Best Practices for Engaging Attorneys and Generating Leads

Lead Generation: Its Importance In The Legal Industry

You know how they say in the legal world, “ no leads, no clients, no glory?” Okay, maybe they don’t say it exactly like that, but you get the gist. Lead generation is the lifeblood of any law firm worth its salt. Think about it: without leads, what do you do in your office? But with a steady stream of leads coming in, you’ve got potential clients just outside the door, eager to enlist your legal prowess.

Consider this,

• Over one-third of potential clients begin their attorney search online.
• 65% of legal firms spend the majority of their marketing budgets online.
• 26% of law firms do not track their leads at all.
• 86% of the time, law firms fail to obtain an email address, while 45% fail to collect a phone number.

[ Source: Clio ]

Lead generation isn’t about quantity – it’s about quality, too. You want leads who are genuinely interested in what you have to offer, not just tire-kickers wasting your time. Because in a competitive landscape like the legal industry, you gotta hustle to stay ahead. And that means more than just putting your marketing budget into random strategies. It’s now time to find creative ways to connect with potential clients, stand out from the crowd, and ultimately win their trust.

Top 10 New Strategies For Engaging Attorneys And Generating Leads

Consider a lead to be a person or business who has expressed interest in your legal services. This step might be anything from signing up for a free consultation to submitting a question or joining your email list. Once you have their contact information, you should engage and nurture their interest, with the goal of converting these leads into clients.

Below, you’ll find 10 strategies for lead generation for lawyers that will help you feel confident as you engage with them.

1. Make yourself a thought leader

Imagine yourself as a legal expert walking confidently into the biggest legal conference in town. You’re chatting with other lawyers, sharing your knowledge, and having interesting conversations. You’re not just blending into the crowd – you’re standing out as someone people look up to for advice.

You’re appearing as a guest expert in local TV shows, collaborating with leading social media influencers to gain access to their audience, and attending numerous events and seminars to exert your influence. You’re becoming known as the go-to person for legal advice and creating a psychological image of yourself as someone very knowledgeable in the niche. Of course, It takes time, effort, and a unique approach, but the benefits are endless – from increased visibility and recognition to opportunities for growth and collaboration.

2. Buy an Email list for Lawyers

Perhaps this is the most affordable yet effective lead-generation approach available today for lawyers. A targeted attorney email list of your target audience is not expensive. It enables you to connect with a pool of potential lawyer sales leads and market immediately. This specialized list gives you direct access to your target leads, allowing for more targeted and successful outreach. The key benefits include segmentation. It can segment your attorney audience into different categories, for example, job titles, years of experience, preferred channels, and others. This will ultimately increase return on investment (ROI), increase response rates, improve conversion rates, and strengthen customer retention - all of which result in long-term business growth and competitiveness in the ever-changing legal sector.

3. Offer free consultations

People love free stuff. And when it comes to something as important as legal advice, getting it for free can feel like hitting the jackpot. Just consider this - On average, consultation costs about $250 an hour to $350 an hour. That’s why offering complimentary consultations can go a long way.

Additonally, It also helps you qualify the lead because they will provide you with a brief description of their problem when they schedule a session. Even if they are not a great fit, they will remember a positive, customized interaction with you, boosting the possibility that they will reference you when they meet someone who does require your services.

4. Make yourself visible

What is the first thing that clients do when they require a lawyer?

A simple Google search!

An average person conducts between three and four searches each day. So, it is your responsibility to optimize your online presence to be visible.

The best way to move ahead is with local search optimization. It is comparable to organic search results, except it targets potential clients in local locations such as neighborhoods, zip codes, cities, and counties. According to Hubspot, roughly half of all Google searches are by people looking for local information. So yeah- it can be one of the best marketing decisions you make.

5. Email marketing for Lawyers

Email marketing will never go out of fashion when you want to do attorney marketing. According to a CMI study, 93% of marketers continue to use email marketing for effective branding and promotions. Furthermore, 87 percent of companies use email marketing to create leads. With stats like a 40:1 ROI, we know email is vital in sales. But it's more than that. Email may foster relationships and give high-quality exchanges and insights that lead to partnerships.

This makes it an excellent channel for increasing the effectiveness of your messages throughout multiple stages of the client journey. When done correctly, subscribers can become leads, leads can be qualified, and ultimately, you can gain a customer and a long-term connection.

6. Yearning for earned media

“Earned media is the gift that keeps on giving.” Certainly one of the best ways to get free leads is earned media. When your company or brand receives positive coverage in the press, on social media, or through word-of-mouth, it can significantly boost your visibility and credibility without the need for paid advertising. Today, 92% of consumers trust word-of-mouth recommendations. Only 24% trust online ads. Once you’ve nailed your standout message—it’s time to hit the headlines.

8. Invest in Social media content

By investing, we do not mean money. We meant time and effort.

In social media, you can create buzz without investing a penny. However, your content needs to be relevant, engaging, and fun. You can create content about common issues that Americans face quite often, such as getting pulled over. You can create engaging content around these topics in a fun way so that adults as well as kids find it entertaining, This way, you’re not only educating them but also creating your own brand image and thought leadership

9. Be available where clients want you

There are two components to marketing. One is capturing demand. The other is making it.

Do you know which channels your users are on or how they convert?

It's all well and good to have a phone that potential clients can call. What if they don't want to call?

Calls accounted for 60% of inbound conversions, with forms accounting for 40%. That is still a significant opportunity to generate high-quality leads.

And where are the leads coming from?

Understanding how customers find and convert on your website will help you gain a feel of what works and what doesn't.

If you're using a CRM, you'll already have some type of lead tracking built in. However, most of the time, it’s not very good. So, find a suitable solution to tackle this, perhaps a targeted email list?

10. Display ads on legal websites

These ads will appear as banners or visual advertisements on websites related to law, legal services, or related topics. This means that your ad will be visible to those who are in need or interested in legal services. Wouldn’t that bring in traffic to your website?

Moreover, advertising on legal websites can help establish trust and credibility, as they’ll associate your brand with trusted sources of legal information.