As a new solo attorney, finding new clients is a constant challenge.

Although having a diverse marketing strategy will generally lead to more success, if you do not accurately track the source of your clients, you will never be able to maximize your marketing strategy.

Use an intake form for every potential client

As a solo, it is easy to get overwhelmed when you have to handle every legal task and every administrative task. As a result, most people (including myself) try and cut little corners to save time.

For example, some solo attorneys I know only track the clients that actually come into their office. If they only talk to someone once on the phone and then refer them, they do not track that contact.

Those are missed opportunities to find out how the client got to you. Even if they do not become a client, it is important to know where they came from.

For example, if running an online ad generates twenty phone calls, but no clients, then that probably means you need to change the ad, not cancel it. If you do not track that, however, you would likely cancel the ad and disregard what could be a great source of clients.

Get over the awkwardness and just ask

I admit, asking clients how they found me can be incredibly awkward at times. But if you make it part of your intake, it will not feel that awkward—it’s just like asking for their phone number.

Many times, the client will also elaborate on how they found you—they typed in a certain phrase and your Google AdWords Ad popped up. If they were referred by another attorney, be sure to make every effort to get the name of that attorney and thank them. Handwritten cards are a great way to go, but at a minimum, make sure you acknowledge the referral.

By learning where your clients come from, you can maximize your marketing and get the most from those sources.


The Small Firm Scorecard example graphic.

The Small Firm ScorecardTM

Is your law firm structured to succeed in the future?

The practice of law is changing. You need to understand whether your firm is positioned for success in the coming years. Our free Small Firm Scorecard will identify your firm’s strengths and weaknesses in just a few minutes.

Leave a Reply