Ahh, the sound of impatient clients, saying:
- “I just want to get my case over with…”
- “Maybe I should just plead guilty…”
- “Why do the courts take so long?”
- “The stress is killing me. I can’t sleep at night.”
These poor saps just don’t understand how the legal system works.
Why can’t they realize?
But what about these thoughts running thru Your Head?
- “I just want my phone to ring with potentials”
- “Why haven’t I gotten phone leads in 2 weeks when the week before, I got 7 calls?”
- “When will the economy turn around?”
Do you NEED leads RIGHT NOW, because you’re starving for your next meal, or can you live off your fat reserves, but are also nervously watching their bank account dwindle?
End of the day.
Bottom line.
Cut to the chase.
Which form of marketing is “best” and will get you quality, high-paying potentials that retain?
Clicked thru from email? (Continue reading below) ↓
Based on this exact same conversation I’ve had with my attorney clients and possibly even with you, here’s one solid way to attack the problem:
Short Term Injection (Lead Source A):
- Pay per lead or flat rate lead providers like Lead Rival, Legal Match, Legal Brand Marketing, Expert Hub (Nolo), and Total Attorneys.
The Good: Immediate leads coming in, possible immediate or short term retentions. Manageable spend – pay per lead or specific monthly spend.
The Bad: 40% of leads are ghosts; 30% are tire kickers; only 30% are viable. Lead providers may sell to multiple buyers (exclusivity is mostly myth), you must respond to leads IMMEDIATELY, or they’ll melt away faster than an ice cube in the desert.
The moment you stop paying, leads stop flowing, and the power goes out.
Long Term (Lead Source A):
- SEO (search engine optimization) – i.e. growing the # of daily Google searches to your website until you reach critical mass and start to generate lead phone calls daily.
The Good: Like going to the gym 3x a week for a year, you’ll build up leads coming in, and this effect will stay with you, even if you stop doing SEO for a short period of time.
Lead quality is higher than pay per leads or pay per click leads, because a potential has to take more initiative to visit your site, look around, then call you. SEO ends up being cheaper and more effective than other lead sources eventually.
The Bad: Nothing will happen for at least 120 days, until your website gains traction in Google/Yahoo/Bing. I don’t care if your SEO guy is Jesus Christ Superstar, good SEO takes time, effort, and money. SEO will cost you money with no return at first, but will end up a break even, then turn profitable after about 6 months+.
It’s the nature of the beast – if you’re starving now, food 6 months from now won’t help bring your skeleton back to life.
Short Term Lead Source B:
- Direct Mail / Jailer Mailers – buying the names, physical addresses, and crime(s) alleged from a lead service so you can physically mail potentials (must be state bar compliant – not difficult to do)
The Good: Phone calls from potentials within a week or two of starting. Most attorneys who do it and can get over their feelings of “unprofessionalism” do well with direct mail, and they keep quiet what they’re doing.
Three to one, 4:1, even 5:1 returns on investment are acheivable.
The Bad: Can be expensive and a waste of time if you don’t know how to create an interesting an unusual mail piece that will actually get OPENED and READ. Professionalism is junk science – no one hires anyone because they’re professional. Sorry, but it’s that’s the triple truth, Ruth. (it’s an expression – I know your name isn’t Ruth, btw)
There are at least 14 more Long Term vs. Short Term Marketing Strategies successful attorneys are using, each itching to be implemented by or for you, catered to your specific needs and situation.
…but nothing can be improved, and nothing will change without ACTION.
Take Action by calling to schedule your Practice-Transformation Discovery Call:
20 min phone discussion where we evaluate
- Your current situation vs. where you want to be and what your goals are
- Your current marketing, what channels are working, ROI they’re producing, which channels are not working, ways to improve or them
- Marketing channels you never knew existed, the details behind them, and how to use them
- Which vendors have been vetted by me and my attorney clients, so you can be sure you’re not going to lose your shirt with bad actors
Includes my book, “Secrets of Attorney Marketing Law School Dares Not Teach”, (available on Amazon and Kindle) shipped to you, and a 30-minute follow up, results call, in 30 days.
Fill in the short form on the top of this page and schedule your
Practice-Transformation Discovery Call
with Richard Jacobs, today.
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Richard Jacobs
Speakeasy Authority Marketing