The Rainmaker Blog : Law Firm Marketing and Business Development : The Rainmaker Institute : Stephen Fairley : Professional Legal Marketing

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It’s not enough to simply generate lots of traffic for your law firm website; if they’re not the right kind of visitors – the kind who are interested in what you’re selling – simply driving traffic for the sake of numbers is a fool’s errand.

So how to attract the right sort to your site?  It takes some discipline and a methodical approach.

Audience identification
Identifying exactly who your top prospects are for your practice is critical to online success. One of the biggest mistakes attorneys routinely make is targeting the wrong market – typically, a market that is too big for them to adequately reach.  Remember, it takes an average of 7 to 10 meaningful “touches” to move someone from knowing nothing about you to being ready to buy from you.  Your Ideal Target Market is one you can affordably reach at least 7-10 times before expecting them to utilize your services.

Keyword research
Those prospects for your services will use certain words to search for what they want.  Knowing what those words are – and using them throughout your site in content and meta tags as well as in PPC campaigns and social media marketing -- is the key to driving targeted traffic to your site.   There are several helpful keyword research tools to help you, including Google Adwords, Wordtracker and Wordstream.

Relevant content
Your keyword-rich content should not only attract and engage your site visitors, it should also lead them to an action -- sign up for a newsletter, call for an appointment, etc.  Serving up the right information at the right time adds value to the user experience, helps with the decision-making process and leads to sales.  Keeping your content fresh – and this is where a business blog on your site can be most useful – not only keeps visitors engaged and returning, but also boosts your search engine rankings.

Social media
Engaging prospects in other online venues, in groups or discussion forums, also provides assistance in attracting targeted web traffic.  Establishing yourself as an expert presence in these online venues adds professional credibility and provides you with link building opportunities that help your search engine ranking as well.

Remember that the goal of your legal practice website is to generate interest that leads to engagement, which can only come from attracting the right target audience.  It’s not just all about the numbers – it’s about the numbers that translate into dollars.

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Practice Made Perfect for Lawyers CD Set

The Practice Made Perfect CD set and manual applies Stephen Fairley’s unique High Impact Marketing System to the practice-building challenges faced by solo practitioners and partners at small law firms. 

It includes dozens of specific marketing and sales recommendations that can be easily and quickly applied to your firm, including:

• The only 7 sure-fire ways to get clients in your door NOW
• Why advertising doesn’t work for most small law firms
• The 7 reasons why people don’t buy from you   
• How to market and sell with USP’s (Unique Selling Proposition)   
• Using audio logos to attract immediate attention for your business
• Using low-cost, high impact marketing strategies   
• Strategies for achieving maximum results from all of your marketing efforts   
• How to discover your Ideal Target Market
• 3 critical factors to remember when looking for new clients
• The NEW sales cycle for professional services
• How to retain your best clients

Click here to order your Practice Made Perfect for Lawyers CD set and manual now.