Law firm marketing and business development strategies

Tag Archives: lead conversion for law firms

By Stephen Fairley on July 13, 2018 Posted in Lead ConversionThis post was originally published two years ago.  The importance of lead conversion for law firms has never been greater, so we’ve updated the post: Every lawyer knows what it’s like to pursue a prospect and then have that live lead go dead.  Maybe they chose another firm.  Maybe they thought they could handle it… Continue Reading

By Stephen Fairley on May 17, 2018 Posted in Lead ConversionThe art of lead conversion begins with an in-depth understanding of your prospect’s mindset.  You need to know their emotional triggers and their decision-making process and then leverage that knowledge to get them to act.  Use these well-proven persuasion techniques to increase your lead conversion rate: Reciprocity.  The need to repay a favor is deeply ingrained in… Continue Reading

By Stephen Fairley on April 16, 2018 Posted in Business Development for Law Firms,Law Firm MarketingThe National Association of Consumer Bankruptcy Attorneys (NACBA) will hold its 26th annual national convention on April 19-22 at the Sheraton Downtown Denver.  Whether you’re a member of NACBA or not, there is still time to register and attend!  I will be presenting two workshops: Thursday, April 19 at 5 p.m. on Top 10 Mistakes Bankruptcy… Continue Reading

By Stephen Fairley on January 23, 2018 Posted in Lead ConversionYour intake process is the first important step in having a lead conversion system that delivers a steady stream of new clients to your firm.  After all, the money you invest in generating leads will be wasted if calls to your firm go unanswered, unreturned or answered improperly.  In the years we’ve spent secret-shopping hundreds… Continue Reading

By Stephen Fairley on December 28, 2017 Posted in Lead Conversion This year instead of making a resolution to lose that last 10 pounds that keeps hanging on (or coming back), why not resolve to do something to fatten your wallet?  Establishing the right system to follow up with inbound leads and automating as much of the process as possible will help you capitalize on… Continue Reading

By Stephen Fairley on April 24, 2017 Posted in Business Development for Law FirmsDo you close every sale after an initial consultation?  You’d be amazed (or maybe not) at how many attorneys tell me they do.  But I know that’s not true, even if you won’t admit it.  If you’ve gone to the expense of getting prospects in the door, you naturally want to close as many as… Continue Reading

By Stephen Fairley on April 14, 2017 Posted in Lead ConversionWhen I first started consulting with law firms almost two decades ago, law firm marketing was pretty much in its infancy.  Depending on the practice area, firms used traditional methods like Yellow Pages advertising, maybe some TV or billboards and most relied on referrals and word of mouth.  Well, the Internet blew all that up.…  Continue Reading

By Stephen Fairley on February 8, 2017 Posted in Lead ConversionMost successful attorneys are gifted at the art of persuasion, yet many fail to use the techniques they employ in their practices to the practice of lead conversion — turning more prospects into paying clients.  The art of persuasion begins with an in-depth understanding of your prospect’s mindset.  You need to know their emotional triggers and… Continue Reading

By Stephen Fairley on January 30, 2017 Posted in Lead ConversionThere are over 20 different ways you can generate new leads for your law firm.  From SEO, PPC, direct mail, TV advertising, and PPL (pay per lead)–each of these sources can work, but which provides you with the best possible lead conversion rate?  Which one will give you the best ROI?  Is the person who answers… Continue Reading

By Stephen Fairley on January 18, 2017 Posted in Lead ConversionIf your lead conversion rate isn’t where you think it should be, don’t automatically blame it on the quality of your leads.  It just may be that you are committing one or more of the following common mistakes attorneys make when following up with leads: Taking too long to follow up.  Timing is everything when… Continue Reading

By Stephen Fairley on December 22, 2016 Posted in Lead ConversionSmallLaw, a popular email newsletter for solo practitioners and those who manage and work in small law firms, reviews hundreds of articles published every week.  From these articles, they select one as their SmallLaw Pick of the Week — something they feel is a must-read for this audience.  While I’m making merry over the holidays,… Continue Reading

By Stephen Fairley on November 30, 2016 Posted in Lead ConversionJoin me on Wednesday, December 7 at 3 p.m. ET/Noon PT for a free Affinity Marketing webinar on the Top 10 Mistakes Lawyers Make That Kill Their Intake & Lead Conversion Rate…And How To Fix It Fast!  Lawyers spend a lot of money generating leads, but we have found through secret-shopping more than 2,500 law firms that many… Continue Reading

By Stephen Fairley on November 21, 2016 Posted in Lead ConversionDo you know what really happens when a prospect calls your law firm?  If the results of our secret shopper calls to law firms over the past two years are any indication, I think not.  We have secret-shopped more than 1,500 law firms over the past couple of years and make careful notes of each… Continue Reading

By Stephen Fairley on November 14, 2016 Posted in Lead ConversionIf your law firm marketing is directing traffic to the home page of your website, you are missing a big opportunity to capture more leads.  You should be using dedicated landing pages instead.  Landing pages have been proven to more than double conversion rates when compared with website home pages.  This is because they are… Continue Reading

By Stephen Fairley on September 9, 2016 Posted in Lead ConversionOver the last 16 years, we have developed a proven intake and lead conversion system that has doubled the conversion rates of thousands of attorneys all across the nation.  It consists of four major components: #1: Training for your front office and intake staff; #2: Specific tactics and strategies to maximize your conversion at each… Continue Reading

By Stephen Fairley on September 8, 2016 Posted in Lead ConversionOver the last 16 years, we have developed a proven intake and lead conversion system that has doubled the conversion rates of thousands of attorneys all across the nation.  It consists of four major components: #1: Training for your front office and intake staff; #2: Specific tactics and strategies to maximize your conversion at each… Continue Reading

By Stephen Fairley on September 7, 2016 Posted in Lead ConversionThe purpose of marketing is to generate leads.  The purpose of your intake system is to convert those leads into clients.  To take your law firm to the next level, you need both lead generation and lead conversion.  The problem is most attorneys spend all their time and money focusing on getting more and more… Continue Reading

By Stephen Fairley on August 19, 2016 Posted in Lead ConversionMany of our clients come to us because they have a real problem turning inbound leads into appointments.  In almost every case we see, the firm lacks a process for following up on leads.  When these firms take the necessary steps to implement a process and start seeing the results, they understand what a waste… Continue Reading

By Stephen Fairley on August 8, 2016 Posted in Lead ConversionSometimes I feel like a voice in the wilderness when I talk about the importance of lead conversion.  Just about every lawyer I come into contact with wants to know how to get more leads.  Very, very few (counting on one hand here) inquire about how they can do a better job of converting their… Continue Reading

By Stephen Fairley on August 5, 2016 Posted in Law Firm Management,Law Firm MarketingIf you are a personal injury attorney and are looking for ways to grow your business using the latest digital marketing techniques and strategies, I encourage you to join me at the Personal Injury Lawyer Marketing and Management Association (PILMMA) Legal Marketing & Management Super Summit in Salt Lake City on September 21-24, 2016.  Most… Continue Reading

By Stephen Fairley on July 20, 2016 Posted in Lead ConversionNo-shows — prospective clients who book an appointment but fail to show up — are not only frustrating, they are a waste of time, money and resources.  All lawyers hate them, but busy lawyers really hate them.  And so do we.  Which is why I’m sharing these three surefire strategies to put a stop to your… Continue Reading

By Stephen Fairley on May 16, 2016 Posted in Lead ConversionLaw firm marketing is a full-circle proposition, and should include strategies for not just generating leads, but also managing those leads so they eventually turn into paying clients.  Here are some tips on how to manage the leads coming into your law firm so you can convert them into clients: Have a lead management platform.  A… Continue Reading

By Stephen Fairley on May 9, 2016 Posted in Lead ConversionPersonal injury and plaintiff law firms spend millions of dollars every year to generate leads, but very few pay attention to the most cost effective way to sign up more cases—improving their intake and lead conversion rate!  The Rainmaker Institute has helped over 18,000 attorneys grow their law firms, including many of the fastest growing (and… Continue Reading

By Stephen Fairley on April 25, 2016 Posted in Lead ConversionPersonal injury and plaintiff law firms spend millions of dollars every year to generate leads, but very few pay attention to the most cost effective way to sign up more cases—improving their intake and lead conversion rate!  The Rainmaker Institute has helped over 18,000 attorneys grow their law firms, including many of the fastest growing (and… Continue Reading

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About Stephen Fairley

Stephen is the CEO of The Rainmaker Institute, the nation’s largest law firm marketing company specializing in lead conversion for small to medium size law firms.  Over 18,000 attorneys nationwide have benefited from learning and implementing the proven marketing and lead conversion strategies taught by The Rainmaker Institute, LLC. 

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About the rainmaker institute

The law firm marketing consultants at The Rainmaker Institute specialize in helping small to medium-sized law firms generate more clients and increase revenue fast. 

Since 1999, we have helped over 18,000 attorneys create successful and sustainable law practices.  Over 35 of the largest state and local bar associations have sponsored our live law firm marketing seminars and Rainmaker Retreats to their members.