The beauty of purchasing leads is that you can obtain a client for a low cost. While there are many marketing channels attorneys can use, you can never go wrong with third party lead generation. For example, at eGenerationMarketing, our Social Security disability clients retain claimants at a $300-$400 cost per case. While you don’t have to monitor your SEO or PPC campaigns and can rely on a steady flow of leads, finding a high quality lead company is half of the battle for cheaply retaining claimants.

The other half of the battle is following up with your leads over the phone. Based on our client feedback, firms are most successful when they call their leads as soon as they receive them, preferably within the first five minutes. Afterwards, if the claimant isn’t reached, they’ll make up to 15 calls within three weeks before giving up on a lead. The first week is the most important for calling, and our clients leave 3-4 voicemails during that week.

With so many outbound calls, it’s important that you’re leaving a great voicemail for your claimants. Your goal is to let them know that you can help them and they should call you back as soon as possible. Below are a few talking points to consider when leaving your voicemail.

Why are you calling?

While we try to make our web forms as clear as possible, claimants can still get confused about why you’re calling them. They might not realize you’re following up based on the inquiry they submitted, and as a result, they might be ignoring your call. Therefore, explain to the claimant how you received their information. Additionally, your lead was promised a free case evaluation. A Social Security disability lead wants to know if he/she qualifies for benefits; a personal injury lead wants to know if he/she is entitled to compensation. Thus, let claimants know that you can help them answer those questions:

Ex: You submitted a request for a free case evaluation, so I wanted to follow up with you to see if you qualify for Social Security disability benefits.

Urgency

You want to get your claimant on the phone as soon as possible for a variety of reasons. Primarily, you want to be hired, so you need to make sure your claimant stops looking for help elsewhere. If it’s a personal injury case, you don’t want their case to exceed your state’s statute of limitations. If it’s a Social Security disability case, you want to schedule a hearing for your claimant quickly, since the average nationwide hearing waiting time is 18 months. Therefore, create a sense of urgency in your voicemail and explain briefly why the claimant should call you immediately.

Ex: Please call me as soon as possible to discuss your case, as you might only be eligible for Social Security disability benefits for a certain amount of time.

Ex: Please give our firm a call as soon as you can—you only have three months left to file a personal injury claim in the state of Louisiana.

Expertise

The longer you wait to speak with a claimant, the more likely he or she is to turn elsewhere for assistance. Since your claimant might be browsing for help from other law firms too, highlight why you’re the attorney he/she needs to hire. You shouldn’t be leaving your whole resume over voicemail, but you should focus on how the claimant will benefit from calling you back. With that said, a line that soft sells yourself could help distinguish your firm from your competition.

Ex: Since 1970, our team at Johnson Law has been dedicated to obtaining financial compensation for people who have been seriously injured. Today, we’re here for you.

Putting it all together

Keeping the three points above in mind, below are three examples of voicemail scripts for you Social Security disability or personal injury.

SSD: Hi Jerry. I’m following up with you because we at Johnson Law Firm received your online web form inquiry about qualifying for Social Security disability. We can answer any questions you have and help you get started filing your own application – we have helped thousands of claimants get the benefits they deserve. Please call us at 123-456-7890 for a free consultation as soon as possible, as you may be eligible for compensation for a limited time after you stop working. Again, we can be reached at 123-456-7890.

PI: Hi Jerry. I’m calling from Johnson Law Firm because we received your online request for a free case evaluation. Based on the information you provided, you may have a strong case against the other driver, but I need to discuss your claim details with you as soon as possible, as you may be eligible for compensation for a limited time. Massachusetts has a time limit for filing personal injury claims, and your accident occurred last year. I have represented thousands of claimants in the Boston area and I would be happy to help you while you’re still within the statute of limitations. Please call me at 123-456-7890.

Need more tips?

Our most successful clients frequently mention that the claimants are going through hardships, so they simply want someone to talk to. Therefore, try to be as kind, caring, and personable when you leave your voicemail and when you speak with the claimants. For more help on calls and voicemails, check out our blog:

• Tips for Leaving a High Quality Message
• How to Successfully Call Leads
• Interview: What One Lead Screener Says About Follow-Up

If you’re looking to expand your caseload and interested in purchasing leads from eGenerationMarketing, call us at 617-800-0089. We’re currently generating high quality Social Security disability, personal injury, workers’ compensation, and employment and labor law leads, and we would be happy to help you out!