Most people who visit your web site, hear you speak, or read your article, don’t call you. And if they don’t call, they aren’t going to hire you.

What’s worse, they’ll never return to your web site or re-read your article. At least you have to assume that because that’s almost always the way it is.

Unless you have a lead capture mechanism in place (and you should), this is a squandered opportunity, a loss for both you and the prospective client.

The good news is that for everyone who does call, there may be three or five or ten people who almost called. They liked what they saw but for one reason or another, they didn’t take the plunge. If they aren’t ready or they don’t have any money, there’s not much you can do. There is one reason prospective clients come close to calling but don’t you can do something about. And if you do, it could bring in a boatload of new clients.

Many people don’t call lawyers simply because they’re intimidated. Let’s face it, attorneys are usually not known for being warm and fuzzy. But while a tough exterior may be a useful quality in an advocate, it can damage our ability to connect with prospective clients.

Fortunately, there is an easy solution.

Your web site or other marketing communication needs to reach out to the reader or visitor, invite them to connect, and make them feel comfortable about doing so.

One way to do that is to feature testimonials from your clients, who speak about how great it was to work with you, how you were kind and helpful and took a personal interest in their case. They can say how they felt scared before they called and thought they were going to get a sales pitch or be told they had to come into the office before they could get any information. Instead, you talked to them on the phone and answered a lot of their questions and there was no pressure at all.

Another way to make people feel comfortable about contacting you is to describe the process. Tell them what happens first, who they will speak to when they call, what will be discussed, what happens next, and so on, so that people can get a picture in their mind’s eye of what it will be like when they call.

Yet another way to reach out to people is to simply tell them directly that you will be happy to speak to them via phone or via email, that you will answer any questions they may have, with no cost or obligation.

No pressure. No intimidation. Call or email, the door is open.

There are other things you can do to make people feel comfortable about contacting you. Reduce or eliminate the “disclaimer” language so prevalent on lawyers’ web sites and emails. Photos of you and your staff are good. Use head shots and also some informal shots of you with clients or you outside the office. Personal information helps. Talk about your kids, sports you enjoy, or your volunteer work. On your web site, consider adding a video of you speaking and welcoming visitors, telling them what they will find on the site, and inviting them to contact you by phone or email.

Show people you are a regular person and you want to speak with them and more people will call.

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