Increasing your volume of leads is a byproduct of what occurs after a new attorney begins working with a company for lead generation. For the purpose of this blog I will cover what lead generation is, and how to set yourself up for success when working with one. Taken from our homepage:
Simply put, lead generation is the product of attracting, converting and delivering live calls and appointments with people seeking your services where you live. Online advertising through search engines and social media, and setting up the proper retargeting channels are all parts of this process.
But what does a lead generation company do?
Successful lead generation for an estate planner not only includes online advertising, but also encompasses advance nurturing directives including procured landing webpages, calendar integration, lead delivery, tasteful lead followup, and other technical intelligence to make your law firm known and easily approachable.
That is how Estate Planning Lead Pros defines lead generation for attorneys. If this is your first time working with a lead generation company, or you are just doing research before you do, there are a few things you should understand right now. The long term goal with any lead generation company your law firm works with is to form a bond, a win win relationship that extends far beyond the terms of your initial agreement. Unless you get off on the right foot with your lead generation company you’ll never build that long term relationship and thus, you won’t have time to adjust to your “new normal.”
How to work with a lead generation company
You should have a general idea for how to work with your lead generation company, which is the subject of this blog. I promise if you adhere to the next three structured bullet points it will save you a lot of time, money and headache. 🙂
1) Don’t jump to conclusions about lead quality
If you’re working with a new lead generation company, I encourage you to be patient with the leads and with yourself, especially regarding lead quality. The market will fluctuate and change every day the types of people who are seeking your services and your lead generation company doesn’t have control over that.
2) Adjust your sales process to your leads
Your lead generation company that set up your landing page and your ads will determine the entire flow of this process. It is your responsibility as the attorney to recognize this process, and adjust to the way your lead generation company is able to produce leads for you.
Do not expect your leads to:
- Have their wallets open with thumbs on their credit cards the instant you connect
- Know what you want them to do
- Sell themselves
- Answer the phone for you
- Call at a time most convenient for you — yes you might be on the toilet 🚽, answer the call anyway!
Your lead generation company should share how the leads will get to you, and help you understand the process your leads went through in order to find you. That should put you in the right headspace when you do your initial followup with the lead, and whenever you answer a live phone call.
Lastly, have a plan devised and outlined ahead of time for how you will move new prospects (leads) from your starting position–the moment they become a lead–until their new estate plan is signed, sealed and delivered. If you aren’t accustomed to the volume of leads you start receiving, be patient with yourself. You aren’t going to close every prospect–every interaction you get when you first get started. Practice makes perfect, and the more experience you get with prospects the more fluid you will become with your conversations, and ultimately the more estate plans you will get paid to write.
3) Don’t request significant changes to your campaign
Especially if you’re interested in working with a boutique or specialized lead generation company.
This is a big one, perhaps the biggest one!
From experience I can tell you that changing a single design feature or a single line of copywriting can produce drastically different results in a campaign. If you want a true assessment of any lead generation company do not make too many asks outside of what the company has already set up. They know what works best. Further, it’s also why you’ve hired them. Be kind to your business by reaping the rewards of working with your lead generation company in the manner they produce the best results for their clients. The better you can be to them the better results you earn from your campaign.
At Estate Planning Lead Pros we are a boutique lead generation company for estate planning attorneys. For 10 years we’ve studied the psychology of converting prospects on your website into leads, how to convert the right prospects into leads, and how to nurture the interaction before and after they become a lead and a client. We know the language to use and the process that works best for helping estate planners increase their leads, close more sales and grow their practice.
So to wrap this point up, if you’re thinking of working with a specialized lead generation company please do not approach the relationship the wrong way. Trust their process, and make certain you are hold up your end to make your campaign a success.
Finding the best lead generation company for an estate planning attorney
Not every attorney we talk to is going to be the right fit, just like not everyone is going to get along with each other. Before we can determine if we would be a good fit we need to have a chance to get to know one another. We need to meet, and ask each other questions that will help us decide if we can make this work. So with that I invite you to set up a call with me by clicking the ‘Schedule Now’ button below. I look forward to connecting.
📈 Onward and 📈 Upward,
Founder, Estate Planning Lead Pros