gwm's blog

Tips For Your Firm’s Call-To-Action

gwm — Tue, 22 Mar 2016 19:53:15 +0000

Tips For Your Firm’s Call-To-Action

Marketing your law firm is more important than ever, as more attorneys and advocates begin practicing every year. While you can spend a fortune on a glitzy website or go for broke with paid ads at the top of search engine results, your campaigns rely on an effective “Call to Action” – that is, the driving force motivating your customer to take immediate action on your site and contact your firm. Here are a few key tips that can help your firm’s marketing inspire immediate response.

1 – Have Encouraging Terminology on Your Website

Your website is possibly the most important part of your marketing, as it is often the first impression a claimant gets of your firm. 74% of consumers visit a law firm’s website to take action, so the message on yours is key to get right. [Source: Google Legal Services Study Sept 2013]

When claimants visit your website, they should find information that reinforces how secure they will feel with your firm representing them. Here are a few ways you can use your website’s text to create powerful CTAs:

Show your firm is experienced. Mention all of the years you have spent serving your area or all of the clients you have helped.
Prove your firm is successful and will get you the relief you need. List the payouts that you have won for your clients in the past.
Show that it is risk free to at least speak with an attorney. Tell them their Initial consultation is free.

Your website should make a claimant feel secure that your firm will obtain the maximum benefit with his or her case, and the terminology you use to do that is key.

2 – Leave a Compelling Voicemail

Whether a claimant reaches out after visiting your website or you have a personal injury lead for a case come in from eGenerationMarketing, calling your potential claimants is the most immediate way of getting in contact with them. Unfortunately, the odds of getting them on the phone drops 100 times by the 30-minute mark, which means you will have the best chance of signing a case if you call your lead quickly. [Source: Lead Response Management]

If he or she does not pick up your call, the next step is to leave a voicemail. You want this message to make the claimant feel as though:

You are someone they can trust
You are offering them assistance
They have a better chance at success with your help, and you know this because you’ve helped others like them

“Hello, this is Attorney John Smith calling from Generic Law Firm PLLC. It’s about 10:00AM on Monday morning and I was trying to reach Carmen Sandiego, as she has requested to speak with a legal professional about her personal injury claim. We have been practicing in the Anchorage area for over 30 years and believe you may have a great case, so feel free to reach me and my team at XXX-XXX-XXXX and we would be happy to give your case a free evaluation.”

By implementing these tips, you can turn a bland voicemail into an effective Call-to-Action. Customers are more likely to want to do business with a person they know, so introduce yourself and indicate why you are calling. Let the lead know that you are simply offering your help with filing their claim, not asking them for any payment. Finally, let them know that you have assisted others in similar situations before and their chance of winning is greater with your help.

3 – Use a Compelling Email Subject Line

Once you have called the claimant and left an inspiring voicemail, you should create a similar call to action in the header or subject line of your follow-up email to the claimant.

The best way to do this is to use the claimant’s name in the subject and then a dash followed by actual subject of your email.

For example, you could email a Social Security disability claimant by writing, “Hi John – SS attorney representation”. This not only tells the Social Security claimant that you know his name and are not just a robot sending emails out wildly, but that you are transparent in your reason for contacting him.

If you would like more opportunities to test out your firm’s CTA and to increase your caseload, contact us at eGenerationMarketing or give us a call at 617.800.0089.

gwm Tue, 03/22/2016 - 15:53

Organize and Associate Contacts

gwm — Wed, 09 Dec 2015 18:35:15 +0000

Organize and Associate Contacts

Every lead (potential client) in eLuminate, our online client management system, purchased from eGenerationMarketing or derived from one’s own legal marketing effort contains information pertaining to the claimant with a potential case. However, legal cases, as opposed to leads, will likely have more individuals associated with them than just claimants (e.g. medical contacts, judges, insurance companies, etc.). Within our client management software, individuals associated with a particular legal case are called contacts, and each individual has his or her own contact page.

When you receive a signed retainer agreement, it is time to convert the related legal lead into a matter, a case file, transferring the leads information from the lead management to the case management side of the system. At that time, eLuminate creates a new “matter” page that contains information about the case, while also giving users the ability to connect separate “contact” pages for each individual associated with the matter.

A contact page is automatically made for a claimant who has been converted from a “lead” to a “matter”. For other types of contacts associated with a particular case, users can create a new contact page within the “Contacts” module. Moving forward, a contact’s page, and all others associated with the case, will be listed within the contacts section on the matter’s page. Conversely, users will find all matters associated with a particular contacts within the matters section on the contact’s page. This will help facilitate your firm’s case management efforts.

Akin to the lead management and case management side of the system, each contact page contains contact and personal information, customizable fields to keep track of additional information, an area to leave time-stamped notes, links to associated matters, documents on file that you have sent to the contact or received, and tasks and events which are all related to the contact. As a case progresses, it is helpful to associate “contacts” as more parties get involved with a particular case so that anyone with access to your eLuminate account can quickly get up to speed on a contact’s status and history. If needed, our team can set up your eLuminate account so that documents are on file and ready to be auto-populated and sent (this is particularly useful to send forms like residual functional capacity forms to medical providers).

When keeping track of multiple open cases, it is easy to forget when you need to follow-up with a contact. With our CRM software you can schedule tasks for specific contacts so you get reminders that lead up to the time of the event or task due date.

Using Custom Fields and Custom Views, eLuminate users can achieve the same level of customization and flexibility with contacts as they do with lead and matter pages. If there is certain information regarding claimants, doctors, judges, or employers that you want to track, you can create a custom field to record that information so it show up on a contact’s page. Then, using a Custom View, you can organize your contacts to see only the ones that have specified data in the custom field you created. For example, you can set up a custom view such that all SSD claimants with an open case that have scoliosis as their disabling condition are visible. This way, you’re able to organize contacts based on any specific qualities of the case or claim.

There also might be multiple doctors to keep track of for a single case. With custom fields you can organize all doctors by how he or she is associated with the case, eliminating the guesswork or document-digging to find out which contact is the claimant’s primary care physician (PCP) and which is the specialist. This is a common example of how eLuminate’s lead management and client management capabilities can make any firm run more efficiently with a simple organizational upgrade.

If you would like to learn more about the various features of eLuminate, our web-based client management software, feel free to reach us at 617.800.0089.

gwm Wed, 12/09/2015 - 13:35

Interview Your Next Lead Provider

gwm — Wed, 19 Aug 2015 19:32:54 +0000

Interview Your Next Lead Provider

Where do the leads come from?

Leads can be generated an assortment of ways, some better than others.

We operate numerous websites specifically designed for each of our case type offering. In each website claimants will request a free case evaluation from a local attorney. We drive most traffic to the website through pay-per-click advertisements and search engine optimization. Feel free to contact us if you’d like to review any of our websites for Social Security Disability, Personal Injury, Worker's Compensation, or Employment Law case leads.

What kinds of cases do claimants have?

When considering purchasing leads from a new provider, it is important to be aware of the kinds of case leads that they generate. Leads can contain a wide variety of cases, and the best lead providers not only can tell you the statistics of types of lead generated, but filter certain lead types, such as Social Security Disability and Personal Injury case leads.

We generate legal leads for Employment Law, Personal Injury, Social Security Disability (SSD), and Worker’s Compensation cases. We have historical as well as recent data regarding the types of leads we generate for each case type. Let us know if you'd like to learn more!

What customization options are available with the leads?

Leads can contain a wide variety of cases, and the best lead providers not only can tell you the statistics of types of lead generated, but filter certain lead types, which we can do for some of our case leads.

Are claimants requesting to be connected with an attorney/advocate?

As previously mentioned, leads are generated and claimants are connected a variety of ways. Many claimants are trying to get information on the process of obtaining benefits or winning a case, but due to certain states’ advertising law, it’s important that the language used on lead generators is specific.

We try to be as clear as possible that claimants are filling out the form to be connected with a local attorney in order to receive a free case evaluation. For our Social Security Disability leads, for example, we clearly state that neither the site nor any lawyer or advocate is associated with the Social Security Administration (SSA). This doesn’t mean that if you were to receive our legal leads you will not encounter people getting confused. Although the large majority of leads do not covert into cases for one reason or another, our clients are able to convert a sufficient percentage to achieve an attractive return on investment.

How do I receive my leads?

Leads are only as good as your follow-up process, and the method by which you receive leads makes a huge difference.

With eGenerationMarketing you are able to receive your leads a variety of ways. They can be emailed to you, sent to you in a text message, posted on your account of our client management software, or posted a different management system you are already using. You can also be connected through live-transfer, in which a claimant, upon completing the web form, receives an automated phone call prompting them to press “2” to make a call to you, the attorney/advocate.

Most importantly, however you choose leads to be sent, all the options operate in real-time. The moment claimants complete our online form, you receive their case and contact information.

What if I get a lead I shouldn’t have?

With some lead providers, all sales are final. It can be especially frustrating if, on top of playing the numbers game of following-up with leads, you receive a lead that is clearly not real, but your provider does not refund what you paid for the lead.

With us you can contest a lead within ten days using our client management software, eLuminate. At a minimum, we will refund any:

Non-working phone number
Duplicate lead previously sent by eGenerationMarketing, Inc., and
Lead that doesn’t meet any other lead qualification criteria in the Term Sheet.

What if I need to stop getting leads?

This is an important question to ask because many lead provider have you enter into long commitments, sometimes without much flexibility in regards to pausing their service or controlling the influx of leads.

We have no long-term commitment associated with the service. In fact, you can pause or cancel at any time, within 48 hours. We have also have the ability to set a monthly and daily cap so you can increase and reduce the volume set to come in at any time if you feel you have too much to handle.

Feel free to submit a contact form or call us directly at 617.800.0089 to conduct your own interview and learn about the service we provide, and check out this previously written blog post which delves into additional questions to ask.

gwm Wed, 08/19/2015 - 15:32