IDR Law
Doubling enquiry-to-client conversion rate with HubSpot
The client.
IDR Law is a nationally active boutique law practice that specialises solely in the resolution of disputes and problems that arise in connection with wills, probate and trusts. The firm has a strong network of other law firms that refer prospective clients on via the IDR Network portal.
The challenge.
IDR Law needed a CRM that could manage both prospective clients from network referrals and current clients, utilising marketing automation to follow up with clients, assign teams to the right leads and move them through two specific deal pipelines. The firm also required strong reporting functionality to manage and refine its business development and sales process.
The strategy.
Conduct a range of discovery sessions. Identify CRM data and reporting requirements. Configure HubSpot CRM. Develop deal pipelines. Implement marketing and sales automation. Import data from the previous CRM. Onboard the team. Guide team training. Develop custom reporting dashboards based on internal KPIs.
What we did.
Workflow automation
After onboarding users, we established business development, triage, and operations teams, along with deal pipelines and stages.User personas
We created several personas for different types of users. These personas allowed us to scope in on the common themes from our research and tackle the problems that visitors were frequently facing on the existing website.Deal pipelines
We automated enquiry assignments, deal creation, referral associations with deals and companies, task assignments, and email responses for prospective clients. This enabled the firm to have clear visibility of all deals and at which stage of the pipeline they were in.Sales emails
We created sales templates and automated sequences so internal users could contact prospective clients quickly and efficiently, either via the CRM or the HubSpot Sales Outlook integration. Users can log emails to the CRM at the click of a button.Gravity forms integration
We collaborated with IDR Law to enhance form submissions by implementing conditional fields based on user responses. We created custom properties in HubSpot, integrating Gravity forms to ensure all data seamlessly flowed into HubSpot. This enabled users to access all necessary information through customised Contact, Company, and Deal records.Custom reporting dashboards
We created a range of customised marketing and business intelligence dashboards and reports so the firm could see key success metrics at a glance. IDR can schedule automated reports with live data and send to key stakeholders each month.LEAP integration
We're now addressing a critical challenge faced by IDR and many law firms: integrating their CRM, marketing platform, and case management system. Currently, we're collaborating with LEAP to create an integration solution enabling law firms to seamlessly synchronise data between HubSpot and LEAP.
x 2
enquiry-to-client conversion rate
We engaged Contra for our HubSpot onboarding to streamline our marketing and sales processes. Despite the complexities of IDR Law serving two customer bases, Contra demonstrated exceptional expertise, quickly understanding our needs and delivering a comprehensive solution. They excel in their field and go above and beyond. Highly recommended.
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