Ensuring you have a steady stream of new leads coming in the door can be challenging. It requires some time, effort, and consistency.
If you’re not using the following tactics, you might be missing out on worthwhile leads.
Most people know the best way to get high quality leads is through referrals and the existing client base. For this reason, you always want to keep in contact with your current or former clients and actively try to become a trusted resource. You want to be a trusted ally with these clients so they will keep you in mind when someone is looking for a lawyer to hire.
Make sure legal consumers can find you on well-known legal directory sites like Avvo, Nolo, or Lawyers.com. Keep these profiles updated with current photos, hours of business, location, and any other information that legal consumers should know about your firm. Your website should send a clear and confident message. Look professional and approachable.
The content you have on your website depends on what sort of prospects you’re targeting.
Some attorneys have the mindset that any content is good content, and it is good to have an active blog. But publishing blog posts about practice areas you do not necessarily handle or want to deal with will lead to people finding the blogs and inquiring about those specific practice areas.
It can also be beneficial for your website to have a live chat to help you convert as many leads as possible.
Your online presence matters, but just as important is letting potential clients see that you and your firm are invested in the community you serve. This can give you a competitive edge as prospective clients research who they want to represent them.
Consider sponsoring local events, or donating your legal expertise to local charities. You could also host a yearly scholarship contest, free ride-shares, or cabs during special holidays.
Another way to appeal to high-quality leads is to encourage clients to leave you positive reviews on Yelp, Google, and Facebook. Time and time again research shows that reviews and personal recommendations are important no matter the industry. You can help put people at ease by showing them feedback from satisfied clients.
There are countless ways to interact with prospective clients — social media, website chat, email, phone. But what matters most is the connection you forge during those interactions. Are you or your intake staff empathetic, patient, all while collecting the information you need?
While you don’t want to give away free advice or waste your time, it’s important to ask questions about the potential legal issue to determine whether they’re a good fit for your firm.
Another important step is to always end your correspondence with a clear and direct next step in place.
Having a disclaimer or just indicating that there is a fee for consultation can be a put off that can then cost you viable leads, but if a law firm is running into that issue a lot and it is becoming a problem, introducing a consultation fee can work. Usually, the way that you want to explain the consultation fee is that that fee will go towards any associated fees.
Most of the time this would be for family law or divorce attorney, not necessarily a personal injury type of law firm, but I think you can target people who are serious about hiring an attorney by having a consultation fee. You are at risk of potentially scaring some people off who may not be as serious but could be a potentially good prospect.
If you can’t help the visitor with their particular inquiry, have some go-to resources ready to offer. Putting in this extra effort will help them remember your firm next time they do need an attorney that handles your particular area of law. You can also add all visitors to your contact list as a way of staying top of mind when their need arises.
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