How to Target the Right Lead?

Each law firm or Lawyer has their own clients retained from years along with in search for new clients. With such a busy work schedule, it gets difficult to sit and think about the right target audience and brining the client in. But, before you think about converting the lead, its necessary to analyse the right target and follow them. There are a few fundamental principles when it comes to successful sales:

1. Think from client’s perspective
2. Add value to client’s journey
3. Capture the lead by providing relevant and valuable content
4. Follow up more than you think is necessary.

Understand the Lead

The most important thing before proceeding is to understand the thought process of your potential lead. Focus on these questions:

1. Who are they?
2. What do they do?
3. What is their legal problem point?
4. What do they need?

More than 90% of the people use search engine to get legal information. It is necessary to filter out the kind of leads you want so that your sales funnel is optimized. Catering to unwanted leads will only waste your time and resources. Then you move on to analysing that data:

1. Use Google Analytics to find demographic data of your visitors
2. Check their visiting time, time spent on page and the device used for more insight.
3. Survey the market. Gain insight on how the target market thinks:

• About certain legal matters
• makes decision about hiring attorneys

Generate Traffic on your Website

Your webpage is where you want your traffic to land. Try to drive your prospects to your landing page or web page, there are multiple ways you can do it:

1. Social Media Marketing, ads, posts, stories
2. Search Engines
3. Email Marketing
4. Blogs, Vlogs, etc.
5. Affiliations with other website

All these marketing techniques cost somewhere or the other, it varies for all. Content marketing is another way to attract traffic where you want. You can right blogs, publish articles, upload videos, etc.

• Just make sure to make the content clear and simple,
• The content should be concise
• The layout should be aesthetically pleasing to the eye
• Make sure to add your website URL or Social Media Handle.
• Add back links where ever possible.

Convert the Lead

Prospects are converted to leads when the find some value addition to their system as explained above. The process to do so it simple but requires dedication.

1. Lead Magnet: Firstly, bring in a lead magnet, anything that attracts the lead. Eg- PDF Guide/ Tips/ Discount
2. Call-To-Action: then comes the question, What action do you want them to take? Leave their email id? Subscribe? Keep a pop up on your website and ask for the necessary information or any other action you want them to take.
3. Minimize their Work: Make sure that your leads are not hassled by the amount of work or questions. Keep it as short and simple as possible.

Following this process and tips will definitely help you reach the right audience. If you want to utilize the time to work on cases, leave the headache of converting leads to clients on us.