I started tracking where my Edmonton law firm's calls really come from

For months, I assumed our Google Ads were our main lead source. I spent a lot there. But I started asking every new caller, 'Just out of curiosity, how did you hear about us?' I wrote it down for 60 days. Turns out, over half were from a local Facebook group for parents, where I had answered a legal question months ago. The ads were only bringing in about 20%. It completely changed where I put my effort and money. Has anyone else found a big gap between what they think is working and what actually brings in clients?

4 comments

4 Comments

dylan3763mo ago

Tracking the actual source is huge. We did something similar by adding a simple question to our online intake form. Found out most people were finding us through a specific online directory, not our fancy website blog like we thought. It meant we could stop spending so much time on long articles and just make sure our profile on that one site was perfect. You really can't guess where the work comes from, you have to ask.

milam483mo agoTop Commenter

Yeah that's smart, @dylan376. What did the question on your form actually say? Like "How did you hear about us?" or something more specific?

knight.dylan3mo ago

Ugh, that's so true. We wasted months guessing before we just asked. It feels obvious now, but you really don't know until you check.

grays131mo ago

Is it just me or does this same principle apply to basically everything in life like figuring out why people actually hang out with you? That directory vs blog thing from @dylan376 is such a good example of how we always assume the fancy stuff matters when the boring obvious thing is what's really working.