¿Tu plan de negocios realmente te está ayudando a conseguir clientes?

Es momento de revisar tu plan de negocios y preguntarte si el camino que lleva te está conduciendo a conseguir más y mejores clientes.

Plan de negocios

El plan de negocios de tu firma de abogados siempre será un proyecto en curso. Sin importar lo bien o lo mal que vaya el negocio, continuamente debes estar haciendo un chequeo que te permita saber cómo se está moviendo tu firma.

Hoy en el Blog de Time Manager compartimos contigo 3 aspectos que nunca debes pasar por alto cuando realices una revisión de tu plan de negocios.

Enfoque en tu nicho

Incluso si tu firma suele manejar diferentes tipos de casos en diferentes áreas de práctica, es necesario que te tomes el tiempo de descubrir cuál es la fortaleza de tu firma, de la mayoría de los profesionales que la conforman y, con ello, explotar esta fortaleza al máximo.

Las preguntas que debes formularte son ¿En qué eres mejor tú y tú equipo de abogados? ¿Qué están pidiendo nuestros clientes? Ambas respuestas te permitirán delimitar el área de práctica que consciente o inconscientemente la firma ha fortalecido sobre otros.

Lleva un registro de las llamadas o de los mensajes enviados por clientes potenciales y revisa para qué tipo de casos han pensado en contratar tu firma. Revisa cuáles son los casos con mayor éxito o mayor demanda y así estarás más cerca de especializar tu firma e impulsar su reconocimiento.

Igualmente, debes cuestionarte acerca de lo que más te entusiasma y te apasiona. No siempre tu nicho de mercado va a estar en lo que tus clientes más solicitan, es importante no pasar por alto reconocer en dónde sientes que tú y tu equipo puede moverse como pez en el agua. Si trabajas en el área en la cual hay más demanda, pero no te sientes lo suficientemente motivado o cómodo, puedes estar generando un riesgo para la estabilidad de la firma a largo plazo.

Esfuerzos en construir redes

Para la mayoría de los abogados crear una estrategia de fortalecimiento de redes representa un gran desafío, debido al compromiso y al tiempo que involucra. Sin embargo, puedes conseguir planear con eficacia y sacar el máximo provecho de una pequeña cantidad de redes.

Para planear una estrategia de fortalecimiento de redes eficaz, debes empezar a identificar las organizaciones y los eventos que estén más estrechamente alineados con tu nicho de mercado. Luego de identificadas, procura invertir una parte de tu tiempo a mantenerte en contacto con estas organizaciones por medio de redes sociales y revisa los eventos que puedan llegar a significar conexiones valiosas. Incluye en tu agenda estos eventos y asiste a los que puedas.

El siguiente paso es construir una base de datos organizada con los contactos que sean útiles para hacer seguimiento de clientes potenciales o conexiones valiosas para tu negocio. Luego de organizarla configura recordatorios de tareas para ponerte en contacto con ellos.

Siempre son recomendables las reuniones cara a cara. Si realizas gran cantidad de conexiones en búsqueda de nuevos clientes, algunas de estas se podrán concretar en reuniones en persona. Debido a que en la actualidad los profesionales reciben gran cantidad de información en su correo electrónico y en sus redes sociales, es muy difícil concretar un negocio exclusivamente por este medio, puede que lo que envíes se pierda entre la masa de información diaria que reciban. Te recomendamos que cuanto antes puedas hacer una conexión en persona, así es mucho más probable que no pases desapercibido y empieces a ver resultados.

Plan de marketing

Es muy difícil conseguir clientes si no eres visible para ellos. Un buen plan de marketing debe estar enfocado a lograr que tu firma sea visible a las personas adecuadas.

Busca tu firma en las redes o en el buscador y observa cuidadosamente la primera impresión que tus clientes potenciales tienen de tu firma. ¿Consideras que se está reflejando y describiendo de la mejor forma tu firma? ¿Crees que tus clientes estarían de acuerdo con que lo que estás comunicando en esta primera impresión es verídico luego de haber hecho negocios contigo? Si notas que el mensaje ya no está alineado con la misión o con la imagen de tu firma, es hora de cambiarlo.

Otro punto clave es dirigirte al público adecuado. Si tu mercado de nicho o cliente objetivo ha cambiado recientemente, tienes que cambiar tu plan de marketing con el fin de enfocarte en los lugares donde puedes ser encontrado por tus nuevos clientes potenciales.

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