About | HeinOnline Law Journal Library | HeinOnline Law Journal Library | HeinOnline
LOG IN
LOG IN

11 Just Res. 1 (2006)

handle is hein.journals/justre11 and id is 1 raw text is: Vol. 11, No.1 (Issue No. 30) w klteo Am a Asssaion io o Disoute soon Intake Should Be Your Primary Marketing Strategy By Forrest (Woody) Mosten Ten marketing experts may have eleven opinions as to the best marketing and advertising options. Yellow pages, website, direct mail, one-on-one meetings are all valuable tools, among many. The marketing and advertising options to open up client flow are only limited by your own creativity and budget. However, your single most effective marketing strategy to build a mediation practice is to provide quality service to your existing clients. Satisfied clients refer others. Ranked a close second is for you to convert telephone calls from potential clients into paying cases. In marketing parlance, the caller is your highest targeted prospect. Whether it is your past quality service to others, brilliant advertising, or a crisis, telephone callers are aware that they have a current demand for your services and have made a tentative decision to select you as the service brand of choice (at least for the duration of the phone call!). Your best marketing strategy is to be prepared before the phone rings, to have planned your intake model to maximize your conversion rate of phone calls to clients. Four general mediation telephone intake models are described below. Review them to either identify the workable model that you now have in place or to'D~fop yogr own new personal intake model. 1. Short Intake - Mediator Talks Directly with Potential Clients Short means 1-10 minutes. Maximum. The purpose of the call is to personally answer basic questions the caller has with the goal of following up with a mediation marketing packet or referring the caller to your website. Your challenge will be to stay on the process of mediation rather than delve into the facts or personal concerns of the caller (this takes practice). You can provide information about your qualifications, your style, your fees, and your availability. You must balance keeping it short, staying neutral and still establishing rapport - a tough challenge! 2. Short Intake - Mediation Assistant Talks Directly with Potential Client Everything about this model is the same as the prior intake model except that another staff member takes the call. Most callers will be willing to speak with your assistant since that is the procedure you have set up, just like we accept the nurse who takes our blood pressure or temperature at a doctor's office. If the caller insists on speaking with you or another mediator, you need to have an established office policy about whether you will get on the phone or have your assistant explain that, in order to preserve your neutrality, you do not talk to either party until both parties come to your office for the free orientation session. Continued on Page 3 January 2006

What Is HeinOnline?

HeinOnline is a subscription-based resource containing thousands of academic and legal journals from inception; complete coverage of government documents such as U.S. Statutes at Large, U.S. Code, Federal Register, Code of Federal Regulations, U.S. Reports, and much more. Documents are image-based, fully searchable PDFs with the authority of print combined with the accessibility of a user-friendly and powerful database. For more information, request a quote or trial for your organization below.



Short-term subscription options include 24 hours, 48 hours, or 1 week to HeinOnline.

Purchase Access

Contact us for annual subscription options:

Contact Us

Already a HeinOnline Subscriber?

Log In

profiles profiles most