it. This is time you are investing in your business - it's not negotiable. In future blog posts I'll go over exactly what to do in those meetings.

For the time being, your best course of action is to have an initial meeting and ask your staff how they handle new client calls. Flesh out all the different scenarios you can think of and let them fill in the blanks. Look for ways to improve it.

Next, spend some time each week talking about one common area of bankruptcy. Educate your staff so that they are fluent on the topic. Nothing instill confidence in employees like knowledge. Likewise, having a knowledgeable staff makes potential clients confident in your abilities.

There is going to be allot more on this topic so, stay tuned.

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