One thing that you should know about LinkedIn is that it can really work. Especially for law firms who are looking to gain a following (and some new clients in the process). LinkedIn, when used in the right way, can really help you to access those targeted clients and develop and nurture working relationships with them.   

The only issue that you may find when it comes to LinkedIn and lead generation is that you may not know exactly how best to approach using it to your advantage. So, let me help you to get to grips with lead generation on LinkedIn. 

Follow the recruitment news  

LinkedIn is a place whereby people share their recruitment and career news. This means that you may be able to see when someone has moved jobs, or a company out there has hired someone new. When this happens, it is a great opportunity to reach out and see if you can build a new potential client.   

Not only is it an excuse to get in touch (offering a congratulatory message), but there is also a chance that the person who is new in the position will be ready to shake things up and make it fresh (which could then give you an inch to squeeze in and show them what a great law firm you are).   

Check out the “people also viewed” sidebar  

One of the things to know about LinkedIn is that if there is a potential client out there looking at you, they are also going to be linked to others that are just like them. This means that there is a whole world of potential new leads just waiting for you to discover them.   

A great way to do this is by checking out the “people also viewed” sidebar on LinkedIn. This will show you the types of profiles that your clients are clicking on, which, hopefully for you, could lead you to some new potential prospects for the future.   

Sneak a look at your competitor  

Now, I know that this may sound a little on the sneaky side, but if you take the time to look at your competitors on LinkedIn, then you can often learn more than you realise, especially when it comes to potential clients and leads.   

One of the best things about having a look at those who may follow your competitors is that you know there is a good chance that they are going to need the type of legal advice that you are going to be able to give, which makes things a whole lot easier for you in those initial stages.   

Read through comments  

When we are busy, it is all too easy to skip past comments that your clients, competitors or your network post on LinkedIn; however, if you do this, then you may be missing out on potential leads that you could use for your advantage.  

It is a good idea to take some time to read through the comments that you come across on LinkedIn. This will help you to find other potential clients who you can reach out to on the platform and try to bring into your law firm. Not only this, but you will also know that they are the type of people/companies who are active on LinkedIn already, which means that there is a good chance that they will interact with you when you get in touch.   

See who may have interacted with you in the past  

Now, this should probably be something that you already do, but it seems that many law firms overlook the most obvious methods of using LinkedIn to their advantage. You should always take a look at those who have interacted with your previous posts, as they have already shown an interest in what you offer; therefore, they may be more likely to become a client in the future.   

It is easy enough to find this information through the “posts and activity” dropdown menu as well as making sure that you keep an eye on your followers too.   

The important thing to remember is that LinkedIn can be a hugely useful tool for your law firm. You just need to get to grips with how to use it and think about whether or not it can work for you in the long run.   

Take a look at some of my other blogs you may be interested in:

Lead Magnets for Law firms

Thought leadership for B2B firms 

Need help?

If you would like help with your marketing then bringing on a marketing consultant with a fresh pair of eyes can make all the difference. I work with B2B businesses and professional service firms in London, Kent, UK and Europe as well as specialising as a Legal Marketing Consultant. Please get in touch or book a free 30-minute consultation.