The customer database is one of the most valuable assets of most businesses because it holds the key to unlock new sales and drive revenue growth. As a result, there is a multibillion dollar industry for CRM software like Salesforce (CRM stands for Customer Relationship Management, FYI). Yet in the legal industry, many firms are still content with an Excel spreadsheet to keep track of potential leads and matters. But that’s just not going to cut it anymore. You’ve got to stop using Excel to track your client leads, and here’s why.
You Need a CRM Solution
The legal sales process is unique and unlike that of other industries. If you haven’t already done so, read our series on breaking down the legal sales process to understand why. But in law, there is still a sales process nonetheless.
If you’re going to succeed in today’s super competitive legal market, you need to a good system in place to maximize your client conversion rate and ensure nothing slips through the cracks. This is precisely why CRM software exists. But unfortunately, the current solutions in the market are just not built for lawyers (aside from our solution, of course).
So what does a good CRM for lawyers look like? It should be something that aligns more closely with what lawyers do, and how we sell our services to clients. It should make our lives easier, and help us deliver a better client experience. And above all, it should drive value to our bottom line in the form of greater operational efficiency, reduced overhead, and actionable analytics.
Can your Excel spreadsheet do all that?
Stop Using Excel to Track Client Leads
Here are 3 excellent reasons why you should stop using Excel to track client leads at your law firm.
1. It’s Too Difficult to Keep Updated
All of us probably have at least a few “comatose” spreadsheets cluttering up our hard drives. You know, that one you started a few years ago to keep track of something important, but over time you stopped updating it as often, and eventually you stopped altogether, and now there really isn’t a point to even having it anymore but you can’t bring yourself to delete it. Yea, that’s the one.
Face it, spreadsheets are a hassle to keep up-to-date. I’d be willing to bet that your client list spreadsheet has collected some digital dust due to lack of use. But it’s not because you’re lazy, it’s because logging data into a spreadsheet just isn’t a natural part of the workflow for bringing on a new client.
What’s the point of forcing yourself to go out of the way to do some manual data entry if you’re not going to use that data or keep it up to date? When you’re using a “comatose” spreadsheet to store data, you aren’t actually tracking anything. Effective lead tracking requires consistency and accuracy in the data. That’s why there is software built specifically for that purpose.
2. It’s Not Easily Accessible
We’ve discussed some of the amazing benefits of the cloud in past posts and also shared our list of the best cloud software for lawyers. We clearly believe that the cloud is the future, and legal technology experts agree. This is yet another reason why.
When you use a spreadsheet to store your client data, that spreadsheet probably lives locally on your hard drive or on your law firm’s server. If you’re a bit more tech savvy, perhaps it’s in some cloud storage account like Box or Dropbox.
Either way, the problem with a spreadsheet is that it can’t be easily updated anytime and from anywhere. It definitely can’t be updated by multiple people at the same time without a lot of mishaps and confusion. As a result, you probably only update it from the office when you have nothing better to do, which is not that often.
If you use a cloud-based CRM solution, your data can be accessed and updated from anywhere and even by multiple people simultaneously.
3. There Aren’t Enough Functional Benefits
Lastly, there are very few immediate functional benefits provided by spreadsheets. It’s really just a table with a bunch of stagnant data in it.
Sure, you could set up formulas, charts, and pivot tables to get more power out of it. But that requires some high level Excel skills which the majority of people do not have. And why spend the time setting up and maintaining that stuff when CRM software provides it out of the box?
With a software solution, you’ll be able to not only store data about your leads and client prospects, but you’ll be able to analyze that data and act upon it. And that’s how you convert that data from your useless client spreadsheet into a key that can unlock revenue and sales growth for your law firm.
Try Lexicata – Special Offer
Our CRM system is built specifically with the law firm user in mind. We not only provide a CRM to store and analyze data about your client leads, but we also offer client intake tools to create a systematic workflow for converting those leads into paying clients.
Email us today and mention that you read this blogpost and we’ll offer a $100 discount off your annual subscription price.