Salesforce is the largest and most powerful customer relationship management (CRM) platform available today. While you wouldn’t be wrong to assume it provides tremendous value to sales and marketing businesses, it’s also making a significant impact in a wide range of other industries.
Law firms around the world have successfully implemented Salesforce into their marketing strategies to significant effect. That’s because Salesforce enhances your business’s ability to expand your client base, monitor the effectiveness of your marketing efforts, analyze critical data, and so much more.
Continue reading to learn more about how Salesforce has become an essential part of the legal sector, including:
The ultimate goal of most marketing campaigns is to draw in as many qualified prospects as possible and then convert them into clients. If your law firm isn’t utilizing the Salesforce marketing cloud platform, you’re at a competitive disadvantage compared to your competitors that are.
Salesforce’s lead tracking tools let you identify the source of each of your leads, monitor where they are in the decision-making process, and determine the ideal way to bring them on as a client. Knowing where your leads are coming from is critical in creating the most effective marketing efforts.
Knowing where your leads are coming from is invaluable. The legal sector generates new business from multiple sources, including anything from word of mouth to online submission forms. Salesforce allows you to consolidate all that information into a centralized platform and analyze it to gain valuable insights about where your leads are coming from.
With a trove of source data at your disposal within Salesforce, you can thoroughly analyze the effectiveness of your marketing strategies. Knowing which efforts are bringing in not just the most leads but, more importantly, the highest-quality leads allows you to adjust the measures that are least effective.
Suppose your firm’s website brings in a substantial number of leads for your civil litigation but lacks employment law opportunities. You can adjust your SEO marketing strategy to draw online traffic to your employment case page without harming or pulling away from your more successful campaign.
Effective use of your marketing budget protects your bottom line and helps you generate more leads and set more appointments. Analyzing your data with Salesforce lets you track the return on your marketing investments to ensure you’re making the most of your budget.
Maximizing your marketing budget not only prevents wasted capital but also draws in the prospects that will add the most value to your organization. When you have the ability to choose from the most lucrative opportunities, you can drive revenue growth without the burdens of added cases just to keep your small to medium-sized business above water.
Using the data that comes into your CRM presents the opportunity to determine if a lead is worth pursuing and what kind of attention your staff should give it. Law firms receive many calls and submissions from potential clients for services they don’t offer or areas of law they might not specialize in.
You can customize your Salesforce platform to track what pages of your site a lead visited, what they searched for or any types of actions or engagements they performed. The automated system assigns a lead a score or grade based on how you rank certain factors to let you know which leads you should prioritize.
With Salesforce, you have a platform that allows you to implement streamlined and fully customized lead intake and management processes. As leads come in, you can score and rank them to ensure high-priority opportunities receive the attention they require.
As you know, even the most routine cases come with piles of paperwork, back and forth phone calls, and meetings that must fit both your and your litigant’s schedules. However, law firms that implement Salesforce into their operations quickly realize those processes can be completed in a matter of minutes rather than days.
The centralized platform allows your office to store everything about your clients in one easy-to-find location that can be accessed across departments, attorneys, and clients. Salesforce makes case management a streamlined process rather than a scattered and frustrating ordeal.
Rather than having to wait for documents that require signatures to be mailed back and forth or adding the inconvenience of coming into your office for your clients, you can grant them access to their case to quickly review and sign documents.
Salesforce’s case management also lets everyone leave notes and other critical information directly in the client or prospect’s file. This avoids the need to rely on word of mouth or email to pass notes and information to fellow attorneys, paralegals, or partners about a case.
Plus, case management systems allow clients to leave questions, comments, or concerns in their files so that whoever is best suited to handle their inquiries can address them quickly and for the entire team to see.
When a lead comes in from your website or is entered into the system following a phone call, custom-developed Salesforce software can assign it to the ideal employee at your practice. This delivers each lead directly to the attorney whose skill set is suitable for a case and allows them to contact a qualified prospect promptly.
One of the most significant advantages Salesforce presents to law firms is custom development capabilities. Having a CRM designed to meet the specific needs of your practice not only improves your daily operations but also streamlines your processes. If you’re wondering how it does that, we have the answer—Salesforce is a centralized, easy-to-use, and automated platform.
Salesforce custom development allows you to seamlessly integrate and connect apps and programs that previously caused inefficiencies and frustration. You can also create new templates, workflows, and applications that help your business evolve and grow.
With the power of Salesforce’s automation, your practice spends less time on menial tasks and more time focusing on big picture processes. When a lead comes in, you can have a personalized automatic reply sent to let the prospect know you’ve received their message and that you’ll be in contact soon. Automation is the ideal solution that helps you remember deadlines, send follow-up emails, upload files, and create case management tasks for staff members.
You can also automate reminders, notifications, client onboarding, billing, data analytics, and reports. Automation is a great way to maintain and enhance your client relationships. Want to periodically send articles or other information you think a client would find helpful? Want to send a birthday or anniversary message and not have to worry about missing it? Your CRM can automatically take care of those tasks while keeping you at the top of your clients’ minds.
Salesforce reports offer improved management and tracking of datasets within your platform. When you take advantage of the customizable reporting and analytics capabilities, you can better track return on investment, prospect conversions, web traffic, and ongoing content effectiveness.
Klipfolio dashboards create easy-to-understand visualizations of your reports that staffers can share across your organization to see where your team is excelling and where they need to improve. Reports and dashboards are easily automated and can be populated quickly for an instant look at the information you need to know now.
Abstrakt Cloud Solutions is a Ridge Tier Salesforce consulting partner that has helped law firms evolve and improve their business operations. Our consulting services offer the guidance and support you need to leverage the power of your CRM for streamlined processes, greater returns on marketing efforts, and stronger client relationships.
Schedule an appointment today to learn more about our Salesforce services and discover why any objections to its business-altering capabilities should be overruled.