| There are an increasing number of companies | | | | Client Intent. As in all sales processes, there are a |
| offering RTA leads to solicitor practices and claims | | | | certain number of clients which will not convert. This |
| management companies. They can offer an instant | | | | can vary from as low 1:10 to as high as 1:2. This will |
| boost to your case load and pipeline revenue. | | | | be determined not only by the terms of the legal |
| However when you buy RTA leads, there are three | | | | service being offered along with any associated |
| vital elements that each lead must have to ensure | | | | costs but also by the communication skills of the |
| they actually turn into successful cases and do not | | | | representative dealing with the client. |
| become a wasted and costly exercise. | | | | Above all the conversion rate will be directly affected |
| Compliance. Law society rules and regulations are | | | | by the willingness of the client to take the steps to |
| very specific about how lawyers can acquire their | | | | pursue their claim. There is a major difference in just |
| cases. In an attempt to limit the number of | | | | having the details of someone who has been |
| 'ambulance chasers' in the marketplace, the guidelines | | | | involved in an RTA and having the details of a |
| in place determine ethical and acceptable ways that | | | | potential client who was the injured party in an |
| clients can be approached and signed up. It is an | | | | accident and is looking for your help to make their |
| absolute no-no to cold call potential clients and solicit | | | | claim. |
| their business. This has dramatically reduced the | | | | Again, the strongest leads will come from clients who |
| number of people being pestered by phone or | | | | have searched themselves for help in making a claim |
| hassled in the street and has slashed the number of | | | | and have then voluntarily entered their own details. |
| bogus claims in the system. | | | | Exclusivity. It really does not matter how good the |
| Ideally clients should approach a solicitor of their own | | | | lead is, if it has been sold to everyone and their dog |
| free will for help in pursing their claim. There a large | | | | it is worthless. You will have no chance of getting |
| number of websites which advertise legal services | | | | your message across to the client as they are sick |
| and provide enquiry forms for the client to request | | | | to death of being pestered. Worse, you may even |
| more information. These sites provide the best | | | | be reported to the authorities for making a nuisance |
| source of compliant leads. Not only has the client | | | | approach. |
| taken the time to research ways to pursue their | | | | You have probably been conned in the past with |
| claim but they have also taken the time to enter all | | | | leads that have been sold multiple times. You must |
| the relevant details and are keen to move their claim | | | | insist that when you buy RTA leads they are |
| forward. | | | | exclusive and will never be resold. |