Prospective Clients Look For Attorneys Online – Video – LawMarketing.com – The Premier Resource For Information on the Business of Law
By Cindy Greenway
At the LegalTech New York 2013 panel “Taming the Wild West of Social Media: The Secrets of Social Media Success in the Legal Profession,” moderator Steve Mann, chief marketing officer of the Research & Litigation Solutions business at LexisNexis, asked expert panelists whether they see social media playing an increased role in moving prospective clients through the “sales funnel” until they become paying clients.
“Too many law firms view client development as a ‘one step’ process: the client calls me, they hire me,” according to Stephen Fairley, chief executive officer of The Rainmaker Institute. “What many attorneys don’t recognize is that the person who placed that call may have taken a dozen steps and spent days, weeks or even months checking out several attorneys on a short list before they took the step of making that phone call,” explained Fairley. Social media is a powerful way to influence prospective clients early on in this discovery process.