For any business how important it’s to serve and satisfy existing clients it’s equally important to have new business opportunities. These new business opportunities only are going to turn into a new set of clients for the law firms.

Before we began this article let’s be familiar with few keywords related to sales and marketing.

Lead
Lead is the new prospective client for the firm.

Sales Funnel
Collection of leads into various stages such as new lead, follow up, and conversion.

Digital & Social Media Marketing
It’s a new age marketing technique. It’s the component of marketing that utilizes the internet and online-based digital technologies such as desktop computers, mobile phones, and other digital media and platforms to promote products and services.

Inbound Marketing
It’s a marketing technique for attracting customers to products or services via content marketing, social media marketing, search engine optimization, and branding.

Outbound Marketing
Product or Services are promoted through continuous advertising, promotions, and public relations.

Now we should be in the position to discuss sales and marketing in brief.

Digitization has changed the approach and execution of each aspect of the business. Sales and marketing approach as well have been changed drastically. The firms still following the conventional approach could be at a big risk.

So, without much delay let’s come straight to the point and discuss the marketing and lead management tips for the law firms.

1. Have a Professional Website
   Website is the first impression of your firm. Nowadays it’s a tendency the moment you interact with someone they browse your website. So, it’s must to have a good looking website. It should be simple and informative.You may segregate the information into pages as below:

• Home/ About Us
• Expertise
• Key People
• Contact Us

2. Be Present on Social Media
   Ensure you have the social handles setup for your law firm. To begin with, you may have it on LinkedIn, Twitter, and Facebook. You should use a decent visual and title on your social pages you signify your expertise and attracts people.  You need not be aggressive on social media platforms but need to be active for sure. You may publish the content related to your achievement, expertise, and some knowledge bytes related to your area of practice.

3. Email & Digital Marketing
   Email and Digital Marketing are highly effective from the marketing and brand building perspective of your law firm. If you’re a beginner, you may begin with the following.

Blog Posts:

• You may write post some content twice or at least once a month.
• Make sure the title is short and catchy. One-line titles are considered as the most suitable.
• Share your post link on your social media handles.

Newsletters
You may reach out to your existing clients and prospects through the newsletters 1 in a month or two. The newsletter may contain your achievement or any knowledge bytes. Also, sometimes you may list your recent blogs along with a link to read it.

One important thing about digital marketing, you should not expect the result very quickly. It makes your audience aware of you which sometimes turns into a new business opportunity.

4. Identify, Engage and Convert the Leads
   Analyse your digital marketing response in the terms of the target audience and their patterns. These are the ones who could be new prospects for the law firm.

• Keep in touch with these people through personalized and email and periodic follow-up.
• Make a minimum of 5-6 attempts to understand and convenience them.
• Make sure you respond to any query (if you get it) within 30-45 minutes.
• Based on the engagement tag the relevant stage for your prospects. E.g. New, Follow-up, Bad Lead, and Converted etc.

5. Use any CRM to capture your Contacts and Leads
   You may use any CRM tool to capture your Contacts and Leads. Some of the benefits of using CRM tools are as follows:

• Data Collection
• Segmentation
• Availability & Access
• Analyze customer behavior.

Hope you find it useful, to begin with, your Marketing and Lead Management. You may always reach out to us if want more information.