When used correctly, leads can be a great way to generate business for you as a lawyer or practice. The thing is that not all lead providers are equal, and what a lead means for one service may mean a completely different thing to another. Choosing the wrong lead supplier can lead to unresponsive and unfocused leads. But, if you find a great supplier, you could find exactly the type of client you wanted down to the last detail. Let’s take a look at what you should be looking for when buying legal leads online.
Where do the Leads Come From?
This is a very important question. You ideally want to work with someone who can supply leads from their own online real estate. You also want to know what this real estate looks like. Is it a simple form prompting people to fill in their contact information or complete professional looking websites with valuable information?
The better the source, the more targeted the leads will be. Someone who’s spent hours reading about family law before filling a form will make for a much stronger lead than someone who just landed on a lead page and simply wanted to have a few questions answered. So, try to go for those who have a solid website or a few pieces of valuable online real estate generating leads for them. You also want to make sure that they’re not reselling leads from a third party or a group of affiliates.
What About their Track Record?
Another thing you want to do when buying leads online is get more information about the service in question. How long have they been in the business and what does the conversion rate look like on their leads? Ideally, you want to go with a firm that can give you a 10% conversion rate or more. You also want to look at reviews and try to find out if you can contact some of their previous clients.
Are Leads Delivered in Real-Time?
You don’t want to buy stale leads from a provider. You want to work with a firm or service that will send them as soon as a prospect has filled in a form. It was found that people tend to be more reactive when they’re contacted within the first 10 minutes of filling in a form, so time is of the essence here.
What’s Their Specialty?
You have multiple choices when buying leads from a company. You can go with a specialized team, or one that can get you leads for many law specialties. These might be your best option if you offer a wide variety of services. Specialists are also good, but there’s no guarantee that their leads will be better.
These are all things you’ll need to take into consideration when buying leads from any service online. Make sure to keep these in mind and only go for a trial once you’ve identified a candidate that ticks all the right boxes.