When It Comes to Law Firm Marketing, Bring the B-V-R (Benefits, Value, Results)
When it comes to doing business with an attorney, prospects only care about 3 things:
The Benefits they receive because of your services
The Value they perceive a relationship with you will bring
The Results they achieve from your service
If you're an estate planning attorney, don’t sell estate plans. If you're a family law attorney, don’t focus on the types of family law services your firm provides. If you're a defense attorney, don’t focus on how many different types of crimes you can represent.
These are all features of your service. People don’t buy features. They buy benefits.
They buy solutions not service, because they expect everyone to have great service.
They buy other people’s experiences of your service.
They buy your credibility as presented by your marketing image.
They buy based on their emotions, but they want logical reasons to justify their decision.
And they buy guarantees and promises, so don’t make them if you can't keep them.
Fundamentally, the reason why people or businesses seek out your law firm is because they have a problem and they are asking you, “Do you have a solution?”
In the past I’ve talked about the 15 percenters—the 15% of the population that always and only buys on price. Your job is to weed them out and focus on the other 85%. However, the other 85% will also buy on price—unless you give them a reason not to.
That’s why your law firm marketing plan must focus on more than just the features of your product or service. You must make sure all your law firm marketing efforts answer the questions that prospective clients are asking, not just giving them a laundry list of everything you can do.
++++++++++++++++++++++++++++++++++++++++++++++
(14).jpg)
Stop Wasting Precious Time and Money
Feel like you don’t have time for marketing? Let us show you how to make a plan that runs on “autopilot” – one that attracts new and lucrative clients while you focus on your practice.
Learn how easy it can be to create an effective law firm marketing plan that performs by getting our Free Guide: 5 Easy Steps to Create Your Law Firm Marketing Plan.
After working with many ultra-successful lawyers we found five common threads in their marketing plans. This guide outlines these shared elements to provide insight into strategies that work and how to make them work for you.
There are two versions: one for Attorneys in Solo Practice and one for Attorneys in a Small Firm. Click here to download, and start using these proven strategies today!
http://www.therainmakerblog.com/admin/trackback/259455
