Super Bowl 51 was no doubt one of the greatest comebacks in professional sports history. Rallying from a 28-3 deficit, the New England Patriots were able to break several records during their overtime victory. Here are a few takeaways from the Super Bowl that aptly support successful lead generation practices for law firms.
Wait for the Final Score
Heading into halftime of the Super Bowl the New England Patriots found themselves in a 21-3 hole. Tom Brady had thrown a pick-six and had a passer rating of 66.8, which is abysmal. By the end of the game, Brady had thrown two touchdowns, had a 95.2 passer rating, and led the Patriots to arguably the greatest comeback in sports history. As we know, the halftime score was not reflective of Brady’s ability as a quarterback. It’s easy to draw a similar comparison with lead generation. It’s possible that you could receive 25 leads in your first month and none of them lead to a potential case. You have to keep in mind that lead generation is a long-term play and 25 leads is a small sample. A 100 or 150 lead sample is ideal in judging the viability of the leads. Not every lead will turn into a case, similarly not every pass will be a completion. At the end of the day it’s all about the final score.
Don’t Count on Hail Mary Plays
Down 28-3, you would think it was time for Brady to throw some Hail Mary passes. He’s a veteran and knows that short intermediate throws yield the best return for his offense. The longest pass he made in the entire game was for 27 yards and yet the Patriots still pulled out a win.
When purchasing personal injury case leads, it is important not to sit on your laurels and wait for that $250,000 plus case to fall in your lap. Taking smaller cases is a great way to consistently have cases in your pipeline. Even if they yield a modest return, it is still profitable in the long run. If you’re not willing to take smaller, but still profitable cases, you won’t be successful with lead generation. As Brady proved, those five and seven yard passes add up over the course of a drive.
Diversify Your Point of Attack
Tom Brady completed passes to seven different receivers in route to their overtime victory. Brady made big plays to James White, Julian Edelman, Danny Amendola, Malcolm Mitchell, and Martellus Bennett. Relying on different targets and diversifying his point of attack was essential to the New England comeback. Similar tactics should be undertaken when trying to contact leads. Calling a claimant a couple of times and then giving up is rarely successful. Vary up your medium with emails and multiple calls to your leads, and use case management software like eLuminate to send mass emails and streamline your firm’s efficiency. You never know what will yield a response from a claimant. Tailor your outreach to the type of lead you receive: Some Social Security disability leads may be completely unresponsive via email due to their age and lack of familiarity with technology. Persistent and diverse methods of contact give you the best chance of success with lead generation services.
The Final Score & Your Firm
Super Bowl 51 provided great points of reference in how you should approach lead generation. Sample size, smaller profits, and diversifying your outreach are all critical to success when working with a lead generation company. Feel free to contact us today at 617.800.0089 if you’d like to learn more about how to be successful with legal case leads!