10 Things To Look For In A Law Firm Lead Generation Company
10 Things To Look For In A Law Firm Lead Generation Company
It's not always easy to find a law firm generation company. More specifically, it's difficult to find one that will work for your firm.
Lead generation is a marketing and advertising service. As you might expect, most of the companies that offer this service are good at selling themselves. You have to look at the specifics and trust your own perceptions when making your decisions. Here are some of the key requirements:
1. Short-term contracts
2. Accessible/compatible data
3. Easy-to-learn systems
4. Good support
5. Experience with legal marketing
6. Reduction of risk
7. Screening/pre-qualification
8. Real-time, exclusive leads
9. Flexibility
10. Fair pricing
1. Short-term contracts
2. Accessible/compatible data
3. Easy-to-learn systems
4. Good support
5. Experience with legal marketing
6. Reduction of risk
7. Screening/pre-qualification
8. Real-time, exclusive leads
9. Flexibility
10. Fair pricing
Legal Locator provides all of these, and we invite you to contact us directly to learn more. We're here to schedule a consultation or answer any quick questions you might have about our services.
1. Short-Term Contracts
Short-term contracts are a must, even when you know you'll be buying leads over the long term. This is because you'll want to be able to customize the number of leads you get from month to month. You might even want to take a break entirely if you have staff changes or an unexpected rush of new cases.
A long-term contract will either have you paying for leads you can't handle or paying a cancellation fee. That just doesn't make sense when there are more accommodating options available.
2. Accessible/Compatible Data
One of the key elements of cost reduction per lead is efficient data handling. Good data allow you to track client progress through your business, identify opportunities, and reduce inefficiency. You will want a lead generation system that integrates directly with your business management software — or at least provides you with a format suitable for migration.
3. Easy-To-Learn Systems
There's more to compatibility than just data. The new lead generation system also has to be compatible with the people working in your law office. In other words, it has to be user-friendly. Many contemporary lead generation services have easy-to-use dashboard systems. They also provide training and support for new clients.
4. Good Support
Support for new clients is more or less standard, but what about after the sales process is over? You want a company that will stick with you as you integrate the lead sales service into your firm.
Business-to-business services are about building relationships. Support is the key to all of those relationships. Any partnership with solid, consistent support from the service provider should be sustainable — and provide an opportunity for both sides to grow.
5. Experience With Legal Marketing
Lead generation for law firms is a marketing technique. That means you should look for a company that has broad experience with legal marketing and advertising.
The campaigns that generate leads have to be persuasive. Just as importantly, they have to comply with all relevant ethical and legal requirements for lawyer advertising. Only an experienced, professional law firm marketing company is equipped to check off both of these boxes.
6. Reduction of Risk
Reducing your advertising and marketing risk is often a key selling point of lead generation services. You might think it's a given, but it's still best to look for firms that explicitly state that they assume the risk of advertising.
7. Screening and Pre-Qualification
Lead screening and pre-qualification are the two most important factors in determining the quality of a lead. The two are similar in that they both increase the chance of conversion, but they're also different in important ways.
Screening refers to a customizable process that refines the specific types of leads you receive. To do this, you should be able to set requirements, such as practice area or geographic location.
Pre-qualification is more generalized. It is an automatic process that determines the probability that the person is a real human being seeking legal services (as opposed to spam leads).
Of course, no lead generation company can promise leads that will convert 100 percent of the time. That's why you should partner with someone who is making every possible effort to increase your conversion rate.
8. Real-Time, Exclusive Leads
The next most important factors in a lead's effectiveness are timeliness and exclusivity. Depending on your practice area, these can be absolutely essential — on par with determining that the lead is real.
Getting real-time leads in personal injury or criminal defense law, for example, can make the difference between a strong case and an uphill battle. Fresh leads often therefore not only convert at higher rates, but they also end up generating more revenue for your firm.
Exclusivity is important in that it reduces competition from other lawyers. It is also a factor in onboarding clients in potentially emotionally sensitive practice areas, such as family law. Potential clients often consider these matters private and appreciate only being contacted by select law offices.
9. Flexibility
In terms of business development, it's important to have a flexible amount of leads per month. This is in addition to short-term contract options.
Flexible lead delivery is essential for two reasons. First, it allows you to schedule for the high and low seasons in your location and practice area. Second, it gives you the option to scale up as necessary as your business grows. You want to be able to grow with a single lead generation company — it will save the time and effort of shopping around for new service providers every few years.
10. Fair Pricing
Price per lead is important, but it's last on this list for a reason. That's because price is only one part of the equation. The real important factor is your cost-to-revenue ratio of lead generation. Prices will also vary depending on your geographic location and practice area, simply because the cost of ad campaigns also varies based largely on those two factors.
There is no universal "good price" for a lead. Instead, you might want to try a service out for a few months and determine your own cost/revenue ratio for the leads you buy.
Contact Legal Locator Today
Please contact Legal Locator at 888-312-2953 to set up your first month of pre-qualified, real-time, exclusive, personalized leads.