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Lead Generation for Lawyers

Disclaimer: Because laws and regulations vary from place to place, it is highly recommended that you know and follow  the laws in your jurisdiction. WiseStamp accepts no liability for consequences of  actions taken on the basis of its blog posts.

With the legalities out of the way, we can now focus on the building blocks that will help you develop your practice.

As a freelance lawyer it is very likely that your professional tasks will vary. You may be asked to draft contracts, legal opinions and even claims.

But if you’re just starting out, your days may not yet be filled with legal work. Instead you’re more likely to be thinking about the steps you’re going to take to find new clients. The term for this is often called:

Lead Generation

Lead generation can take different forms:

  • Social Media
  • Advertisements
  • Cold Calls


But why is it important?

It’s important because lead generation is about your ability to generate new sales leads with the understanding that the more leads generated, the more business you’ll generate.

Each form of lead generation mentioned above is important and will be useful to you throughout your career.

 

Social Media

Social media provides you, the freelance lawyer, with the opportunity to reach out, communicate and establish yourself in your field.

Because not all social media platforms may be suitable, it’s important to focus on the ones that will.

  • For starters, make sure you have a Twitter account and a  LinkedIn account.
  • Follow influencing lawyers (Twitter) and  join relevant groups (LinkedIn).
  • Start engaging. Get involved in discussions about topics you care about and are knowledgeable about on both Twitter and LinkedIn. Establish yourself as an authority in your field by  starting discussions and answering questions.

 

Advertisements

Not the billboard type. If you want your advertising to succeed it has to be focused.

Google Adwords and LinkedIn Ads offer target advertising schemes that can suit the budgets of small businesses. Often they are based on a cost per click business model.

With Google Adwords you can target search words, geographic location and the language of your target audience.

By advertising with LinkedIn Ads you’ll be able to tailor advertising to a specific job title, industry and company size, seniority, age, gender or by the particular Linkedin groups your target audience belongs to.

Your advertising possibilities are endless. Think about your ideal client, your target prospects and your budget. Advertise.

 

Warm Calling

Calling a prospect you've had previous contact with is called warm calling.

Think of classmates who you studied with in law school, lawyers you've previously worked with,  and friends and acquaintances who may need your services and who you would enjoy working with.

Use a spreadsheet to list the names of law firms and other prospects you want to work with. (It doesn't have to be a spreadsheet, though a spreadsheet is helpful in keeping track of your activity with clients.)

Now call them.  I know. It sounds scary. And maybe the first, second, and even third call will be. But fear with no real danger is not a reason to lose out on making more money. Is it?

So make the call.  They may be so pleased to hear from you.

But warm calling may not always be quick, so have patience and persevere. Don’t get discouraged. Pick up the phone. Work will come and with it a profitable career as a freelance lawyer.

 

Action Plan:

  1. Open a Twitter and LinkedIn account
  2. Follow influencing lawyers on Twitter
  3. Join relevant LinkedIn groups
  4. Get involved in discussions on topics that interest you and that you are knowledgeable about
  5. Advertise with Google Adwords and LinkedIn Ads
  6. Use a spreadsheet to list the names of law firms and other prospects you’d like to work with
  7. Call them

 

Try these:

  1. HootSuite is a social media management system that will help you keep track of and manage the  networks you join.
  2. Quora is where business people meet to ask serious business questions. By providing informed answers to questions related to your niche, you’ll be able to establish yourself as an expert in your field which will get you noticed and generate leads.
  3. Act! is an easy to navigate customer management system designed to make you more efficient and profitable. It will help make following up on your new client relationships easy.

 

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Written by Liat Behr
Liat is a content wordsmith at WiseStamp and copywriter at Ink of Imagination. She delights in creating and sharing valuable tips and helping businesses craft effective content. When she’s not writing content, she can be found in the world of fiction, embarking on adventures with her characters.
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