By Stephen Fairley on Posted in Lead ConversionThis post was originally published two years ago. The importance of lead conversion for law firms has never been greater, so we’ve updated the post: Every lawyer knows what it’s like to pursue a prospect and then have that live lead go dead. Maybe they chose another firm. Maybe they thought they could handle it… Continue Reading
By Stephen Fairley on Posted in Lead ConversionThe art of lead conversion begins with an in-depth understanding of your prospect’s mindset. You need to know their emotional triggers and their decision-making process and then leverage that knowledge to get them to act. Use these well-proven persuasion techniques to increase your lead conversion rate: Reciprocity. The need to repay a favor is deeply ingrained in… Continue Reading
By Stephen Fairley on Posted in Lead ConversionLanding pages are critical when it comes to converting visitors to your website, blog, social media post or e-newsletter into qualified leads. So if your law firm marketing is directing traffic to the home page of your website instead of a dedicated landing page, you are missing a big opportunity to capture more leads. In… Continue Reading
By Stephen Fairley on Posted in Lead ConversionThe Internet has made it much easier to target the types of clients you want and cheaper to generate new leads. For most of my almost 20 years in law firm marketing, I’ve mostly heard attorneys talk about how to get more leads. A lot of them were already getting a fantastic amount of leads,… Continue Reading
By Stephen Fairley on Posted in Lead ConversionYour intake process is the first important step in having a lead conversion system that delivers a steady stream of new clients to your firm. After all, the money you invest in generating leads will be wasted if calls to your firm go unanswered, unreturned or answered improperly. In the years we’ve spent secret-shopping hundreds… Continue Reading
By Stephen Fairley on Posted in Lead Conversion This year instead of making a resolution to lose that last 10 pounds that keeps hanging on (or coming back), why not resolve to do something to fatten your wallet? Establishing the right system to follow up with inbound leads and automating as much of the process as possible will help you capitalize on… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Lead ConversionLanding pages have been proven to more than double conversion rates when compared with website home pages. This is because they are created specifically for converting leads, featuring specialized content and offers that appeal to a targeted audience. To make your landing pages pay, you need to know the basics about how to create a highly effective… Continue Reading
By Stephen Fairley on Posted in Lead ConversionFor years, doctors have been complaining about patients who self-diagnose via the Internet. Because so many potential clients are searching the Internet for legal services and consulting with others on social media, lawyers are facing this same problem. This means that law firms must pay more attention than ever before to the lead conversion process,… Continue Reading
By Stephen Fairley on Posted in Business Development for Law FirmsDo you close every sale after an initial consultation? You’d be amazed (or maybe not) at how many attorneys tell me they do. But I know that’s not true, even if you won’t admit it. If you’ve gone to the expense of getting prospects in the door, you naturally want to close as many as… Continue Reading
By Stephen Fairley on Posted in Lead ConversionWhen I first started consulting with law firms almost two decades ago, law firm marketing was pretty much in its infancy. Depending on the practice area, firms used traditional methods like Yellow Pages advertising, maybe some TV or billboards and most relied on referrals and word of mouth. Well, the Internet blew all that up.… Continue Reading
By Stephen Fairley on Posted in Lead Conversion,Rainmaker Intake UniversityTake a look at this recent Google infographic on legal market trends: If there is one thing that stands out about this research, it’s this: 72% of prospects contact attorneys via phone. This is why the most important Rainmaker in your law firm is the person who answers your phone! That’s because people who have a… Continue Reading
By Stephen Fairley on Posted in Lead ConversionMost successful attorneys are gifted at the art of persuasion, yet many fail to use the techniques they employ in their practices to the practice of lead conversion — turning more prospects into paying clients. The art of persuasion begins with an in-depth understanding of your prospect’s mindset. You need to know their emotional triggers and… Continue Reading
By Stephen Fairley on Posted in Lead ConversionThere are over 20 different ways you can generate new leads for your law firm. From SEO, PPC, direct mail, TV advertising, and PPL (pay per lead)–each of these sources can work, but which provides you with the best possible lead conversion rate? Which one will give you the best ROI? Is the person who answers… Continue Reading
By Stephen Fairley on Posted in Lead ConversionIf your lead conversion rate isn’t where you think it should be, don’t automatically blame it on the quality of your leads. It just may be that you are committing one or more of the following common mistakes attorneys make when following up with leads: Taking too long to follow up. Timing is everything when… Continue Reading
By Stephen Fairley on Posted in Lead ConversionSmallLaw, a popular email newsletter for solo practitioners and those who manage and work in small law firms, reviews hundreds of articles published every week. From these articles, they select one as their SmallLaw Pick of the Week — something they feel is a must-read for this audience. While I’m making merry over the holidays,… Continue Reading
By Stephen Fairley on Posted in Lead ConversionJoin me on Wednesday, December 7 at 3 p.m. ET/Noon PT for a free Affinity Marketing webinar on the Top 10 Mistakes Lawyers Make That Kill Their Intake & Lead Conversion Rate…And How To Fix It Fast! Lawyers spend a lot of money generating leads, but we have found through secret-shopping more than 2,500 law firms that many… Continue Reading
By Stephen Fairley on Posted in Lead ConversionIf your law firm marketing is directing traffic to the home page of your website, you are missing a big opportunity to capture more leads. You should be using dedicated landing pages instead. Landing pages have been proven to more than double conversion rates when compared with website home pages. This is because they are… Continue Reading
By Stephen Fairley on Posted in Lead ConversionOver the last 16 years, we have developed a proven intake and lead conversion system that has doubled the conversion rates of thousands of attorneys all across the nation. It consists of four major components: #1: Training for your front office and intake staff; #2: Specific tactics and strategies to maximize your conversion at each… Continue Reading
By Stephen Fairley on Posted in Lead ConversionOver the last 16 years, we have developed a proven intake and lead conversion system that has doubled the conversion rates of thousands of attorneys all across the nation. It consists of four major components: #1: Training for your front office and intake staff; #2: Specific tactics and strategies to maximize your conversion at each… Continue Reading
By Stephen Fairley on Posted in Lead ConversionThe purpose of marketing is to generate leads. The purpose of your intake system is to convert those leads into clients. To take your law firm to the next level, you need both lead generation and lead conversion. The problem is most attorneys spend all their time and money focusing on getting more and more… Continue Reading
By Stephen Fairley on Posted in Lead ConversionMany of our clients come to us because they have a real problem turning inbound leads into appointments. In almost every case we see, the firm lacks a process for following up on leads. When these firms take the necessary steps to implement a process and start seeing the results, they understand what a waste… Continue Reading
By Stephen Fairley on Posted in Lead ConversionSometimes I feel like a voice in the wilderness when I talk about the importance of lead conversion. Just about every lawyer I come into contact with wants to know how to get more leads. Very, very few (counting on one hand here) inquire about how they can do a better job of converting their… Continue Reading
By Stephen Fairley on Posted in Law Firm Management,Law Firm MarketingIf you are a personal injury attorney and are looking for ways to grow your business using the latest digital marketing techniques and strategies, I encourage you to join me at the Personal Injury Lawyer Marketing and Management Association (PILMMA) Legal Marketing & Management Super Summit in Salt Lake City on September 21-24, 2016. Most… Continue Reading
By Stephen Fairley on Posted in Lead ConversionNo-shows — prospective clients who book an appointment but fail to show up — are not only frustrating, they are a waste of time, money and resources. All lawyers hate them, but busy lawyers really hate them. And so do we. Which is why I’m sharing these three surefire strategies to put a stop to your… Continue Reading
