Sales Funnel Improvement

1. Start Here - Analyze Current System

1.1. Advertising Breakdown

1.1.1. Online

1.1.1.1. Organic

1.1.1.1.1. SEO - Blog

1.1.1.2. Paid

1.1.1.2.1. Google

1.1.1.2.2. Facebook

1.1.1.2.3. Youtube

1.1.1.2.4. Twitter

1.1.1.2.5. YP

1.1.1.2.6. AVVO

1.1.2. Offline

1.1.2.1. Radio

1.1.2.2. TV

1.1.2.3. Print

1.1.2.3.1. Billboards (Outdoor)

1.1.2.3.2. NewsPapers

1.1.2.3.3. Magazines

1.2. Current Sales Funnel Process

1.2.1. Phone Call

1.2.2. Appointment

1.2.2.1. Yes

1.2.2.2. No ( Do you currently Callback)

1.2.3. Show

1.2.3.1. Yes

1.2.3.2. No (Do you currently Callback)

1.2.4. Sale - Closing Opportunity

1.2.4.1. Yes

1.2.4.2. No ( If no, who calls back)

1.2.5. Identifying Funnel Leaks

1.2.6. Sealing Funnel Leaks

1.3. Identifying Points of Contact

1.3.1. Who first contacts customer

1.3.2. Sales Trained?

1.3.3. Identifying Burnout (Afternoon BLues) - Dedicated New Business P.O.C

1.3.4. Appointment Setting

1.3.5. Identifying COnfirmation of Appt

1.3.6. First Contact - Attorney Connection

1.3.7. Recapture Contact - Client Care

1.4. Identifying Conversion Opportunities

1.4.1. First P.O.C (Point of Contact)

1.4.2. Confirmation Call (P.O.C)

1.4.3. Greeted at Office

1.4.4. Entering Office

1.4.5. First Encouter - Attorney

1.4.6. Deal Handoff - Business Manager

1.4.7. Recapture Opportunity

1.5. Identifying Current Revenue + future Targets

1.5.1. Revenue Breakdown by Advertising Source

1.5.2. Establish Tracking for Internal/ External Leads

1.5.3. How many dollars does each different ad dollar bring in?

1.5.4. 80/20 Rule Trimming of Lowest Performers

1.5.5. Revenue Goal by Ad Source

1.6. Assigning Starting Metrics (Cost Per Call, cost Per Appt, Etc) - To have a starting place for analyzing improvement

1.6.1. Cost per new business inbound call

1.6.2. Cost per Appointment Set

1.6.3. Cost per Appointment Seen

1.6.4. Cost Per Client Acquisition

1.6.5. Cost per Walkout

1.7. Team Review of Findings

1.7.1. REview Current Standings

1.7.2. Agree on future Goals

1.7.3. Implement Systems to reach goals

1.7.4. Set Regular Check-up Schedule

2. 2nd Stage - Implementation

2.1. Implement CAS$ Stats

2.1.1. KISS

2.1.2. Tracking

2.1.3. Identify Goals

2.2. Train Staff on Reporting Stats

2.2.1. Simple Training

2.3. Phone Call Training - Sales and Connection

2.3.1. Simple Training

2.4. Hire Data Analyst

2.4.1. Track the CAS$ Stats

2.4.2. Prepare Reports

2.4.3. Actively Monitor Ad Placement

2.4.4. Track all Business Advertising

2.5. Hire Development Manager - Client Care

2.5.1. Resposible for all Business outside of "Lawyering"

2.5.2. Recapture Specialist

2.5.3. Conducts "Negotiations with Clients who do not immediately sign with Atty"

2.5.4. Oversees CAS$ Stats Patterns

2.5.5. Inbound Call Backup

2.6. Implement Monthly Tracking Procedures

2.6.1. Spreadsheet Creation

2.6.2. P,O.C CAS$ Stats system (simple)

2.7. Team Review of Results - 2nd Stage

2.7.1. The team is armed and ready

2.7.2. We establish current metrics (gotta start the tracking somewhere)

3. 3rd Stage - Going Live

3.1. CAS$ Stats Evaluation

3.2. Data Entry

3.2.1. Make sure the system of data entry is accurate/easy

3.3. Generating Reports

3.3.1. Weekly Executive Level Review

3.3.2. Schedule Monthly Consultant Review

3.4. Analyzing Reports - Weekly

3.5. Conversion of WalkOuts

3.6. Team Review Of Findings

3.6.1. Making adjustments for following month