Receiving a lead from a potential client is like hearing the starting gun in a footrace.  From the moment the lead comes in you are in a race to convert that lead into a customer.  But how do you make the transition from lead to client?  We’ve compiled this list of 5 critical steps to help you win the lead conversion race.

1. Respond as quickly as possible. When you receive a new lead, it’s imperative that you talk to the potential client as quickly as possible.  When users submit website information request they are in a decision-making mindset.  If you reach them soon after they submit their information your chances of converting them into a client are much greater.  Wait too long and the client may change their mind or find someone else who can answer their questions.Your first contact attempt should always be by phone.   If that attempt fails, follow up by email and try another phone call either later that day or early the next.  If you’re still unable to get in touch with the client, try mailing a letter, sending a text message to their cell number or sending an instant message to their email.  Be creative and make your communication as personalized as possible.
2. Listen. Once you establish contact with the potential client, don’t tell them about how great your services are — ask them open ended questions and listen to their needs.  Questions like “What can I do to help you?” or “Tell me about your situation” are great for getting clients to open up.  Be sympathetic and establish a connection with your client.  If you can make the client comfortable they are more likely to use your services.
3. Do Your Homework. Be ready to answer any and all questions your potential client may have.  If you’re not already, become an expert in all aspects of your business and your community.   If a client thinks you don’t know what you’re talking about, they will not want to use your services.
4. Offer an Incentive. Ease the transition from potential client to customer by offering something for free.  A free initial consultation or free first visit is a great way to get a client through your door and into your customer database.  Another great method is to offer free weekly/monthly seminars.  You can see more potential clients in a shorter amount of time.
5. Know when to Move On. Not every potential client will be a good customer.  Fine tune your lead screening process so that you can quickly identify the most promising clients and weed out the rest.  Don’t waste time trying to convert clients that aren’t a good match for your services — instead use that time to focus on converting the best prospects.

If you are an attorney who needs Legal Leads, please visit LegalRow.com to find out about joining our Attorney Network.

The Bankruptcy Lead Generation marketplace is a crowded space full of companies promising to deliver high quality leads through a variety of methods.  Bankruptcy Attorneys are faced with multiple questions when deciding what internet strategies to use to generate bankruptcy leads.  Following is an overview of several common lead generation products.

• Attorney Directories.  There are many “attorney directory” sites that claim to deliver clients to your practice.  However, these sites may not be as effective as you think.   Consider these items when evaluating an Attorney Directory site:
  • Perform a search on the Attorney Directory site for your city and practice area.  How many attorneys are listed in the results?  If there are already many attorneys listed, how will your listing stand out?
  • Does the directory allow you to list a phone number and a link to your website?
  • How does the attorney directory website rank on google for Bankruptcy Attorney and Bankruptcy Lawyer?  Is it on the first page? 
  • How easy (or difficult) is it to use the Attorney Directory lawyer search?  If users get confused or frustrated, they will hit the back button and try another site.
     
• Attorney Website Management.  Another common product in the bankruptcy lead generation marketplace is attorney website management.  These companies promise to build a website for your practice that will generate organic (free) leads for your lawfirm.  However, as with any contract be sure to read the fine print.  Make sure you find out the answers to these questions:
  • Who “owns” the site?  If you decide to terminate your contract do you get to keep the website, domain name, content, etc?  
  • After the site is built, what will the company do to promote it?  Will they give you a monthly report with details about their marketing activities?
  • Who will update and maintain the site?  You or the Vendor?
  • What about Search Engine Optimization?  Does the company use search engine friendly methods of web development?   Do they do any off-page search engine marketing?  
  • Results:  Can the company give you references that illustrate the results they have achieved for other clients?
     
• Lead Delivery Services. The final product we’ll look at are bankruptcy lead delivery services.  These are traditional lead generation companies who gather data from clients and then sell it to attorneys.   When looking at lead delivery services, consider these questions:
  • How are the leads delivered?  Email? Text Message? Instant Message?  Are the leads delivered real-time or is there a processing delay?
  • What data is sent with the lead?  
  • Are phone leads “warm transferred” to your office?  If so, is this a feature that you will be able to support or will these leads go to voicemail?
  • Does the vendor provide a method for dealing with bad or duplicate leads?
  • Is there a back-end lead administration website that will allow you to track and work your leads?
  • If you have any issues is there an account manager you can contact for help?
  • Are the leads in your area sold exclusively to you or are the leads sold to multiple attorneys?
  • How can you terminate the contract?  Is there a 6, 12 or 18 month contract term?

If you’re ready to start receiving Bankruptcy Leads through the internet, or if you are looking to supplement your existing bankruptcy lead pipeline, we’d love to talk to you.  Please complete our Attorney Bankrupty Lead Generation form and one of our sales representatives will contact you to explain the many options LeadRival offers for Bankruptcy Lead Generation.