Client Acquisition Game-Changer

in Lead Generation

Last update on Jan. 30, 2015.

“Yes, the product is cool, but what is your plan to get customers to choose you over the competition?”

A few years ago, we started a software company that developed a mobile app considered by many in the industry to be an incredibly innovative solution to a large problem. The product our team created was groundbreaking in a lot of ways, but initial conversations with investors always circled back to that nagging question.

Of course, the investors were right. You can have the best product or service in the world, but that does not mean that you will be the best at attracting those people who don’t yet know that they need it. And what happens when the next best thing comes out and your competition IS great at adding customers?

We have found this to be a very common problem plaguing business owners—a problem that we decided to tackle. We spent months meeting with small businesses nationwide, trying to figure out where they most needed help.

Our primary question:

“What is your biggest pain point?”

The answer was uniform: They all needed a better way to add more customers.

With this large problem in mind, we went to work. The plan was to develop a scientifically backed approach to client acquisition. Our initial research resulted in the publishing of a white paper, concluding that web- and mobile-based lead generation is unequivocally the superior method for client acquisition.

This is true because of the times in which we live. The dominance of web- and mobile based technology in modern times has changed how we do business. Most notably:

1. Reaching customers using traditional methods (e.g., television, billboards) is becoming increasingly difficult.

  • People search the Internet first for most services and products.
  • Mobile devices are taking over and people are spending increasingly more time accessing web-based content via mobile means.
  • TV has always been an inefficient way to target customers. This problem has been exacerbated by the rise of DVR usage and web-based services such as Netflix.

2. Access to software and data analytics has advanced to the point that companies can leverage these tools in an ever-increasingly cost efficient manner. To quote the venerable venture capitalist Marc Andreesen, “Software is eating the world”

  • The cost to build the systems we use to find and match clients with businesses has decreased dramatically.
  • The tools available to pinpoint target clients have recently become so advanced that we can now geo-target a user down to a square meter of space.

Our tests within the legal market throughout the fall of 2013 (during which we sent legal leads to law firms across the country) proved the success of this model in the legal market. The conclusion: Online lead generation for lawyers remains the best way to accelerate the growth of a practice. Instead of paying for a TV commercial—fast forwarded or outright ignored by thousands of potential clients—attorneys can paydiscrete numbers of potential clients that have actually requested legal services.

Data in hand, Alpha Lead officially launched in 2014. Our tailored approach to web- and mobile-based client acquisition changes the game for legal lead generation. Law firms can now dependably determine exactly how much it costs to add each new client.

Finding and signing new customers is never easy, but we now live in the best time ever to leverage technology in that endeavor. In a short period of time, we have already matched thousands of clients with attorneys all over the country.

We are in the dawn of this technological approach to lead generation for lawyers and other small businesses. At Alpha Lead, we are at the forefront of leveraging this technology, and providing easy-to-use tools to help these businesses grow and succeed.