Legal Marketing & PR

You Need to Track Your Leads If You Want to Turn Them Into Clients

By Ben Glass

It doesn't matter if you spend thousands of dollars on lawyer advertising, if you have a poor follow up system in place, you're letting potential clients slip through your fingers.

I have found that follow up marketing is a huge component in getting the right clients in the door. At my law firm, we monitor all of our leads, including the length of time between incident date and first contact with our office. We then look into the amount of time that goes by between when they contacted us and when we signed a fee agreement. That's not the only area we examine. We go as far as correlating this information based on severity of injury or size of case.

What we have found through our research is huge. We discovered that when it comes to our largest cases, it often takes several months between the incident date and inquiry and then another two months to a year from the time they contacted our office and signed a fee agreement. How many law firms continue to market to prospects after they first contact them?

Don't miss out on cases because you have a poor follow up system in place, or none at all. There are many software programs out there that will handle everything automatically, so you really don't have an excuse not to get your system up and running.

For more marketing tips, visit GreatLegalMarketing.com.

Full post as published by Effective, Ethical Marketing For Attorneys on July 12, 2010 (boomark / email).