News Post

Converting Legal Leads into Clients

I have talked to some lawyers that struggle with continuously bring in new clients. Some are trying to find ways to get their phone ring more. Others have trouble keeping up with all the calls they get and have a lot of calls that end up going nowhere. As a lawyer, one of the most important aspects of your job is to continuously bring in new clients. This can be a challenging task, especially in a competitive market. One way to consistently find new clients is through legal leads.

Legal leads are potential clients who have expressed interest in hiring a lawyer for their legal needs. Turning these leads into actual clients requires a strategic approach and careful consideration of the needs and motivations of the potential client. Here are a few tips for turning legal leads into clients:


Respond promptly

Time is of the essence when it comes to legal leads. It’s important to respond to inquiries as soon as possible, ideally within 24 hours. This shows the potential client that you are responsive and available to handle their case. Be sure to check for conflicts early in this process.

Use a lead management system

A lead management system can help you keep track of all your legal leads in one place and manage your follow-up efforts. This can help ensure that you don’t miss any opportunities and that you are able to respond to inquiries promptly. Some practice management software may have a sufficient lead management system built in. While some software may assist in conflict checking, ultimately you are responsible for looking into this early to avoid any conflict problems down the road.

Understand their needs

Before you can effectively pitch your services to a potential client, you need to understand their legal needs and concerns. Take the time to listen to their issues and ask clarifying questions to get a full understanding of the situation. One way to get to know a potential client and their legal needs is by offering a free consultation. This can be a low-pressure way for them to get to know you and your practice, and it gives you the opportunity to ask questions and better understand their situation.

Tailor your pitch

Potential clients want to feel confident that they are hiring the best lawyer for the job. Once you have a clear understanding of the potential client’s needs, you can tailor your pitch to address their specific concerns. Be sure to highlight your relevant experience and successes in similar cases. It’s also a great time to educate them on a potential timeline so that they have realistic expectations about the progress of their case.

Be transparent about fees

It’s important to be upfront about your fees and billing practices. This helps to establish trust and ensures that there are no surprises down the road.

Follow up

Don’t be afraid to follow up with potential clients. If they haven’t made a decision yet, it’s okay to reach out and check in. Just be sure to respect their decision if they choose not to hire you. Even if a potential client doesn’t hire you right away, that doesn’t mean they won’t need your services in the future. Stay in touch with them through email newsletters or social media, and be sure to reach out if you handle a case that may be of interest to them.

Get reviews and testimonials

Positive reviews and testimonials from past clients can be a powerful tool for attracting new clients. Encourage satisfied clients to leave reviews on your website, your Google Business Profile, or social media accounts, and ask if you can use quotes from these reviews in your marketing materials.

By following these tips, you can effectively turn legal leads into clients and grow your practice. It’s important to remember that building relationships with potential clients is key, and taking the time to understand their needs and concerns will go a long way in building trust and securing their business.

Chris Colee
Practice Management Advisor
Alabama State Bar