With the rise of online lead generation in the legal space in recent years the market has become flooded with lawyer directory websites, attorney referral networks, and a wide range of full service or specialized lead generation businesses. With this new array of avenues to produce additional cases for your firm now at your finger-tips, it can be difficult to determine which service can provide your firm with the best possible Return on Investment. It is also important to note, that while most of these companies utilize the internet to produce their potential new cases, each and every one of them use different ad campaigns, mediums, and techniques to acquire these legal case leads, all of which inevitably have an effect on case lead quality.

Purpose

The purpose of this post is to delve a little deeper into the various ways that eGenerationMarketing can create customized campaigns that are specifically designed to bring the most success possible to each individual firm that we work with. Now that many of these marketing avenues have been around for a number of years, I am finding that the majority of attorneys and advocates I speak with have had some sort of experience, good or bad, with an internet lead generation provider and am more and more often hearing a lot of stereotypes, generalizations, and misconceptions with the industry. I will identify a few of them below and provide some insight how eGeneration can combat these woes and will elaborate on how the exclusive SSD lead generation and lead management services we provide can be successfully incorporated into firms and practices of all shapes and sizes - it is just a matter of taking the time to customize all aspects of your campaign and to configure the setup that you will benefit most from.

Misconceptions

Whether these concerns arise through negative experiences in the past, speaking with other attorneys/advocates who have used lead generation services before, or are just preconceived notions derived from research and information you learn being in the industry, I am hoping the flexibility and customization levels eGeneration provides will open your mind to internet leads and allow you to believe that you too could be very successful utilizing our services. Here are a few things I’ve been hearing more and more consistently about online leads that I would like to speak about:

• With conversion rates in the 7-10% range, smaller firms and solo practitioners simply do not have the man power to adequately follow up and sift through so many leads, especially those that are being sent to multiple attorneys/advocates at once.
• All of these services will lock you into long term contracts where you have to commit to a large volume of leads from a wide geographic area that is virtually impossible to get out of, let alone test out before committing.
• All firms retain cases based off different criteria so finding a company that offers a lead package with your exact desired screening parameters can be nearly impossible.

Delivery/Follow-Up

We all know that having a persistent, systematic follow-up approach with online leads is one of the most crucial components to finding success. The chances of converting a lead into a case when calling them within the first minute of receiving the lead as opposed to the second can be up to 400% higher (www.marketingcharts.com/traditional/calling-new-leads-in-under-a-minute-boosts-conversion-rates-by-391-24755/). Also, it has been found that each lead should be contacted 10-15 times over the course of a few weeks before being given up on it. Smaller firms and solo practitioners utilizing eGeneration can be at peace knowing that all of our leads (Social Security Disability, Personal injury, Workers Compensation) are exclusive (each lead is sent to solely one attorney/advocate) and are sent in real-time via email, text message, and into our lead/client management system. The service and can be paused and restarted at any time to always keep your caseload at the optimal level. The vast majority of eGenerationMarketing’s leads are produced either through Pay Per Click campaigns on major search engines like Google, Yahoo, and Bing, or through organic means by optimizing our websites: Social Security Disability Help, Personal Injury Help, and Workers Comp Help through various SEO techniques (we have found after 5 years of analyzing client data that these are the most effective methods to produce high quality leads for our client base of nearly 300 attorneys and advocates across the country).

Commitment/Customization

There are never any long term contracts you’d have to sign, minimum number of leads you’d have to purchase, or minimum length of time you’d have to stay on board to test out some of eGeneration’s exclusive leads. We give you the flexibility to pause or cancel at any time with just 2 days’ notice and provide more flexibility and customization than any other provider. You can choose the maximum number of leads you’d like to receive in a given day and/or month to ensure that you are not overwhelmed with more leads than you can handle and so you can follow up with the leads effectively/efficiently. You can also target the exact geographic areas your leads would come from (by utilizing telephone area codes and/or 3 digit zip code prefixes - giving you the ability to target certain ODARs). You also have the option to customize a lead package by selecting which age range your leads must fall into. Yes, you heard that correctly – You can create a lead package where you would select the age range you want each claimant to fall within as well as the way they would answer each of the four qualifying questions on the web-form on our site: Social Security Disability Help. This allows you to devise a campaign which will precisely address your firm’s lead generation needs, and also enable you to create a higher quality lead which will cut down on follow-up time and labor if that is a main concern. To learn more about customizing the best SSD lead package for your firm check out this blog post written by my eGeneration colleague, Chris Casey. http://www.egenerationmarketing.com/resources/ssd-lead-campaign-recommendations

Outsourcing

In recent months, we have seen an increase in the number of attorneys/advocates utilizing eGenerationMarketing’s exclusive SSD leads in conjunction with 3rd party lead calling services. Way back in the 2000s, smaller firms and solo practitioner’s looking for assistance with lead and/or retainer packet follow up had essentially one option: hire or train a staff member whose primary responsibility is handling incoming leads. Now 3rd party lead call centers are growing in popularity since more and more attorneys and advocates are looking to get into internet leads in an effort achieve the lowest possible Cost Per Retained Case possible –but simply do not have the time and/or resources to follow up with the leads promptly and efficiently. These companies operate 24/7 phone dialing systems (some automated, some manual) and offer different service levels ranging from simply placing the call to incoming leads and transferring them to you if they reach the claimant, to performing an entire intake using the exact language you provide (from the first call with the person to receiving the signed retainer documents from them). In recent months I have noticed an increased number of people either utilizing or inquiring about 3rd party services to assist with the leads and this is clearly becoming a viable option for firms of all sizes. If you are interested in learning more about our leads, and how a 3rd party call center service could benefit your firm, please do not hesitate to contact me directly at 857-366-7630.

Education/Training

To those who are not looking to outsource leads to another company, eGeneration offers a new client orientation which could almost be considered an introduction to training someone to assist with lead and retainer packet follow-up. Not only will one of our client service managers provide you with the inside secrets our most successful clients utilize to maximize lead conversion rates and packet-return rates, but they will also walk you through a demonstration of eLuminate, our fully customizable, cloud-based lead/client management software. This system allows you to run reports to help optimize your campaign, show you how well you are doing with the service by providing data on conversion rates, contact rates, packet return rates etc., and can perform other automated tasks like creating events, taking notes, and emailing retainer documents to be signed electronically, to name a few.

Final Thoughts

I hope this post was able to shed some light on why online SSD lead generation services are not only for the Binder and Binder’s of the world and how eGenerationMarketing offers ideas and solutions through unparalleled levels of flexibility and customization that will help manufacture a campaign that meets the exact specifications your firm desires, and will inevitably provide your firm with more SSD cases for less money than other avenues of marketing. Feel free to check out our company website, eGenerationMarketing, or to give us a call at (617) 800-0089 if you’d like to speak or learn more about our services.