November 27, 2021

Volume XI, Number 331

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November 24, 2021

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How Consumers Choose an Attorney: Finding a Lawyer

The LexisNexis® Martindale-Hubbell® Attorney Selection Research Study can now be downloaded for free by clicking the title link. Go get it!

As I noted yesterday, this research found that 76 percent of consumers used the Internet to search for an attorney in the past year. Most consumers used a four-stage process in their search for an attorney: gather information about a legal issue/case, find a lawyer, validate a lawyer and select a lawyer.

During the second stage – finding a lawyer – the #1 source was family and friends, so the Internet has not changed that too much. The study found that 45% of people looked to those they know well for recommendations on a lawyer. The second most popular way was using search engines (35%) and visiting law firm websites (35%).

So what can you do to influence this part of the process? Keep in touch with your clients! Educate them about what makes a good referral for you and encourage them to make referrals. 

Form alliances with strategic referral partners – others who serve your same client profile like CPAs or financial planners – and make it worth their while by reciprocating in kind.

© The Rainmaker Institute, All Rights Reserved National Law Review, Volume II, Number 275
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About this Author

Stephen Fairley legal marketing expert, law office management
CEO

Two-time international best-selling author, Stephen Fairley is the Founder and CEO of The Rainmaker Institute, the nation’s largest law firm marketing company specializing in marketing and lead conversion for small to medium law firms. Since 1999, he has built a national reputation as a legal marketing expert and been named, “America’s Top Marketing Coach.” He has spoken numerous times for over 35 of the nation’s largest state and local bar associations.

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