Law Firm Shows the Power of the Positive Review
Tuesday, July 15, 2014

Yesterday I wrote about how to handle negative online reviews; today I’d like to share something I’ll bet most of my readers here will find astounding.

We have a client -- a Phoenix family law practice -- that currently gets 80-90% of its leads from the Internet.  The majority of those leads come from review sites like Yelp, Google and Avvo and even some from YellowPages.net and less travelled review sites.

And these leads are above average.  The firm is good about a quick response to an email or phone call, following up to book an appointment the next day and calling to make sure the prospect shows.  They have a very low no-show rate in their main office -- these people come ready to engage and, usually, hire the firm for their family law problem.

This firm has done a great job of leveraging happy client experiences into positive online reviews.  While many firms are wary of online reviews, this firm embraces them and even posts links on the home page of their website with a large banner that touts what their clients are saying about them.

Yes, there are a couple of negative reviews in their pile of client ratings online, but those few serve to legitimize the entire process for them.  People find balanced reviews more believable; all positive ratings are usually suspicious.

However you craft your approach to online reviews, you need to be aware that they are not going away.  People want to share their experiences, and others looking for those same services want to know what experience others have had with a service provider.  People are not dumb; they will weigh the good with the bad in their own minds and discount those reviews that are clearly irrational or offbeat. 

If you are not harnessing the power of the online review like my family law client then you are missing a golden opportunity to increase your Internet-based leads.  If you let the good work you have done for years speak for you, it will do more for you in bringing you prospects who will already have a propensity to buy from you.

Converting prospects into clients

Lead conversion is a generally overlooked area at many law firms, yet learning lead conversion techniques that help you convert prospects into clients could save you thousands of dollars every year and make you 10 times that.

 

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