Case Study: From $500k to $15MM in 3 Years

Client Overview

A prominent law firm in Northern California specializing in high-value legal cases sought to improve their lead generation and conversion rates through enhanced digital marketing efforts during our 3 year engagement.

Challenge

The firm was looking to consistently increase the volume of high-value leads, with each inbound call estimated to be worth approximately $5,000.

They aimed to improve their conversion rate to close these leads more effectively.

Objectives

The main objectives were to:

Increase the number of inbound calls through targeted content marketing and local SEO strategies.
Achieve a consistent lead conversion rate of 30%.
Substantially increase the firm's revenue through strategic digital marketing efforts.

Strategy

To meet these objectives, we implemented a robust content marketing and local SEO strategy tailored to attract high-value cases:

High-Quality Content Creation:

Developed authoritative content tailored to the firm’s areas of specialization, positioning them as industry leaders. This content included in-depth articles, blogs, FAQs, and guides on topics directly relevant to potential clients’ needs.
Utilized local SEO techniques to ensure content was highly visible and ranked well in search results across Northern California.

Conversion Optimization:

Optimized all content and call-to-action elements on the website to encourage phone inquiries.
Implemented tracking and analytics to refine strategies in real-time, ensuring the highest possible conversion rates from content engagement to phone calls.

Ongoing Content and SEO Adjustments:

Regularly updated content and local SEO strategies based on analytics and performance metrics.
Adapted content to address emerging trends and legal questions that were relevant to potential high-value clients.

Results

Over the course of the engagement, the law firm saw significant improvements in both lead generation and revenue:

Inbound Calls: There was a consistent increase in the volume of inbound calls, growing from 113 calls in April 2017 to over 1,000 calls by April 2020. This growth was a direct result of our targeted content marketing and SEO efforts.
Conversion Rate and Revenue: With a conversion rate of 30% maintained throughout the period, the firm significantly increased its revenue. Assuming each call was worth approximately $5,000, the firm saw a potential revenue increase from around $565,000 in 2017 to over $15 million by 2020.
Cost Efficiency: Despite the high value of leads, the cost-per-acquisition remained low due to the effectiveness of the content marketing and SEO strategies, which also contributed to a higher overall ROI.

How We Can Help Your Business

If your business is seeking to enhance its digital presence and increase high-value leads, our services can help. With proven strategies in content marketing and local SEO, we are ready to help your business achieve similar success.