Legal Marketing Strategies: 4 Tips to Generate Clients Using Speaking and Seminars - Tip #2
A very powerful law firm marketing strategy to generate more clients is to hold educational seminars or speak at events. Throughout this week, and into Monday of the next, I’ll be discussing 4 tips to help you effectively use this strategy.
Today I’ll discuss Tip #2: Educate Your Audience
In talking to your audience, you should make your talk educational. Don’t stand up there and spout legal jargon and legal theory or sections and codes because that’s not what people want. They want practical, useful information.
So give them lots of practical, useful information that will help them. You may say, “Well, I don’t want to give away the store. I don’t want to give them so much information that they can do it themselves.” Please understand, if you could give them enough information where they could do it themselves, the people who actually would do it for themselves are not your clients.
You want to target the people who have the money to hire an attorney and don’t want to do it for themselves. You don’t want to hire tire kickers or “do it yourselfers” because all they’re going to do is try to get your lowest price. I actually follow the opposite principle. I purposefully try to overwhelm my audience with practical, useful information when I give a seminar on law firm marketing. Why? Because I want them to walk out of the room with so many great ideas that they don’t know where to start so they will turn to me and hire my company to implement the law firm marketing plan for them.
You must recognize that not everyone in the audience is in your target market and you need to qualify them as much as they qualify you. You need to ensure that they need you, they want you and they can afford you. If you don’t want to attract “Yellow Page Clients” then don’t charge Yellow Page prices.
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Where can you read articles like: “9 Proven Keys to Recession-proof your Law Practice”;
“4 Secret Strategies of Law Firm Marketing” or “Supercharging Your Law Firm’s Referrals?”
In The Rainmaker Advisor Journal. To get your free trial copy, go to www.therainmakeradvisor.com
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