A client lead can come to you in different ways. Maybe they’re the result of a referral, a contact made at a speaking engagement, or an introduction made while networking with colleagues, either personally or professionally. Despite how the connection was made, a lead represents someone who could become your next client. However, hot leads can first appear as cold leads, and time is not often spent pursuing these relationships as they appear to be dead-ends. This can be a vital business mistake.
Let’s take a look at how good client leads can disguise themselves, and why leads of all shapes and sizes should be checked out, no matter what the first impression may be.
A Good Lead Can’t Always Explain Their Needs
Most people faced with a legal situation have little knowledge of their legal rights and responsibilities, and may have a hard time explaining their case to you. If a lead’s explanation of their case sounds dry or incompatible with your services, make sure you do some discovery before you chalk them up as a dead-end. Often, with a little investigation on your part, a case that first appeared to be a bad fit could be extremely beneficial to your firm.
A Lead’s Contact Can Go Unnoticed
A random email from a sender you don’t recognize can be categorized as SPAM; by both your ISP and members of your firm. Make sure you check your SPAM filter for random emails sent from unfamiliar addresses that aren’t delivered via contact links from your website or social media pages.
Some of these emails might be SPAM, but others can be legitimate contacts from someone seeking your legal services who acquired your email from an alternative source.
A Good Lead Can Be Hard To Connect With
If a lead is proving hard to connect with, whether by phone, email, or text, keep trying. Someone in the throws of a legal situation likely has their hands full with moment-to-moment issues; e.g. doctor’s visits for personal injury victims, etc. Don’t give up trying to connect with a potential client just because they don’t call you back after the first voicemail.
TIP: Directly, but subtly, let the lead know that legal matters do have critical time frames, and that a claim can be jeopardized if too much time passes. You don’t want to appear pushy, but you do want to let a client know you can help them before it’s too late to pursue the case in court.