Follow Up Consistently & Effectively

Law firms spend thousands of dollars, sometimes millions, on TV, Yellow Pages and radio advertising. Yet they do little to follow up with the leads that call their offices.  They might call or send a letter right after the initial conversation, but that is about as far as it goes.

At our law firm, we closely monitor all of our leads. 
Through our experience, we have found that it takes several months from the time someone calls our office to the time we sign a fee agreement.  How many lawyers do you think are still following up with these people after several months? Not many!

One of the secrets to getting the types of cases you want is follow up marketing. 
Within a six-month period, our law firm will initiate contact with a prospect not once, not twice, but 14 times.  This number is an average – sometimes we contact the prospect even more.

What exactly should you be sending to these prospects to stay in front of them?
Send postcards, newsletters, cards and letters.  Send books, reports, CDs and articles.  The important thing is that you stay at the forefront of their mind, so that when they are ready to hire a lawyer, they think of you first.

The key to effective follow up marketing is to have a system in place that will do everything automatically for you. Otherwise, you will become quickly overwhelmed and may not have the manpower to handle your marketing campaign.

We’ll be talking about these lawyer marketing ideas and more at our "No Smart Lawyer Left Behind" One-Day Rescue Mission in Chicago, Illinois on December 2, 2010.  For more information, visit GLMRescueMission.com.  Space is very limited.
Ben Glass
Ben is a nationally recognized expert in attorney marketing and the owner of Great Legal Marketing.
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