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Sales Checklist

Prospecting

Identify target markets and potential clients

Research and gather information about potential clients

Develop a list of potential leads through referrals, networking, or marketing campaigns

Determine the best methods of reaching out to potential clients (phone calls, emails, events, etc.)

Create a database or CRM system to track leads and their progress

Initial Contact

Craft a compelling elevator pitch or introductory message about the firm's services

Prepare a script or talking points for initial phone calls or meetings

Schedule appointments or follow-up calls with potential clients

Ensure all necessary materials, such as brochures or presentations, are ready for distribution

Meeting and Presentation

Conduct thorough research on the potential client's legal needs and challenges

Prepare a tailored presentation highlighting the firm's expertise and solutions for the client

Anticipate potential objections or questions and prepare appropriate responses

Demonstrate active listening skills and engage in meaningful conversations with the client

Provide case studies or examples of successful outcomes for similar clients

Negotiation and Proposal

Assess the potential client's budget and legal requirements

Determine the scope of work and develop a customized proposal

Clearly outline the firm's fees, payment terms, and any additional terms and conditions

Negotiate terms and address any concerns or objections the potential client may have

Prepare a formal written proposal and deliver it to the client in a timely manner

Closing the Deal

Follow up with the potential client to address any remaining questions or concerns

Arrange for contract signing or engagement letter

Provide clear instructions on next steps and timeline for the engagement

Obtain necessary client information and documentation for conflicts checks and engagement letters

Celebrate the successful acquisition of a new client and communicate the details internally

Post-Sale Follow-Up

Schedule a kickoff or onboarding meeting with the client to ensure a smooth transition

Establish regular communication channels with the client to maintain a strong relationship

Conduct periodic check-ins to gauge client satisfaction and address any issues promptly

Update the CRM system with relevant client information and keep track of ongoing activities

Seek referrals or testimonials from satisfied clients to further expand the client base.

Note: The checklist may vary depending on the specific needs and processes of the law firm.

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