Most sales conversations in this industry cover the same ground: volume, price, and a description of quality that resists verification. These questions move the conversation to specifics, and the answers are usually more informative than anything in a proposal.
On sourcing
- Where do these leads come from? Paid search, paid social, display, a partner network, or purchased data?
- Do you own and operate the campaigns, or do you buy from other suppliers?
- Can I see the advertisement and landing page a claimant sees before submitting?
A provider reselling from a network several layers deep may not be able to answer the third question at all, which tells you how much control exists over quality and messaging.
On exclusivity
- Is each lead sold to one firm only, permanently?
- Is the lead resold if we do not sign the case?
- Do you work with competing firms in our market?
The distinctions between lead-level and territorial exclusivity are covered in more detail in shared vs. exclusive legal leads.
On qualification
- What screening questions does a claimant answer before the lead is delivered?
- Can we set or change those criteria?
- Is the phone number verified, and how?
- Do the screening answers travel with the lead record?
On delivery
- How quickly does a lead reach us after it qualifies?
- Can it post directly into our case management system?
- What happens if the integration fails? Is there a fallback and an alert?
On accountability
- What is the written definition of an invalid lead?
- How are replacements requested, and within what window?
- What reporting do we receive, how often, and at what level of detail?
- What is the contract term, and what are the exit conditions?
On compliance
- What consent language does the claimant see, and is the record retained?
- How do you handle opt-out and deletion requests?
- Are the advertisements compliant with attorney advertising rules in our jurisdictions?
The tone of the answers matters
A provider who says a market is currently unavailable, or that a criteria set is too narrow to fill at the requested volume, is more useful than one who agrees to everything. Constraints stated before a contract are information. Constraints discovered after are a problem.
If you would like these questions answered about our programs directly, contact us or book a consultation.