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Law firm marketing and business development strategies

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7 Ways to Gain Readers for Your Law Firm Blog

Posted in Social Media Marketing for Law Firms

7 Ways to Gain Readers for Your Law Firm BlogThere are lots of legal blogs out there. Many of them may be by your competitors. So how do you ensure that your law firm blog will find a good following when there are so many choices? Here are 7 ways to gain readers for your law firm blog:

Take a stand.  It’s human nature to follow the leader, and a leader always has a strong opinion on the things that matter.  Don’t be afraid to let your readers know what you stand for — it will give your law firm blog a refreshing voice and will attract the people you want to do business with in the first place.

Add value.  It’s always tempting to do a “me too” post, especially when you’re in a time crunch.  However, if you’re not adding something of value to someone’s knowledge base with every post, you are wasting your time and theirs.

Give it away.  Many attorneys are concerned about revealing too much about their area of practice, thinking that if they “give it away” they won’t be hired.  But you don’t want any do-it-yourselfers anyway — they make horrible clients.  And most people will be pulled in and impressed by the depth of your knowledge.  Plus, giving a free report in exchange for an email address is a superb way to get leads.

Leverage experts you know.  Including quotes and even allowing expert guest bloggers to add to your content will transfer their expertise to you in the minds of your readers.

Keep it simple.  Unless you’re writing specifically for other lawyers, legal jargon is a big turnoff for most readers.  You want to make your reader feel comfortable with you, not like you are always talking about their heads. Remember, your prospects are coming to you for insights on problems they have that they don’t really understand — make it clear that you do understand their pain.

Use case studies.  Everyone likes to read a story with a hero, a villain and a good ending.  Use case studies (with the real names omitted) to illustrate your points and demonstrate that you have an in-depth knowledge of and experience with your topic.

Keep up the good work.  The most-followed blogs are those that post regularly. You should be adding new content to your blog several times a week to satisfy your readers as well as Google, since search engines rely on fresh content to rank the relevance of websites.

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A How-To Guide for Law Firm Advertising on Facebook [Infographic]

Posted in Social Media Marketing for Law Firms

To generate online leads, it’s not enough anymore to just rely on SEO for organic search results. You also need to be running online law firm advertising, and Facebook ads are one of the least expensive and most effective ways to generate leads for B2C law firms.

If you’ve used Google PPC ads, you know how expensive it can be to compete for certain keywords with other attorneys advertising in your same practice area. While I don’t recommend abandoning Google altogether, we’ve seen some pretty impressive results from attorneys using Facebook advertising and it costs you very little to start a campaign.

The #1 reason we love Facebook advertising is its ability to target your ads to your ideal target market. The targeting choices are very granular, and as you choose your geographic and demographic options (gender, age, interests, education level, income level, lifestyle, and much more), a graphic at the right shows you exactly how big an audience your ads will reach depending on the budget you set.

One thing most people don’t know is that Facebook offers a click to chat ad option. If you have an intake team in place who routinely answers consumer questions on your website chat box, then this approach could be perfect for you.

Check out this step-by-step guide from Headway Capital on how to start advertising on Facebook:

A How-To Guide for Law Firm Advertising on Facebook [Infographic]

social media webinar

Master the Art of the Initial Consultation to Close the Sale

Posted in Business Development for Law Firms

Master the Art of the Initial Consultation to Close the SaleDo you close every sale after an initial consultation? You’d be amazed (or maybe not) at how many attorneys tell me they do. But I know that’s not true, even if you won’t admit it.

If you’ve gone to the expense of getting prospects in the door, you naturally want to close as many as possible at or immediately after the initial consultation. This is how you do it:

Step 1: Create the right environment.

The impression you want to give is of professionalism, courtesy and comfort. The space where you meet prospects will form their first impression of you. If you have a conference room, then it should be staged for consultations first before serving as an internal meeting space. Create the environment that best reflects how you want prospects to feel about you. Put a sign on the door or have a freestanding kiosk outside welcoming them, using their name. Keep it meticulously clean — no clutter! Set up a Keurig machine with a wide variety of k-cups for them to choose from and a mini-fridge with soft drinks and water.

Step 2: Make the right greeting.

Make sure prospects are greeted immediately by name upon arrival and don’t make them wait. Greet them with a warm hello and a handshake and make eye contact. Make them feel that you are truly glad to see them.

Step 3: Provide a road map.

After you’re seated and they have been given a refreshment, briefly explain to them how the initial consultation works: “Let’s talk first about what brought you here and then we can discuss how we’ll be able to help you solve your problem. I’m here to answer your questions, so please don’t hesitate to ask and be sure to let me know if you need clarification on any issues.”

Step 4: Let them talk.

Be sure you listen more than you talk. They are coming to you with a problem that is rocking their world and they want a sympathetic ear more than anything else. Don’t jump in too early with your advice or thoughts — let them talk everything out first. And don’t focus too much on taking notes — if they hire you, they’ll be happy to repeat anything you need to know. Give them lots of eye contact and make the appropriate (short) comments that demonstrate sympathy along the way. Really listen.

Step 5: Tell them only what they need to know.

Don’t worry about educating them all at once on the process for solving their particular problem. Just tell them what they need to know right now. As you end the meeting, be sure to ask them if they got all their questions answered before you ask for the business.

Step 6: Stay with them.

If they agree to hire you on the spot, then stay with them through your client intake process. Don’t just leave them in the room — or worse, in the lobby — with a bunch of paperwork. If they say they have to think about it, then be sure you walk them out and let them know you are ready when they are to deal with their problem.

Step 7: Follow up.

Call them the next day to see if they have any questions you didn’t have a chance to answer during the consult. Then keep following up with a series of emails that remind them you care and that you are ready to move forward with solving their problem.

If you take these specific steps to properly structure your initial consultation, you will find yourself with a lot more new clients than you ever expected.

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Considerations for PI Firms Moving Into Mass Torts

Posted in Business Development for Law Firms

Considerations for PI Firms Moving Into Mass TortsIs your law firm considering moving into mass torts? If so, I would first recommend you attend the upcoming Mass Torts Made Perfect conference in Las Vegas on April 26-28 at the Wynn Hotel. It’s not too late to register and I hope to see you there — I’ll be making a presentation on Wednesday, April 26 at 2 p.m. on the Top 10 Tools to Train Your Intake Team and Double Your Lead Conversion Rate.

Some time ago, Larry Bodine, former editor and publisher of The National Trial Lawyers and current senior legal marketing strategist at LawLytics, contributed this write-up for The Rainmaker Blog on how personal injury attorneys should approach launching a mass torts practice. It’s still good reading, so I’m reprinting it here today:

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The best strategy is to find a mass torts case with strong liability, many plaintiffs, a financially viable defendant, high settlement values and a reasonable cost to acquire a client. Here are five tips:

Timing.

There are several optimal moments to seek mass tort clients:

  • In the emerging phase, when many attorneys are advertising about a particular mass tort. Most patients do not connect their prescription with an adverse event. The highest consumer awareness exists when advertising is at its peak. Currently this includes IVC Filters, Bair Hugger blankets, Invokana, Xarelto, Pradaxa, Transvaginal Mesh, Morcellator, talcum powder, Zofran and Metal-on-metal hips, according to Steve Nober, CEO of the Consumer Attorney Marketing Group.
  • In the MDL phase. When the federal courts create a multi-district litigation docket (MDL) for the mass tort. There are 300 federal MDLs, which organize hundreds of cases and promote settlements with trials of bellwether cases. Courts will create a form complaint and plaintiff’s fact sheet. The MDL plaintiffs committee works on all the scheduling, motions and trials.
  • In the settlement phase, when the defendant announces to its stockholders that it has set aside a settlement fund. At this point, attorneys are signing clients to settle their cases.

Marketing.

The goal of any form or marketing must be to educate clients about the side effects of the product they used. Lawyers should use clear, concise language that the general public will understand. Your marketing should be about the client — not about the firm. Don’t’ forget to state that clients do not pay legal fees unless you win the case.

Marketing tactics that work include:

  • Pay for Performance Advertising. The attorney pays for a call and is not buying leads. The charge depends on how long the phone call lasts.
  • Strong Organic Web Presence. More people are filling out forms on lawyer websites, and the firm should have trained intake personnel to contact the person within minutes.
  • Standard Television Advertising. Bear in mind that a consumer will watch an ad 12 times before acting. TV ads will create the lexicon that people use to search for lawyers online. Smart lawyers will incorporate the exact wording of TV ads into their website.
  • Buying Leads (Caveat Emptor). Be suspicious of lead generation companies, because there are many disreputable companies that will sell a single lead to five or six different law firms.

Partnering with a law firm.

Many of the leading mass tort law firms will accept referrals in a co-counsel agreement. In this arrangement, a lawyer agrees to accept a fraction of the recovery in exchange for the other firm prosecuting the case.

A better approach is to create a co-counsel consortium, akin to entering a partnership where two firms agree to represent a client. It can be argued that no referral occurred and the word “referral” never appears in the agreement. Both firms are equally responsible and the originating attorney can claim a larger percentage. The client is getting more lawyers on his team — a dream team — but is not paying any additional legal fee.

Beware of common legal risks in drug or medical device cases.

  • The Mensing Factor. The Supreme Court decided Pliva, Inc. v. Mensing in 2011, holding that failure-to-warn claims brought against manufacturers of generic medications under state law are pre-empted by federal law.
  • PMA Preemption Potential. Makers of Class III Medical Devices that undertake the FDA’s stringent premarket approval process can be exempt from certain product liability claims. See Riegel v. Medtronic, decided by the US Supreme Court, 128 S.Ct. 999 (2008).
  • Statute of Repose Issues.

Evaluating your firm.

Evaluating the resources of your firm is good place to start, before delving into other considerations necessary to develop your firm’s road map to mass tort success. See which Navy ship matches your firm:

Is your firm a super carrier?

A Super Carrier is a well-established firm with a large number of lawyers and support staff and extensive in-house logistical capabilities. It has the financial reserves needed to take on all necessary tasks of mass tort litigation, without the need for outside funding or outsourcing of services.

Is your firm a destroyer?

A Destroyer is a well-armed firm loaded with weapons (human resources and an abundance of cash.) These firms move fast to develop and deploy an attack plan, for any given mass tort case. A Destroyer may still need to seek outside funding or outsource certain services, if it wishes to take on a large number of clients in a mass tort case.

Is your firm a patrol ship?

Being a Patrol Ship has more to do with strategy than any other factor. Some firms take a conservative approach to mass torts. They stay on constant patrol and only make a move when a mass tort case arises and reaches a point that allows taking clients for the case, within the risk tolerance limits of the firm.

Are you one person in a row boat?

If you are a solo practitioner, with little to no staff and want to enter the mass tort space, you can, but your approach has to be realistic and you must have a relevant starting point.  Many solo practitioners sit on the sidelines, believing that they are not ready for the leap into mass torts. Others jump in and reap the benefits of participation.  If your practice has a docket of general PI cases or other assets, in most situations, you can obtain the funding to make the leap. The proceeds from your limited entry into mass torts can be used to finance future expansion of both your PI practice and additional mass tort cases.

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How to Prevail in the Discussion About Price

Posted in Business Development for Law Firms

How to Prevail in the Discussion About PriceEvery attorney I know believes he or she is worth the prices they charge for legal services and tend to burr up when prospects initiate the price discussion. This is exactly the wrong reaction to have. You must put yourself in the shoes of your prospective client who needs — and deserves — to know what hiring you will cost him or her.

There are three things you need to understand when the subject of price enters the conversation:

#1: Only 15 percent of people buy solely based on price, which means 85 percent of people take price into consideration but it’s not their only or even their most important consideration. The best thing you can do for your practice is identify those true “price shoppers” early on in the consult and quickly refer them to your competitors because they are nothing but trouble.

#2: It’s almost never about the money! When people focus on the price, it’s rarely about the money—it is almost always about your failure to show them enough value. You need to emphasize how the price is reasonable compared to the value you are bringing to the situation.

#3: Be ready to challenge people when they bring up price as a major objection. When a prospect brings up price, especially early on in the conversation, directly ask them, “Is price the major factor in making your decision?” Most will quickly answer, “No, but it is something I’m going to consider.” You can then respond, “Certainly, but what are the other factors you are going to use in determining who to hire as your attorney?”

Once they list the other factors you can use them to show how you can meet or exceed those criteria. If the prospect says, “Yes, price is the most important criteria I’m looking at.” Then you have a decision to make—do you want to be the low cost provider by charging the lowest price?

If not (and I don’t recommend it unless you are truly desperate for business), then respond with something like, “then we are probably not the best fit for you. We pride ourselves on doing excellent quality work at a fair and reasonable price, but if you’re truly only interested in getting the lowest price then I would be glad to refer you to someone else. In fact, I have the names of the three law firms in town who are known for charging the lowest rates. Of course, they also have the least amount of experience and get more than their fair share of client complaints, but here are their names.”

More often than not, people use this objection as a negotiating tactic to see if they can get a better deal. Don’t play into their hands. I like my clients to be on the high side of where the market is priced. You can always negotiate down, but you can never go up.

Is it OK to tell clients “it depends” when they ask how much their case will cost?

Setting appropriate expectations and being transparent about pricing and the expected costs to handle a legal matter is key.

Here is what I tell attorneys: if you ever use the phrase “it depends” in your answer, you must immediately follow up with “and here are the major factors it depends on….” For example, if a prospect asks you how much will it cost to handle their divorce you could say: “Well, it depends and in my experience of handling over 1,200 divorces in the last decade here are some of the major factors it depends on:

  • Are there children involved and if so, how old are they? If there are young children involved, it usually costs significantly more because of all the decisions that need to be considered along with the emotions surrounding them.
  • How much conflict is there between the couple? If each side wants out of the marriage as soon as possible, then it can be easier, but if a major fight erupts every time both parties are in the same room, then chances are it’s going to cost a lot more.
  • Which attorney did the other person hire? Every town has a few divorce attorneys with a reputation for dragging things on forever and needlessly racking up legal bills. If the other spouse hired one of those attorneys, it is going to get messy really quick!

Knowing the factors that typically impact your case fees or settlement awards and being able to articulate them are important when it comes to talking to prospects about pricing and fees.

How You Can Master the Lead Conversion Process

Posted in Lead Conversion

How You Can Master the Lead Conversion ProcessWhen I first started consulting with law firms almost two decades ago, law firm marketing was pretty much in its infancy. Depending on the practice area, firms used traditional methods like Yellow Pages advertising, maybe some TV or billboards and most relied on referrals and word of mouth.

Well, the Internet blew all that up. It made it much easier to begin targeting the types of clients you wanted and cheaper to generate new leads. For the next 10 years, all I heard attorneys talk about was how to get more leads. A lot of them were already getting a fantastic amount of leads, but it never seemed to be enough.

I wondered, what was happening to all those leads? It was clear that firms wanted more leads because they were simply lousy at turning leads in to new clients. They didn’t know how to convert!

So I began beating the drum for lead conversion. I developed the Rainmaker Lead Conversion System to help firms understand that they could significantly slash their lead generation budget and increase their bottom line if they only got better at converting the leads they were getting.

There was no magic formula. No fairy dust. No unicorns. Just a time-proven business process for converting leads. And does it ever work! Here is what Doug Thomas of Thomas Pollart & Miller LLC, a civil litigation law firm that provides legal services to businesses throughout Colorado, Nebraska and Utah, wrote on my LinkedIn page about his experience with this system:

“My firm has been using the Rainmaker Lead Conversion System for 18 months now. The results have been stellar. This program helped us double our conversion rate, which significantly increased our revenues! Our two primary practice areas are criminal defense and family law. Revenues for our criminal defense practice are up 50% year over year. Our revenues for family law went up 90% year over year!

“The System is fantastic and I’m convinced that we couldn’t have grown like we did without it. We have gone from having very few people hire us post-consultation and now over 60% of our total new sign-ups come after the initial consultation and this is precisely what the System is designed to do. It keeps our law firm top of mind so when prospects are ready to buy, we are the only law firm they call! There’s no way we could manually do what this system is doing for us automatically every day.

“Perhaps the biggest selling point to me is the individual monthly consulting that comes with the Rainmaker Lead Conversion System. Every single month our Firm Administrator and I meet with the Rainmaker team and cover all of our metrics, conversions, and results. Not a single month has gone by where we did not walk away with a specific insight, an action step, or an idea that we could immediately implement to improve our conversion rate. You might be able to buy a system that can do part of what the Rainmaker System can do, but you just can’t replace the kind of in-depth, expert consulting we receive every month!”

You can master the lead conversion process for your firm with the right system. It may be ours or it may be someone else’s, but you have got to have a system in place to convert your leads if you want to experience the kind of growth that Doug talks about. Check it out.

How to Market Your Legal Services to Millennials

Posted in Law Firm Marketing

How to Market Your Legal Services to MillennialsInternet wags love to poke fun at millennials as entitled little snowflakes who grew up receiving accolades for just showing up, have no idea how people got coffee before Starbucks and who have popularized the man-bun.

But while we were all laughing, they were growing to become the largest demographic, overtaking the Baby Boomers in 2016. Millennials — those aged 18-37 — make up 23% of the U.S population and represent 35% of this country’s workforce.

According to the Pew Research Center, millennials are:

  • More attached to networks of friends and colleagues through social media rather than through traditional religious or political institutions.
  • More burdened by financial hardship than previous generations, but still optimistic about the future.
  • Staying single much longer — only 26% are married.
  • Are the most racially diverse generation in history.
  • Are less trusting of others than older Americans.

FindLaw recently published a report on Tailoring Your Legal Marketing to Millennial Consumers and it’s worth a read if this demographic includes your target market. Here are their recommendations for reaching this diverse demographic:

Up your social media game. Millennials do not respond to traditional modes of marketing. They like to have a conversation. They do not like to be “sold.” This generation lives on social media — they literally invented it, and it’s what they know and trust. They are much more likely to use the Internet to find an attorney — 63% do so vs. 33% of all consumers. But they don’t really trust your website as a good source to make a decision; rather, they look for you on social media and read legal blogs. In fact, 43% of millennials say blogs are an important source of essential information when choosing an attorney vs. just 19% of all legal consumers.

Have online reviews. According to FindLaw, millennials look for online reviews of attorneys twice as much as legal consumers in general (23% vs. 12%). They consider online reviews to be independent of marketers’ influences and trust a stranger’s experience of your law firm rather than trying it out for themselves before making a decision.

Embrace DIY. This may sound like heresy to many attorneys, but millennials are big DIYers and often wait until they have exhausted their DIY options before turning to an attorney. Offering legal services with a flat fee, enabling them to do some of the initial groundwork and providing lower cost service options will make your firm appealing to millennials. It is interesting to note that while millennials like to do as much as possible for themselves, they are also risk-adverse. Educating them on what could go wrong if they attempt to “be their own lawyer” will be beneficial in getting them to engage you, even if it is only for a review of what they’ve already done online.

social media webinar

6 Ways You’re Creating a “One & Done” Client

Posted in Law Firm Marketing

6 Ways You’re Creating a “One & Done” ClientI’m sure you’ve heard that the most expensive client you can have is the “one and done” — the person who only does business with you one time. While there are some practice areas that typically have this kind of client — criminal law, personal injury — many attorneys can benefit greatly from having repeat business from former clients and/or turn those clients into good referral sources.

If you find that your firm is suffering from the “one and done” syndrome and want to do something about it, consider these six ways you may be the author of your own problem:

You fail to set expectations. Most relationships with clients that go south do so because of unmet expectations. Be realistic about the services you provide and the outcome they can expect, and do it up-front.

You ignore clients after they become clients. You don’t mean to ignore them, but you’re busy and time slips by. If you had a process in place for communicating with them regularly, this wouldn’t be a problem.

You talk over their heads. Some attorneys have a very bad habit of making clients feel stupid by using too many legal terms in conversation. Stay on your client’s level and always make sure they understood what you are trying to communicate.

You don’t respond. When clients need you, they don’t like to keep leaving voicemail messages — worse still is a full voicemail box. Offer your cell phone number or a way they can reach you when they need you.

You don’t listen. Most clients just want to be heard, especially by their own attorneys. This takes time on your part, and an effort to understand their point of pain and how to alleviate it.

You hand them off. Is the only time a client ever sees you when they are ready to sign on the dotted line? If you only make an appearance when money is on the table and then hand clients off to junior associates, you have just created a major disconnect in the loyalty chain.

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FREE Webinar 4/13 on Digital Marketing for Law FirmsFREE Webinar 4/13 on Digital Marketing for Law Firms

In today’s digital era, almost anyone searching for an attorney is doing so online. So how cutting-edge is your law firm these days when it comes to digital marketing? Can you compete with other firms in your practice area or are they eating your digital lunch?

You should know by now how important it is to have an attention-grabbing website that’s formatted for all devices such as smartphones, tablets, and desktops, as well as ensuring your firm is showing up on top of the first page in search engines like Google and Yahoo.

But you may be confused about other digital marketing strategies and what will work for your firm. You also need to know how you can leverage your current marketing budget to structure the right campaigns that will drive more business and increase your ROI.

You’ll get those answers and more when you attend the free webinar on Digital Marketing for Law Firms on Thursday, April 13, at 11 a.m. PT/3 p.m. ET, presented by Scorpion Legal Internet Marketing and The Rainmaker Institute.

Now more than ever, it’s crucial that your business makes an investment in digital marketing to generate new leads with digital advertising strategies, including:

  • Responsive Web Design
  • Search Engine Optimization (SEO)
  • Paid Search Advertising
  • Online Reputation Management
  • Comprehensive Data Tracking

Your law firm should stand out online – and your online presence should reflect the very best of what your law firm offers. Whether you are in criminal defense, personal injury, or immigration, your firm can – and should – make sure it’s implementing digital marketing strategies that get you noticed before your competitors online.

Register online now and join us on Thursday, April 13, at 11 a.m. PT/3 p.m. ET, to learn how to generate more leads that turn into better clients, find the right strategies for your firm, and increase your overall ROI. It’s free!

 

 

Lawyers on Social Media: How Do You Compare? [INFOGRAPHIC]

Posted in Social Media Marketing for Law Firms

Have you ever wondered how you stack up against other lawyers who are using social media to generate new business and referrals? Thanks to law practice management system company MyCase, you no longer need to guess (see infographic below).

MyCase took data from the ABA’s Legal Technology Report to create this visual representation of who is doing what online in the legal profession. Some of the highlights:

76% of attorneys have an online presence. Now this can mean anything from just have a website — which 85% of attorneys do (I have no idea what the other 15% are waiting for) — to being actively engaged on social media.

LinkedIn is the preferred platform. 57% of lawyers are on LinkedIn which is no surprise since the dominant reason lawyers say they use social media is to network and for career development. Facebook follows at just 35%. This means there is a HUGE marketing opportunity for lawyers to engage for reasons much more compelling beyond networking and career development — business development!

Blogs matter. 39% of lawyers say they gained clients from having a blog. That’s an impressive number and if you don’t have a blog, it should move you to reconsider that position. The average attorney spends about two hours per week on his or her blog.

If you want to learn more about using social media to promote your law firm, click on my free social media webinar offer following the infographic. We’ll send you a link to access this informative webinar, where you will learn:

  • How to effectively and ethically use social media to promote your law firm
  • When a blog article or Facebook post is subject to advertising rules
  • How to avoid accidentally soliciting clients online
  • The biggest mistakes lawyers make with social media and how to avoid them
  • The do’s and don’ts when responding to negative client reviews
  • Outrageous (and hilarious) case studies of attorneys using social media

Lawyers on Social Media: How Do You Compare? [INFOGRAPHIC]

 

social media webinar

The Benefits of Online Video for Law Firm Marketing

Posted in Internet Marketing for Lawyers, Law Firm Marketing

FThe Benefits of Online Video for Law Firm MarketingHere’s a statistic that is hard to wrap your head around: almost 5 billion online videos are viewed on YouTube every day.

YouTube also says that its 30 million daily visitors watch more than 3.5 billion hours of online video each month. Clearly consumers are migrating more to the visual than text to consume content that interests them.

Online video is a great way for attorneys to connect with prospects on your law firm website and on your social media platforms to effectively demonstrate expertise in your area of practice.

Beyond the YouTube stats that demonstrate virtually everyone is viewing video online, here are 6 more reasons why video belongs in your legal marketing mix:

  1. Better search results. According to Forrester Research, websites with video are 53x more likely than traditional websites to be found on the first page of Google search results. (You do know that Google owns YouTube, right?)
  2. Better retention. Forrester Research found that people retain 58% more with both visual and auditory stimulation.
  3. More traffic. Forrester Research reports that over 60% of all web traffic comes from online video.
  4. More likely to buy. People who view a video are 64% more likely to purchase (comScore).
  5. Found in the C-Suite. 65% of senior executives say they have visited a vendor website after watching a video. 59% say they prefer video to text. (Forbes’ Video in the C-Suite).
  6. More likely to be shared. Video has the best potential to be shared and go viral compared with other media.

In fact, videos are one of the best ways to convert prospects into paying clients. Humans are visual beings and when we watch someone talking on video, we see their expressions, hear their tone and can begin to feel a shared reality with the person we are looking to do business with.

You do not need to spend a fortune getting these done. The most important things to remember are:

  1. Make sure the lighting is good and the audio is clear. Studies show that while people will watch a less-than-perfect visual, they will NOT tolerate poor audio quality.
  2. Stand up when you record the video, you exude more energy and personality that way.
  3. Each video should be no more than 3 minutes (recording FAQs is a great place to start).
  4. Be enthusiastic and compassionate in your videos — people do business with people they know, like and trust.

For more tips, click below to access my free webinar on the Top 10 Ways to Attract New Clients with Legal Video:

legal video