Increase Revenue, Decrease Spending, Get Access

Lead buying is an excellent strategy for small- to medium-size firms in highly competitive practice areas. This includes but is not limited to general practices in criminal defense, estate planning, family law, personal injury, bankruptcy, business law, residential real estate, Social Security, and elder law.

Obviously, this means that a wide range of firms can benefit from buying leads. The reason for this: High levels of competition in a practice area increases the demand for (and therefore the price of) the attention of potential clients.

Furthermore, the more that your business depends on being the first point of contact for a prospective client, the more you should benefit from buying leads. A prime example would be an auto-accident plaintiff's attorney.

A sole auto injury practitioner (or even a small firm) would probably not have the budget to run a sustained, general, competitive ad campaign. The same practice would almost certainly have access to purchasing leads.

Companies that sell leads for lawyers run large-scale, expensive advertising campaigns. They also have a varied network of other lead generation tools and services. They are able to make leads affordable via the economy of scale.

Purchasing Only What You Need — and Getting Leads When You Need Them

When you are purchasing leads, it is relatively straightforward to organize the amount of contact information you receive. The next best option for this is pay-per-click. There's a distinction, however: PPC gives you a predictable source of interest, and buying leads gives you a predictable source of potential clients to contact.

Many other marketing techniques are highly variable when it comes to getting new leads. For example, you cannot control the number of leads you get from your SEO efforts — you can only seek to continue ranking higher on search results. This generates exposure, and that exposure can often be converted to leads.

Predictability isn't everything, but it's important to have it as an element of your plan. Here are some advantages:

● You're not paying for attention that you can't handle

● You're not sitting around with a low caseload and nothing to do

● You can plan your intake processes around a more predictable workload

● You can set aside time to act quickly on the leads you get

Seasonal business patterns represent another reason buying leads can increase your marketing ROI. Nearly every type of firm has at least one unwelcome seasonal lull where it can feel as though nobody is knocking on your door and there's next to nothing to do. Lead purchasing lets you fill in the blanks during these times.

Even if your walk-in business and ad traffic have stopped, lead-generation services will still have potential clients to send your way. On a related note, this is one of the reasons you should choose an agency like Legal Locator that lets you decide how many leads you want on a month-to-month basis.

Increasing the Efficiency of Intake Spending and Giving Your Staff Purpose

If you have an intake staff, it's important to always have something for them to do. If you are handling intake yourself, it could represent one of the largest single sources of non-billable hours in your firm.

Either way — whether you are payrolling intake or spending your own time — buying leads can help you maximize your investment. It is simply one of the most efficient ways to process new clients.

Lead generation services typically have easy-to-use interfaces. Furthermore, leads typically come with detailed information about each potential client which can easily integrate into your business management system. This lets you spend less time tapping away at a computer and more time interacting directly with people.

This is valuable for you as an attorney, but it is also great for dedicated intake and office support staff. Nearly everyone would prefer talking to new potential clients over data entry — and the former happens to be a much larger revenue generator. Buying leads could make your office staff happier and more productive at the same time.

Balancing Your Business Development Strategy by Diversifying Your Tactics

Many law firms these days, especially smaller ones, have a relatively focused revenue stream. Even some quintessentially generalist businesses, such as small-town single-attorney practices, are focusing on specific practice areas or services.

In these situations, it's even more important (and profitable) to diversify within a business development plan by purchasing leads. It lets you seek out other sources for the types of cases that you're best equipped to handle.

This approach speaks to one of the core principles of marketing. You need to identify your ideal clients and inform them about your services. The more successful you are in doing this, the more you will be able to do what you do best.

Contact Legal Locator Today

Our goal is to help your firm grow by giving you access to the potential clients you need — when you need them. Please contact us to talk more about how buying leads might fit into your overall business development strategy.