The unconverted lead is a mystery.
I always ask prospects that call for help with growing their law firms, “What do you do with your unconverted leads?”
I have had every answer from: “What’s an unconverted lead”
to: “Nothing! Who cares about them? If they don’t hire me, I don’t care what happens to them.”
The unconverted lead falls into one of three categories: someone who calls for information but doesn’t set an appointment; someone who sets an appointment but doesn’t hire the firm; or someone who sets an appointment and shows up for a consultation but doesn’t hire the firm.
What lies beneath these three categories is often a mystery. Anyone that has read my blogs or met with me knows I believe these unconverted leads are extremely valuable. In fact, I refer to them as the diamonds in my book Discover the Acres of Diamonds in Your Law Firm. And just as the diamonds are mysterious, so are these leads.
What’s going on with the leads who contacting your firm can be heavy, heavy stuff. In fact, there could be far more profit within these leads than you could ever imagine.
Some other subcategories under these three could be:
- No, not now. But maybe later?
- I am scared to death, and I just can’t deal with this now.
- I am working double shifts to try to solve an insolvable situation.
- I have been foreclosed on, and I am moving into another house.
- My family is falling apart, and I am trying to hold it all together.
It’s not your job to solve the mystery, but it is your job to let that lead know, that you are there for them, whenever they are ready. The best way to do that is to stay in touch with them through the phone, direct mail or at the very least, email offering them helpful, valuable information.
If you haven’t discovered your diamonds yet, it’s time to do so. May I show them to you?
Call us today to get a free copy of my book Discover The Acres of Diamonds In Your Law Firm.
