The National Creditors Bar Association Law Practice Management Blog

Law firms have a particularly hard time with lead intake.  It costs time and money to acquire leads in the first place, to the point where it’s devastating to whiff on those leads, once you have a chance to convert them.  Even when  law firms effectively engage  leads  and are responsive in contacting them back, oftentimes they don’t say the right thing, and therefore fail in transitioning the lead to a client.   One of the chief reasons for that is that lawyers are unwilling to respond to what clients most want to know.   Because clients choose lawyers based not only on their general expertise, but also based on their specific expertise in particular niche practice areas, they want to  know more about the legal process that effects their claim.   Only, lawyers  are reticent to talk with leads about the legal process for a couple of reasons: (1) they’re worried about overstepping ethical bounds; and, (2) they’ve ...

Despite changes to advertising rules, lawyers have marketed themselves in much the same way for generations.  You find an office space, you go out and network, you do good work, and more work comes in.  But, as consumers have become more discerning, and as law firm choices continue to proliferate, lawyers continue to stick with the same marketing strategy they always have.  There is, however, a cost. As more and more potential law firm clients look for lawyers online, lawyers ignoring that medium risk decreased intake, and consequently decreased revenue.  This is not to say that attorneys don’t understand that the internet is a thing.  To the contrary, lawyers want to access more leads online.  But two roadblocks stand in their way: (1) they don’t know how to do it; and, (2) they think it costs too much.  Fortunately, content marketing solves for both problems. As a lawyer, you’re an expert in what you do.  You talk about it all th...