When it comes to generating leads, most firms look to strategies like SEO, Pay-per-Click ads, event sponsorships, and more. All of these avenues can work for you and they can generate a ton of leads. But they can also be pretty expensive—even more so if you’re practicing in a larger market. If you’re trying to lower your cost-per-lead, these four ideas could be what you need.
1. Place a Lead Magnet on Your Home Page
Your website is the first impression your firm will make on most of the people who seek you out. They’re going to land on your home page looking for information and validation that you’re the best expert for their issue. Having a lead magnet (or multiple) can make that happen.
Provide a short ebook, white paper, special report, checklist, or some other format as a download in exchange for someone’s email address. Once they give you their information, they should be added to your CRM and counted as a lead. From there, your nurturing should begin until they make a buying decision.
2. Create a Course
SPOILER ALERT! Spotlight Branding will be launching its own courses soon!
Having a course may not be the right fit for all law firms, but it could be a way to provide some DIY services at a lower cost all while positioning you as the expert! Some examples of law firm courses could include:
- A Last Will & Testament workshop
- How to set up a business entity the right way
- How to legally structure your finances to avoid IRS audits
You can create video or written courses, offer them for free or at a low cost, and exchange access for someone’s contact information.
3. Answer ALL the Questions
Whether you use a platform like Reddit or Quora or you build up your social media presence on TikTok or Instagram with video responses, you should be answering all the questions people have. Of course, we realize you can’t give specific legal advice to anyone, especially in areas you don’t practice or aren’t licensed, but you can easily give that disclaimer prior to providing your expertise.
Short answers or 45-60 second videos are perfect and will get people asking more questions for you to answer!
4. Get on Podcasts
Podcasting is such a popular way to produce content, and there are people all over who have their own show. Whether it’s someone in your community or a show geared toward your ideal client, find a way to become a guest on these shows to boost your expertise. As you wrap up your interview, give a short call to action to a landing page with an offer or lead magnet in order to connect your ROI to your guest appearance.
All of these methods are proven to generate leads. Even better, they don’t cost a ton.
Got additional questions? We’re happy to chat! Contact us today.
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