Follow the Lead(er)



Leads are the lifeline for any business endeavor, and for law firms and legal practices – both big and small – this cannot be truer.  Today we are going to look at the many ways lawyers foster leads as well as what to do with those leads once they have been obtained and vetted properly:   Lawyers can get leads in a variety of ways, some of which include:


Referrals: One of the most common ways for lawyers to get leads is through referrals from existing clients, other attorneys, or even from friends and family members.


Networking: Lawyers can also get leads through networking events, such as bar association meetings, conferences, and seminars. These events provide an opportunity to meet and connect with potential clients and other professionals in the industry.


Advertising: Lawyers can also advertise their services through various mediums, such as television, radio, print media, and online advertising. This can include targeted advertising on social media platforms, search engines, and legal directories.


Content Marketing: Lawyers can also create and share informative content through blogs, social media, podcasts, and other platforms. By providing useful information and demonstrating expertise in a particular area of law, lawyers can attract potential clients.


Lead Generation Services: Finally, lawyers can also use lead generation services, which provide a database of potential clients who have expressed interest in legal services. These services typically require a fee or commission for successful leads.


Following up on leads is an essential part of converting potential clients into paying clients. Here are some ways lawyers can follow up on leads:


Prompt Response: When a potential client contacts a lawyer, it’s essential to respond quickly. Responding promptly shows that you value their time and are interested in their case. It also increases the chances of converting the lead into a paying client.

Personalized Communication: Lawyers should personalize their communication with potential clients. This means addressing the potential client by their name and referring to the specifics of their case. Personalizing communication builds rapport and trust, making it more likely that the potential client will choose to work with the lawyer.

Provide Information: Lawyers should provide potential clients with all the information they need to make an informed decision. This includes information about their experience and qualifications, the legal process, and the potential outcomes of their case.

Follow-up Calls or Emails: After the initial contact, lawyers should follow up with potential clients via phone or email. Following up shows that you are interested in their case and committed to helping them. It also provides an opportunity to answer any questions or concerns they may have.

Keep in Touch: Even if the potential client does not immediately hire the lawyer, it’s essential to stay in touch. Lawyers can keep potential clients updated on legal developments or send them helpful information related to their case. This helps to keep the lawyer top of mind and increases the chances of the potential client hiring them in the future.


How law firms handle leads, whether large or small, will depend on the organization and structure that is in place.  Using the above tips on how to not only garner leads, but follow through with them will make the difference between a struggling law firm and a successful one.

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