When we started, the firm had a steady flow of leads but no sales function to speak of. This case is about the system and the management, not about traffic.
When we started, the firm had a flow of leads, but there was effectively no sales function. The core problems:
The goal: separate selling from legal work, build a manageable sales team, raise conversion to paid consultations, make the analytics transparent and take the help-desk role away from sales.
Tier 1, the sales reps: qualify the lead, sell the paid consultation, filter out anyone who isn't a fit.
Tier 2, the lawyer or owner: runs the consultation and does the legal work.
The lawyers stopped answering leads and went back to doing law.
The biggest jump came at the moment a rep books a consultation, and the date and time go straight into the lawyer's Google Calendar.
Before: an advisory model, reps answered every question, no filters.
After: new sales scripts, with qualifying questions, plus a “not our client” filter, and the focus moved to selling the consultation, not giving help away.
This is the block that produced most of the conversion gain.
We created a separate team to collect documents, look after clients and automate the routine.
Sales left the help-desk role entirely.
Overall conversion across five months of work.
This case shows how a two-tier model plus a CRM plus qualification turn chaotic enquiries into forecastable revenue.
Twenty minutes on a call. You tell us how your sales work, we tell you where to start and what it costs.