The Importance of Intake Questions: 4 Secrets to Get Better Clients
For lawyers, the most important step in securing new business is the
client intake. This is your moment to set yourself apart from other law
offices, demonstrate your concern and provide an empathic ear. During client
intake, you’ll also want to be sure to get all the facts and necessary
information about your potential client and their case.
The right client intake questions will not only help determine whether the client is a good fit for your business, they will also make your potential client feel like you understand their needs. This first interaction sets the tone for the entire attorney-client relationship.
Execute these four steps to ensure a successful client intake --
1. Complete All Intake Questions
Save yourself a future hassle. Ensure that your client intake
questions are complete before moving forward. Missing information can cause
major headaches and wasted time. Conflict checking will be a nightmare if you
don’t have a full overview of the client and all of their contact info.
2. Do It Digitally
The more of the client intake process that you can complete
digitally, the easier it is for you and the prospective client. Offer clients
the option to submit questionnaires electronically and sign documents via
Faxing and scanning signed documents is often a major inconvenience
for clients. As you move more of your business online, you’ll be able to
streamline your workflow and maximize your time.
3. Stay On Track
Don’t let potential clients slip through the cracks. Develop a
system and track where each client is in the intake process. Be sure to follow
up with clients who have not completed all intake questions. You’ll also want
to make it a priority to respond to all prospective clients in a timely manner.
4. Remember to Listen
If a client is seeking your help, chances are they’re going through
a turbulent time in their personal life or business. While remaining
professional is always the number one priority, a caring and empathetic lawyer
can help their client in many more ways.
Don’t forget that what may seem like a simple problem for you could be life-shattering to your client. A kind word coupled with your legal advice will go a long way. and engage when speaking with clients.
Find What Works for You
Efficient and thorough client intakes are the foundation of any
successful law practice. As you build your practice you’ll learn what does and
doesn’t work. Be sure to share your intake policies with any support staff you