Why Social Media Alone Won’t Get You Clients for Your Law Practice
It’s no secret that social media has become a powerful tool for attorneys to build visibility and stay connected with their networks. Whether you’re posting insights on LinkedIn, sharing updates on X (formerly Twitter), or creating educational videos on TikTok or Instagram, social media can absolutely help get your name out there.
But here’s the truth: social media will not be the single thing that gets you clients.
Too often, lawyers put all their hopes into building a profile on one platform—thinking that if they just post consistently enough, clients will come flooding in. While social media is valuable, it is only one piece of a much bigger business development puzzle.
Let’s break down why.
1. Visibility ≠ Relationships
Social media can get people to notice you, but notice alone doesn’t convert into paying clients. Potential clients want trust, credibility, and proof that you can solve their problem. That comes through conversations, referrals, and consistent follow-up—not just likes and comments on a post.
2. Algorithms Don’t Care About Your Pipeline
Social platforms decide what content your network sees, and their priorities change constantly. If your client pipeline depends only on the reach of your posts, you’re handing control of your business to an algorithm. You need stable, intentional strategies that don’t rise and fall with someone else’s platform.
3. Legal Services Still Rely Heavily on Referrals
The majority of legal clients still come from referrals—whether from former clients, colleagues, or your professional network. Social media can amplify those relationships, but it rarely replaces them. Personal outreach, networking, and reputation-building remain essential.
4. Content Without Strategy Gets Lost
You can post daily, but if your content isn’t tied to a clear business development strategy—identifying your ideal clients, positioning your expertise, and building relationships—it won’t move the needle. Social media should support your business development plan, not be the plan.
5. Clients Want More Than Just Posts
A potential client may see your post, but before hiring you, they’ll likely:
- Check your website.
- Look for testimonials or reviews.
- Ask around for referrals.
- Have a conversation with you.
If your online presence and client experience don’t back up what your social media promises, the client will move on.
The Takeaway
Social media is an incredible amplifier—it helps people see you, know you, and remember you. But it won’t carry the weight of your entire client development strategy.
The real work happens when you combine social media with:
- Relationship building (with clients, colleagues, referral sources).
- Consistent follow-up and client care.
- Speaking, writing, and thought leadership outside of social platforms.
- A strong reputation built on client results.
Anthonia Berry
CEO + Chief Strategist
Strategy Academy
