Use A Lead Magnet To Ensure  A Constant Stream Of Leads For Your Firm In The Good Times And In Times Of Crisis Part II

 

You don’t ask a woman to marry you the very first time you ever meet. Relationships don’t start that way.

Business relationships are very much like human relationships. There is a time when you make the initial contact, exchange pleasantries and contact details. Over time you keep in touch and the more you communicate with each other the relationship deepens and perhaps you hang out a few times till the friendship blossoms into something deeper.

That is the secret to your success in your business as a lawyer. If you can grasp this and implement, you will readily attract clients consistently and eventually get them to do business with you again and again – almost like a till death do you part, a vow in a marriage.

In a relationship, the initial contact and the exchange of contact details are the foundation that starts off the whole relationship. In business, that is where the Lead Magnet comes in.

 

In my last post we talked about the need and the importance of a Lead Magnet. If you haven’t read it, you need to.

The key here is through the exchange of email for a Lead Magnet, you can start a conversation and develop it into a full-fledged business relationship that is mutually beneficial to both parties.

 

So, what makes for a good Lead Magnet? Here are some key things:

The key here is through the exchange of email for a Lead Magnet, you can start a conversation and develop it into a full-fledged business relationship that is mutually beneficial to both parties.

So, what makes for a good Lead Magnet? Here are some key things:

1. Addresses a pain point.

   Your Lead Magnet must address a pain or a problem. It must provide a solution or answers to an issue, challenge or pain of your potential clients.

2. Answers a burning question or addresses a need. The purpose of this is very obvious. Because you are providing a solution for a real-life challenge, people are willing to “pay” you in kind, through the exchange of their email for the solution you have for them. Ask yourself. What are the top burning questions my clients or prospects want answered? Answer the questions for them.

You goal is to provide help. Provide valuable answers that prospects and clients really need. This is about the prospects and clients.

         3. Gives a quick win. This is the age of instant gratification. People want answers and solutions and they want it now, not later. Help someone get that win, they will be indebted to you. The small and quick wins serve to build rapport and strengthen your credibility.

         4.   Has a compelling headline. The headline is critical. It is what compels the prospect or client to take action. It should grab their attention and clearly show them what is in it for them. It must show what they stand to gain clarity.

        5. Be clear & specific – don’t create a Lead Magnet about something general. Go straight to the point and be clear.              The more specific you are, the higher your chances of conversion. Remember, don’t try to solve too many problems. Focus on one major pain and provide a quick solution to it.

         6. Quick & easy to consume – PDF checklists, templates etc. tend to convert really well because they are so quick and easy to digest.

          7. High value – your Lead Magnet should have both high perceived value and high actual value. Because it is a   free offer doesn’t mean it should look free. Let the people who grab your Lead Magnet feel like they paid for it.

         8.  Available immediately. Your Lead Magnet will work best if it is something that can be delivered right away without any delays; delivered straight to their inbox.

          9. Expert Positioning – when someone consumes your Lead Magnet, it should demonstrate your expertise. Let your expertise be on display.

 

Types of Lead Magnets

• E-books – that provide valuable and timely information that is easy to consume within a short period of time. For example, “5 Questions You Must Ask A Land Owner Before Buying A Piece Of Land”
• How–To Guides – show your prospects how to get around a specific task or problem
• Checklists – to help prospects go through specific action steps with a measure of certainty. For example, “Dealing with Insurance Companies After an Accident”
• Case Studies – show the prospects that you have handled situations similar to the ones they have and show the results you achieved. This positions you as one who can handle similar situations professionally
• Video or Audio Series – some find it easier to watch a video than to read. Use a video to solve a problem or answer burning questions
• Useful resources – cheat sheets, templates, forms, resource list, toolkits. They are easy to consume and saves time when putting to your use by your prospects.
• Webinar or virtual event –are a very powerful way to generate leads for your business. Prospects will be very willing to give their name and email addresses to you to participate in any virtual event that they perceive to be of great value to them
• Educational resource – this could be in the form of PDFs, audio or video. The purpose here is purely educational

 

Like I wrote in the previous post, 99% of those who visit your website or hear of you aren’t ready to commit to any relationship or may not be in need of your services at that time. They may make that decision days, weeks, months or years after meeting you.

If you are not in “touch” with them at the time of the decision making, they most likely won’t remember you. With a Lead Magnet, you have the opportunity to build a relationship and keep the relationship going through email or other forms of contact. Lead Magnets allow you to get your foot in the door and facilitate expanding the conversation later on.

Do you have a good email marketing strategy to nurture the leads from your Lead Magnet, in place? That’s a very vital next step. If you don’t have one, then we need to talk. Send us a mail – support@legalpediaonline.com.