So What Should Prospective Clients Get? April 27, 2010

I’ve talked about the importance of the marketing funnel. Some might call this a “long-tail funnel.” Remember, most lawyers are doing one step: run ad, hope they call, get them in. (yes, that’s one step)

Here’s what happens at our firm when a prospect fills out a web form at our site.

1. A series of emails, directed at the specific practice area they inquired about. Each email is short, offers additional information and MOST IMPORTANTLY, does not talk about us.

2. A package of information including appropriate specialty book, The Truth About Lawyer Advertising, free reports, newspaper clippings, CD and DVD.

3. Follow up postcards with more tips about their area of interest.

4. Tear sheet advertising

5. Follow up phone call

6. Past issues of newsletters

7. Monthly newsletter (mailed, not emailed!)

Here’s the key…the prospective client may have spoken to our contacted several lawyers at the same time they contacted you. If you are the only one marketing to them in multiple ethical, interesting ways you have a much better chance of being hired.

Bookmark It

Hide Sites