We specialize in helping law firms generate high-quality leads that convert. If you want to know how to get high-quality attorney leads, we can help. The attorney market is insanely saturated, even at a local level, as you no doubt already know. Sixty-five percent of law firms spend the majority of their marketing dollars online for a reason. There is no time like the present to jump in the race for page one and take your law firm to the next level.
Law firms can generate leads organically, via paid advertising, or with lead generation services. Lead generation services play a crucial role in acquiring new clients for law firms. Lead generation services are effective marketing channels for connecting law firms with potential clients. Lead generation services are popular in nearly every industry today to help new and smaller businesses be seen when they aren’t on page one.
It’s not enough to generate leads though if your law firm is not actively following up and converting them to clients. Almost half of lawyers (42%) do not respond to leads until three or more days have passed. SEO can only get your law firm so far if your office does not prioritize incoming leads.
If your law firm does not currently use a CRM system (customer relationship management) that automates and streamlines lead management, we recommend installing one before you work on getting more leads. Another thing a CRM program will do is track your leads. Currently, only a quarter of law firms track this data, meaning most of them do not know the rate of return on their marketing efforts.
Again, ensuring the basics are covered before talking about getting more lawyer leads, 86% of legal secretaries are not getting a caller’s email address, and 45% of the time they are not even getting a potential lead’s phone number. How can you follow up on a lead without their contact information? Research shows the average lead needs multiple contacts with a business before buying from them. Continuing even further, roughly one-third of calls made to attorney’s offices don’t even get answered in the first place.
At Elite Legal Marketing, we cover the entire strategy of lead management with our lawyer clients because many times the number of leads coming in is not the issue. Lead management is a huge part of lead marketing—we do not overlook it.
Law firms must implement various strategies both online and offline. As bonafide law firm marketing gurus, here is what we recommend (after correcting any hiccups discussed above):
Search engine optimization (SEO) is non-negotiable for attracting organic traffic to your law firm’s website. By optimizing your website for relevant keywords, you can improve your Google ranking. Conduct keyword research to identify the best keywords for your practice areas, target audience, and local market. Incorporate these keywords naturally throughout your website’s content to help slide onto page one.
High-quality, informative, and engaging blog or video content is also crucial for law firms. People do try to educate themselves about various legal problems they encounter. You may be surprised how much your potential clients read and research, compared to, for example, people searching for mechanics. A top-notch blog can be a big money-maker for a law firm. You can establish yourself as an authority in your practice area, which leads to increased trust and credibility…and, ultimately, more clients.
Invest in Pay-Per-Click (PPC) Advertising
Pay-per-click (PPC) advertising is a highly effective method for generating targeted leads. With PPC, you create an ad that appears at the top of search engine results when users are looking for you. You only pay when someone clicks on your ad, making it more cost-effective than radio or billboard advertising.
When running PPC campaigns, you must carefully select your keywords, create compelling ad copy, and update your landing pages. Continuously monitor and analyze the performance of your PPC campaigns to identify opportunities for improvement and maximize your returns.
For attorneys in particular, content marketing is a powerful strategy for attracting and nurturing high-quality leads. An insightful, informative blog or video channel can establish your firm as a thought leader, which attracts potential clients. Content marketing refers to any kind of content like articles, case studies, ebooks, videos, infographics, Pinterest pins, and podcasts.
When developing your content strategy, know your target audience’s pain points, challenges, and interests. Create content that addresses these concerns. Give them actionable solutions. Content marketing is an investment that can take more time than PPC, but ultimately research does show content marketing to be more effective.
Social media marketing provides law firms with an excellent opportunity to network and build relationships. By creating and maintaining active social media profiles, you can also promote all the amazing content you create—a step hugely overlooked by most content creators. Creating the content is only half of the work, promoting it is the other half. Choose the social media platforms that align with your target audience’s preferences and develop a content strategy that resonates with them.
Just like following up with phone calls from prospects, responding to comments, messages, and inquiries promptly. Don’t be sales-y! Simply share valuable content like legal tips, case studies, success stories, and legal news or updates. Encourage your audience to interact with your content by asking questions, hosting polls, and going behind the scenes.
Generating high-quality lawyer leads is crucial for the success and growth of any modern law firm. Implementing effective lead generation strategies, such as optimizing your website for SEO, investing in PPC advertising or lead generation services, developing a strong content marketing strategy, and engaging on social media, can significantly improve your firm’s chances of attracting high-value clients.
Elite Legal Marketing can audit your law firm’s marketing process and online presence from the ground up and provide feedback, strategies, and solutions. We can work with you or do it for you as we understand solopreneurs and multinational law firms have different needs. To get started, contact Elite Legal Marketing now!
CEO and co-founder Brian Gomez has over 15 years of experience creating and executing winning internet marketing strategies for law firms in hyper-competitive markets. He specializes in digital marketing, SEO, web development, PPC, content marketing and conversion optimization. He is passionate about providing exceptional service and results.
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