Salesforce and ZoHo: CRMs and Your Law Firm

The lifeblood of any law firm is its client base. As a lawyer, you can devote a tremendous amount of time and energy to the process of generating prospective clients, converting them into paying clients, and then managing your client relationships, without any clear metrics or system in place to manage this. If you are not analyzing your efforts, you can easily waste time and resources, lose prospects and experience low client retention. Furthermore, it is almost impossible to ensure that you are allocating your resources in the most effective way possible, rather than simply acting on instinct.

We use customer relationship management (CRM) tools to assist us in analyzing and managing our interactions with client prospects. What I have found is that CRM tools can be very useful in measuring and tracking our sales funnel, the cost per acquisition of our clients and the churn rate of our clients. The information CRM programs provide help me identify weaknesses in our sales and marketing processes and gives me more concrete measurements on how efficient our firms’ various sales and marketing strategies are in converting potential clients to actual clients.

The stated overall goals of CRM tools are:

  • To find, attract, and win new clients
  • Service and retain those the company already has
  • Entice former clients to return
  • Reduce the costs of marketing and client service

Customer relationship management describes a company-wide business strategy including customer-interface departments as well as other departments. Measuring and valuing customer relationships is critical to implementing this strategy. Some argue such concepts are novel and almost never seen in law firms.

Here are some practical tips I have found from the tools I have used.

I have experience with two CRM tools: Salesforce and Zoho. Both tools perform largely the same functions by helping you track and manage your client prospecting and client retention processes. Salesforce is widely used, while Zoho is less widely known but is equally useful. Many of the features you have to pay to use in Salesforce are included free in Zoho, making it an attractive and affordable alternative. That being said, if your sales team is experienced with Salesforce then you may save time and money by continuing to use that program.

Zoho seems to focus on providing CRM solutions for small- to medium-sized businesses, whereas Salesforce caters to larger enterprises. Zoho offers a free version of their software for users who need a very simple CRM solution, whereas the most popular Salesforce monthly membership is around $125 per month; although, they do have plans beginning at $5 per month for their most basic software.

Both programs allow you to automate CRM processes, track your sales activity, connect with your customers through social media, email, and other avenues of communication, and to access all of these features from your mobile phone. Both programs provide the core functionality that your business should be looking for in a CRM tool – they allow you to track the source of your leads, rate the quality of these leads, manage each lead as it progresses through the sales cycle, and determine the efficiency of each part of your sales process.

Salesforce provides additional functionality, should you chose to pay for it, that allows you to monitor your employee social network, manage approvals and workflow, manage the activities of your firms’ partners, and forecast revenue streams. Salesforce is extremely powerful and can be customized to fit your business’ needs, but for a rather high cost, whereas Zoho is a simpler, ready-to-use product that has a good amount of functionality in its free offering.

While the CRM program your company uses depends on what types of functionality you need, it is certainly a good idea to investigate how these programs can help you get more out of your sales and customer relations processes!

14 comments
salmankhanasd13
salmankhanasd13

This occurred partly because he so reasonably designed his assumption that the unsophisticated 18th millennium visitors took him quite basically and were absolutely aghast at the proposal. While it has been recommended that a later creation MacDonald might have compensated near interest to Swift's proposal, the contemporary Instant meals near relatives gladly had no family tree weblink to Jonathan. https://gamehackinggroup.shutterfly.com/

mayazoe
mayazoe

Thanks very much for this great article;this is the stuff that keeps me going through out these day.girlsdoporn

johnpatinson
johnpatinson

Great post full of useful tips! My site is fairly new and I am also having a hard time getting my readers to leave comments. Analytics shows they are coming to the site but I have a feeling “nobody wants to be first”.

nk:

Buy Facebook likes

tomwatson882
tomwatson882

Excellent post, went ahead and bookmarked your site. I can’t wait to read more from you. 
girlsdoporn

tomwatson882
tomwatson882

I must say, I thought this was a pretty interesting read when it comes to this topic. Liked the material. . .  
girlsdoporn . .

tomwatson882
tomwatson882

Easily, the article is actually the best topic on this registry related issue. I fit in with your conclusions and will eagerly look forward to your next updates. Just saying thanks will not just be sufficient, for the fantasti c lucidity in your writing. I will instantly grab your rss feed to stay informed of any updates. girlsdoporn

deleted_70726908_tomwatson882
deleted_70726908_tomwatson882

Great post! I am actually getting ready to across this information, is very helpful my friend. Also great blog here with all of the valuable information you have. Keep up the good work you are doing here. girlsdoporn

deleted_70726908_tomwatson882
deleted_70726908_tomwatson882

I agree with your blog and i will be back to check it more in the future so please keep up your work. michael kors outleti love your content & the way that you write. 
girlsdoporn

johnpatinson
johnpatinson

I simply want to tell you that I am new to weblog and definitely liked this blog site. Very likely I’m going to bookmark your blog . You absolutely have wonderful stories. Cheers for sharing with us your blog. girlsdoporn

johnpatinson
johnpatinson

Should there be another persuasive post you can share next time, I’ll be surely waiting for it. girlsdoporn

Trackbacks

  1. […] Small Firm Innovation blog had a couple of standout posts: Google+ Communities, Salesforce and Zoho: CRMs and Your Law Firm, Reflecting on 2012 Gals and Ask Yourself Two Questions. Clio thanks all those who voted for SFI […]