Marketing legal services Archives - Page 32 of 129

Choose wisely

August 26, 2020 by David M. Ward

Let’s say you want to grow your practice so you ask yourself, “What can I do right now to move my practice forward?”

You have many options.

You could. . .

Contact old clients (stimulate repeat business and referrals)
Start an email newsletter
Write a blog post
Run some ads
Create a new lead magnet
Talk to other professionals about doing a cross-promotion
Work on a new presentation
Find some (online) networking opportunities

And so on.

Which do you choose?

Choose the right option(s) and you might quickly get more leads and inquiries, speak to several prospective clients, or meet someone who is willing and able to send you referrals.

Choose poorly and you may waste a lot of time and money.

Yes, there is value in trying lots of things–to see what works, and what works better, to see what you like and are good at, and what turns your stomach, to see what you can scale and what is likely to work only once or twice.

Try everything, and keep trying until you find what’s best.

But there’s something else you can do. You can ask yourself another question:

“What should I NOT do right now to move my practice forward?”

This can actually be a more valuable question to answer, because it can help you avoid making mistakes or overwhelming yourself with too much to learn and too much to do.

Knowing what not to do can save you a lot of time.

To answer the second question, look at what most lawyers in your field are doing to build their practice and. . . do the opposite.

Most lawyers, even successful ones, don’t get marketing right. They might be successful because they’ve been at it for a very long time. They might have contacts who give them an edge. They might have gotten lucky. And they might have no idea how they did it.

So don’t take what you see at face value.

Some lawyers are very good at marketing, however. When you find them, study them, reverse engineer what they did, and if they’ll talk to you, try to get the complete story.

You could also hire someone who knows what they’re doing and ask them to tell you what NOT to do.

“Start with this ONE THING. . .” or “Don’t waste your time with that right now, do THIS instead. . .”

It can help cut through the clutter and give you the direction and clarity you crave.

You may already know what to do, and what not to do. Sometimes, it helps to get a second opinion.

If you don’t know, talk to someone who does.

If you’d like to talk to me, contact me here

Filed Under: Coaching, Marketing legal services

What if you’re not different or better than other lawyers?

August 21, 2020 by David M. Ward

I just read an article about marketing that points out something you and I already know:

“Competition is fierce. . . consumers are inundated with options and may develop decision fatigue. So. . . they tend to [rely] on referrals and reviews from friends,” she says.
“Highly competitive spaces breed the “who you know” type of purchasing decisions, or can drive you to offer a lower price as a competitive edge.”

She makes it sound like referrals are a bad thing. Hey, that’s where we part company.

Then she makes a good point, stressing the value of “offering a novel and truly innovative product or service” to stand out.

We agree. Marketing is easier and more effective when you do something most attorneys don’t.

Then the author makes another good point. She says that being different keeps you from focusing on your competition, and makes you more likely to focus on your client or market.

“There’s only so far ahead you can get if all you is follow or copycat a competitor.”

Preach, sister.

But, alas, most attorneys are in the copycat game. Most attorneys don’t innovate or do things differently.

We use the same forms, the same process, and follow the same timetable. We offer the same services and charge the same fees.

We look alike, because we are alike. (Okay, some of us have better jokes.)

What’s the solution? How do you stand out when you’re not different or better?

The thing is, you don’t actually have be different, or better, at least not demonstrably. You can “be” different by appearing to be different.

That’s where marketing comes in.

To wit:

You and 1000 other attorneys in town all begin the case by interviewing the client, getting all the facts and details, and asking the same questions to flesh out what happened.

Boring, isn’t it? Not to the client.

Clients want an attorney who is thorough and works hard to get all the facts, so they can do a better job for them. Yes, other attorneys do the same thing, but if you’re the only one describing this process in your marketing, in the eyes of your market. . . you are different. Or better.

And that’s why it’s a good idea to study your competition, what they do and how they market their services.

It’s how you find ways to differentiate yourself.

For more ways, get a copy of The Attorney Marketing Formula.

Filed Under: Marketing legal services Tagged With: differentiation

Your mind to my mindâ€¦ your thoughts to my thoughtsâ€¦

August 20, 2020 by David M. Ward

When was the last time you had a mind meld with your clients? And by that I mean, when did you spend time studying your target market and ideal client?

To learn what they want, how they think, and what they already know?

Do you know what they read? Who they listen to? What ideas are roaming around in their head? Do you know how they talk? Are you up-to-date with the legal and non-legal issues in their industry or market?

I ask this because understanding your client is the single most important element in your marketing, and most attorneys spend very little time studying their market and the people in it.

But you should.

It will make your marketing more effective, by allowing you to show your clients, prospects, subscribers and followers, that you understand them.

Other lawyers show them they know the law and can provide solutions to their problems. When you show prospective clients you understand their market, and them, they don’t have to be convinced you can help them, they know it.

When you tell them something, they’re less likely to doubt it. When you offer them something, they’re more likely to accept it. When you ask for their help, they are more likely to comply because they know, like, and trust you and want to help you.

They’re also more likely to forgive your errors and omissions, less likely to stray, and less likely to second-guess your judgment or your bill.

Knowing your market also makes your marketing easier. In a few minutes, you can dash off a short email or blog post, for example, without having to figure out what to say or how to say it–you already know.

Knowing your market also helps you develop deeper relationships with the professionals and advisors in that market. When they know someone who needs an attorney, they’ll be more likely to give you the referral.

So, what are you waiting for? Start (or re-start) studying your market. The first step is to write down what you know about your target market and ideal client.

Then, start asking questions and getting some answers.

This will help.

Filed Under: Marketing legal services Tagged With: ideal client, Niche marketing, target marketing

Podcasting for your supper

August 19, 2020 by David M. Ward

In the last few weeks, I was a guest on a couple of law-related podcasts. I told my story, shared some ideas, and got my name and links promoted to an audience of lawyers interested in marketing and productivity.

When you’re the guest on a podcast, good things happen. You get traffic to your website, subscribers to your newsletter, and more clients or customers.

And, that podcast lives on the net forever, which means you’ll continue to get more business from it–indefinitely.

Not bad for less than an hour’s work.

I say work but it’s really a lot of fun. You’re the guest of honor, the host says nice things about you, and you get to pontificate about your area of expertise.

So, how do you a piece of this sweetness?

In my case, by publishing a lot of content. Eventually, you get noticed and invited.

But you can make “getting discovered” more likely to occur.

Here’s one way:

Identify podcasts (video channels, blogs that do interviews) in your niche. The bigger their audience, the more credibility and influence they have with your target market, the better. But don’t ignore the little guys and gals. They may be big some day, and some of the big boys follow the little guys, looking for ideas and. . . potential interviewees.
Follow them, listen to them, read them, get to know them.
Engage them. Email them and compliment what they’re doing. Add comments to their posts and episodes. Ask questions/offer suggestions for additional topics. Suggest other individuals who might be a good guest.
Share their content with your list(s). Make sure the podcaster knows this, and provide them links to your website, blog, and socials, so they can see what you do and what you might offer them as a guest.
Consider interviewing them for your podcast, channel, blog, or newsletter.

Eventually, you’ll get noticed and invited.

This isn’t as much work as it sounds. You should already be reading, listening, and following these folks–to get ideas for your content, to find potential networking and joint venture partners, and to keep up-to-date with what’s going on in your niche.

Getting invited to someone else’s podcast is also a lot easier than starting your own.

Yes, starting your own podcast is a great way to build your brand, get more subscribers, and bring in more clients–but it takes a lot of time.

More time than what I spend on marketing, which consists primarily of writing a simple daily email (and speaking on other people’s podcasts.)

How to use email to get more new clients, repeat business, and referrals

Filed Under: Marketing legal services Tagged With: interviews, podcasting

Marketing legal services made simple

August 18, 2020 by David M. Ward

Marketing is complicated–but it doesn’t need to be.

In fact, all you need to do is answer 2 questions.

These are the questions prospective clients want you to answer. Answer them well and you’ll be on your way to signing up a new client.

The first question won’t surprise you:

“Why do I need an attorney?”

Yes, many prospective clients know the answer to this question, but not everyone.

Some think they need an attorney’s help, but they’re not sure.

Some know they probably need an attorney, but tell themselves all kinds of stories to avoid admitting it, or avoid spending the money.

Some think that given enough time, the problem will resolve itself. Some think they can fix it themselves. And some think that if they do nothing, things won’t turn out as badly as they’ve imagined (or been told).

Your job is to answer this first question–on your website, in your presentations, in your articles, and in your conversations with prospective clients and the people who can refer them.

Tell people why they need an attorney and what can happen if they don’t hire one.

Now, as important as this is, an even better marketing strategy is to focus your efforts primarily on people who already know they need an attorney.

They know they have a problem, they know they can’t fix it themselves, and they know that bad things will happen if they don’t have an attorney by their side.

Target people who are in pain, who fear what is happening, or about to, and are actively looking for an attorney.

They make much better prospects, and clients.

Which leads to question number two:

“Why should I choose you?”

People know there are other attorneys who can help them. Your job is to convince them to hire you instead of your competition.

Show them why you are better. Show them how you are different. Show them why they should immediately stop looking and book an appointment with you.

Because when you’re the best, you’re in demand. There’s a long line or people at your door, ready to sign up, but you’re busy and not everyone will get in.

Lots of people want you, but not everyone will get you.

That’s why they should choose you. And that’s why they will.

If you need help answering question number two, start here:

Filed Under: Marketing legal services, Uncategorized

You’re not in the information delivery business

August 7, 2020 by David M. Ward

Prospective clients visit your website and dig through your articles or posts. They watch your videos or listen to your podcasts. They consume your FAQs.

They have questions. You have answers. And I’m sure you do a good job of providing valuable information.

There’s just one thing.

If all you do is give people information and answer their questions, you’re dropping the marketing ball.

Prospective clients want information, it’s true. They visit your site, read your article, or watch your presentation because they’re curious about the law, their rights, their risks, and the solutions that are available to them.

If you satisfy their curiosity, however, by explaining the law and telling them everything they need to know, you’re not giving them a reason to hire you or take the next step in that direction.

Basic information? Sure. General guidelines? Of course. But anything you do beyond that is antithetical to the purpose of your marketing.

Which is to convert prospects into clients.

Look at your website. Look at your email sequences, brochures, ads, and other marketing communications. Are you satisfying curiosity by telling people everything, or building curiosity and inspiring them to call or write?

You’re not in the information delivery business. You use information to attract people who are looking for solutions, tell them enough to show them they’ve come to the right place, and persuade them to contact you.

Because if they don’t do that, they don’t get the help they need, and you don’t get the clients you want.

Marketing is easier when you know The Formula

Filed Under: Copywriting, Marketing legal services

Timeless or Timely?

August 6, 2020 by David M. Ward

If you produce content for a blog, a newsletter, a podcast, or anywhere else, one question you need to answer is how much of that content should be evergreen.

Evergreen content is important because that’s what first-time visitors to your blog and new subscribers to your newsletter are looking for. They have questions or a problem and they’re looking for answers.

If you’re starting a new blog, make sure you have at least 10 or 15 evergreen posts to start out.

Talk about the kinds of things clients typically ask you about. Talk about problems and solutions, risks and benefits, frequently asked questions about your services, and the like.

These serve as the foundation of your blog, attracting visitors though search and sharing, and helping them to understand their situation and learn what you do and how you can help them.

Once you have some evergreen content posted, you can write about anything else, whether timeless or timely.

Write about your interesting cases or clients, news in your target market’s industry or niche, trends, ideas, and more.

Yes?

One more thing.

On a blog, you have the option to indicate the date each post was published, something I’ve done since I started and still do today. Some visitors, however, see an older date and conclude that the information is out of date, even if it’s not.

Omitting the date, on the other hand, as many bloggers do, may cause visitors to wonder how current the information is, and reject it if no date can be found.

If you’re wondering what you should do, take a gander at what Darren Rowse of Problogger.com says about the pros and cons of timestamping blog posts.

And, for more about the kinds of content to include on your blog or website–what to write about, where to get ideas–check out my course on online marketing.

Filed Under: Blogging, Content creation, Marketing legal services, Newsletters, Online Marketing

How to choose your priorities

August 3, 2020 by David M. Ward

Someone once said, “You can be, do, or have anything, just not everything, because there isn’t enough time.”

So, what will it be?

What’s most important to you? What are your highest values? Your biggest goals?

Yes, we’re talking about your priorities.

With so many options available, how do you choose?

The best way to do that is to look at all of your options and compare them to each other.

We don’t make decisions in a vacuum. We look at everything in the context of everything else.

At one point in your life, you could have chosen medical school or law school or some other career path. In making your choice, no doubt you looked at your other options and compared them.

You may have fallen into your practice area or areas, but at some point, you examined your other options and compared them to what you were already doing.

You have followed a similar process with other aspects of your work and personal life.

You didn’t choose your spouse randomly, did you? When you met them, you compared them to other people you had met or dated. You may have loved other people, but the odds are you loved the one you chose even more.

Prioritizing is about making choices. This instead of that, these things more than those things.

Sometimes, your priority is clear. Sometimes, you like a lot of things and have difficulty choosing.

This article suggests a way to make choosing easier. It describes an exercise for groups or teams but there’s no reason you can’t do it yourself.

The basic idea is to examine each option and compare it to another option. You may like both options but decide you prefer one “even over” the other.

For example, you might like getting clients via referrals and via search, but decide you like referred clients “even over” clients who find you via search.

Knowing your priority will inform your marketing decisions–what you do, what you don’t do, how you allocate your time and resources.

Sure, you can use both marketing methods, and others. But knowing your priorities gives your clarity and allows you to focus on doing things that matter most.

Ready to take a quantum leap in your marketing?

Filed Under: Law office management, Marketing legal services, Personal development, success

How to get great testimonials from your clients

July 30, 2020 by David M. Ward

There’s nothing better than getting a letter or email from a satisfied client, telling you how happy they are with what you’ve done for them, praising you and thanking you for your help.

It really makes your day, doesn’t it?

Testimonials also make your marketing much more effective.

The trouble is, you don’t get them very often.

Your clients may be happy, and willing to provide a testimonial or a positive review. They just don’t take the time to do it.

One solution is to send all of your clients a survey at the end of each case. The feedback you get can be turned into testimonials.

How? Provide a check box at the end of the survey where the client authorizes you to use their words (with or without their full name) on your website or elsewhere in your marketing.

When you receive the completed survey, contact the client, thank them, and send them an edited version you’d like to use. Don’t change their thoughts, just the presentation, and tell them to feel free to add or change anything.

Another option, when you speak to a client at the end of the matter, ask them if they’re happy with the way things worked out. If they are, write down what they tell you and ask them if you can use what they’ve said in your marketing.

Simple, huh?

The best testimonials address 3 subjects:

1) Before they hired you.

What was going on in their life that prompted them to seek you out. Problems, frustrations, results they wanted but weren’t getting.

2) During the case.

What was it like working with you? Did you explain everything? Keep them informed? Make them feel appreciated? Protected? Did you bill fairly and promptly?

3) After the case.

What changed about their situation? Was the problem resolved? Did they get the results they sought? Would they hire you again and/or refer others to you?

Your survey should prompt them to talk about these things, and ask them to be as specific as possible. You can also delve deeper when you speak to them.

But, if they only address one of these areas–if they’re thrilled with the way you kept them informed, for example–take the win. And then go get some more.

When a client is happy, they want you (and others) to know it. They’re willing to provide you with a testimonial. They just need a little nudge.

Ready to take a Quantum Leap in your marketing?

Filed Under: Law office management, Marketing legal services Tagged With: reviews, testimonials