Understanding who your clients are and what they want most is the first step to finding relevant topics for your law blog. Your blog should serve as a resource of information for your target client. So, the first question to answer is:
[Tweet “Your blog should serve as a resource of information for your target client.”]
Who is your target client?
You may specialize in real estate law, and more specifically landlord tenant law. If you do, come up with housing law topics that these types of clients would be most interested in. These topics may include posts on landlord rights, tenant rights, how to terminate a lease in your state, the eviction process, and/or privacy laws.
It’s tempting to make general and superficial posts that only parrot state law and not much else. However, I recommend that you challenge yourself to give a thorough treatment of each topic that you tackle in your blog. The reason is that your blog will serve as a marketer for your services. If a prospective client comes to your blog via a Google search and finds it useful and authoritative, he or she will view you as someone who:
Knows the law
Knows the problem the client is facing
Knows the solution
You need all of these three components to build trust with your prospective clients. By creating in depth blog posts that appeal to what your specific clients need at the moment, you’re showing them that you know who they are and what they’re going through. That’s the beauty of a blog post done right.
Not sure what type of content your target clients want to know about? Here are a few questions to help you figure it out:
What is the most important concern for your clients?
What are the most common questions you get from your clients asked over and over again?
Make a list of the answers to these questions, and you’ll start to see a list of potential blog topics develop. Then, start generating blog post idea around each topic. It may help you to break each blog topic down into a series of questions. Keeping with the landlord tenant example earlier, here’s what the process may look like:
Topic: Security Deposit
Potential Blog Posts: Is a security deposit the same as last month’s rent? How much can a landlord deduct from my security deposit for cleaning? How can I dispute a security deposit deduction? When should I expect my security deposit?
Ask Your Clients
If you already have an established audience, don’t miss the opportunity to ask them what type of content they’re most interested in. Periodically poll them to research future blog topics from the exact audience you’re hoping to reach. Use all the channels available to you to discover the learn about the topics your audience wants to learn about.
Let’s discuss where you can survey your clients, and how.
Survey Your Site Visitors
Did you know that you can ask for blog post feedback right on your site? My favorite way to do this is with a tool called SurveyMonkey, although there are plenty of other great options available. I like SurveyMonkey because the first 10 questions and 100 responses are free, and if you need more, they have an affordable monthly pricing plan, too.
With SurveyMonkey, you have the option to embed the survey on your blog, show a quick popup survey, or invite readers to participate in a longer survey.
For the purposes of idea generation, I’d recommend keeping it short. Go with the embed survey or quick popup survey.
Survey Your Email Subscribers
If you have an email list, let’s put them to work. You can send surveys along with your newsletter. Directions vary depending on your email newsletter service provider. However, if you use MailChimp, SurveyMonkey integrates perfectly.
In your survey creation dashboard, select the “Collect Responses” tab to determine how you’ll gather answers to your survey. In this case, select “Post on Social Media”. This option will give you a short link that you can post across all of your social media channels, including Facebook and Twitter.
The next step is deciding what to ask. I suggest you go with a multiple choice. Ask something like, “What type of blog posts would you like to read from us in the future? We’d love to hear your thoughts!” Then, give them a choice list of between three to five blog post topics.
Analyze Which Blog Posts Do Best
Another way you can find out which blog posts resonate best with your audience is to look at the data. There are two ways to do this:
If you already have content on your blog, take a look at your blog’s analytics. Which posts are the most popular?
The second option is to discover which blog posts do well for your competitors. Use a tool like BuzzSumo to find out which posts are the most shared. Search for a keyword phrase related to the topics you feel most qualified to write about. In this example, I’ll use the phrase “landlord tenant law”.
With BuzzSumo, you can narrow the search field by date, such as past year, week, or within the last 24 hours. You can also find out the latest news surrounding a topic (more on this below).
Other Ways to Source Blog Topics
Let’s discuss other ways to generate topics for your blog.
Let the News Guide You
Is there some interesting case that’s popular in the news right now? Analyze a hot topic case for your blog. You can highlight it as a cautionary tale, add your expert opinion on the facts of the case, or attach a do and don’t guide to help readers who may be in a similar circumstance.
Another idea is to discuss new laws or trends that affect your clients that they may not be aware of. Consider yourself a teacher who simplifies the often complex issues in the law by using stories to illustrate your point.
Create a Regular Series
You can create a regular post series on your blog such as “Ask a Lawyer” or “Your Legal Questions Answered.” Once a month, answer a commonly asked question. Hey, when you think about it– it’s only 12 questions a year, but you can cover a lot of ground. If you need assistance making good articles for your blog, you can always get an expert who can resolve the “who can write my papers” issue.
Another benefit to creating a series around commonly asked questions is now you’ll have a place to direct those questions when they come through your email and social media. You can even link to them on forums, too.
Visit Legal Forums
Another great way to find topics for your blog is to scour legal forums. Look for popular questions that are asked (even if they’ve already been answered). To determine the popularity of a particular question, look at the amount of views it has received. This indicates that a lot of people have a vested interest in the same topic.
When Katie (my wife) started her law firm a few years ago, we were excited. It was going to be an adventure! As she walked out of her big firm job that last day, it seemed like the possibilities were endless.
And then the calls started. And the emails. And the tricks. It was like someone had put an ad on Craigslist saying “Easy mark! Hock your wares with abandon!”
I’m sure you’ve experienced the routine (and if you’re thinking about starting your firm, just wait.)
Phone calls at all hours. Because hey, we wouldn’t want to cold call a potential prospect during their working hours like everyone else, we need to stand out! 7am it is! Putting your kids to bed? Nuh-uh, it’s time to talk document management!
A constant barrage of cold emails with generic pie in the sky offers about this and that. None of any substance, just begging you to get on a phone call so they can see how much budget they can extract from an unsuspecting new business owner.
And the junk mail! Oh the junk mail! Not just “hey you should know about this service” junkmail, but downright fraudulent junkmail. Junkmail saying you’re in violation of some law if you don’t talk to them, or that someone’s going to steal your domain name or your trademark in China. Each looking more official than the last.
It’s exhausting. And we’d had enough. There HAD to be some good actors around. But the more I searched, the more shadiness I came across.
I’d had enough. And it was time to do something about it. So when I started AmazeLaw, I vowed to be honest with my clients, to treat them fairly, to empathize with the fact that they’re not an entity to extract money from, they’re small business owners, just like me, struggling and working their tails off for a better life.
I’ll leave it to my customers and to you to determine if I’ve succeeded, but in an effort to combat the shadiness, here are * tactics vendors are using right now to try and screw over small firms under the guise of being helpful.
Red flags in abusive vendor relationships
These are the tactics that should immediately set off red flags. Now not all vendors who use these tactics are bad by default, but they should act as leading indicators for abusive relationships so proceed with caution.
Being secretive about pricing
What they’re thinking: Their goal with this tactic is to get you to call to figure out whether it’s even in your budget. They don’t trust that you’ll be able to see the value of the product on their own, so they want you to contact a script-reading junior sales rep to convince you that it’s worth shelling out your precious cash, and then pass you off to a closer (account executive.)
Also, it means they don’t have any pricing structure to adhere to. They’re free to tell you any price (often after learning how large your budget is.) So they’ll start high, and work down so you feel like you’re getting a deal, often with steep discounts that magically appear when you tell them you’re all set.
How you can take advantage: This is the first step in some aggressive sales BS. But, if you really think the product works well (maybe you’ve had a colleague recommend it), you have a bit of an advantage if you’re willing to play hardball.
Make frequent price objections, threaten to walk away. Then actually walk away. Hang up the phone and tell them you’re just not sure about the price. I promise you they’ll call back. And there’ll probably be a discount in it for you.
Requiring annual or multi-year contracts
What they’re thinking: We don’t trust that you’ll stick around long-term, so rather than giving you 12 chances per year to consider whether that line in your bank account is worth it, they’ll only give you one option, and they’ll put a customer retention specialist in touch with you to promise big things for the next year.
And of course they’ll probably have a notice clause in the contract requiring more than 30 or 60 days notice of cancellation before it automatically rolls over. So when you contact them to cancel a few weeks before it rolls over, you’re told you’re already locked up for another year and if you want to cancel, you’ll have to pay an exorbitant cancellation fee (if they even let you).
There also appears to be a trend in the marketing services space (SEO, PPC Ads, Content Generation, Lead Generators, Directories) to require a 3 or 6 month commitment (often at $1k+/mo.)
While not as costly as annual contracts, they’re inherently higher risk. As an excuse, the sales rep will tell you that it takes time to see results from a new marketing channel. And that’s true, to a point.
But any person worth working with, any person you trust, will be able to give you an honest assessment along the way and let you know whether it makes sense to keep moving forward. They’re just trying to force the decision rather than letting their service speak for itself.
If they don’t trust that you won’t leave after a month or two, it says something (everything?) about how much they trust their product.
[Tweet “If a vendor doesn’t trust you’ll stay month 2 month, that says everything about their solution.”]
Note – These scenarios are different from annual prepay/billing. Annual prepay (often with a discount) can make a lot of sense for you and for the vendor. It helps them with cashflow and it provides you with a) a discount and b) the ability to play with your tax burden a little bit. If you have a strong year and you’re not sure the next year will be so fruitful, paying for the next-year’s services in December will reduce your tax burden this year (assuming you’re using cash accounting.)
Obviously, I’m not an accountant, so that’s not financial advice. But I would advise setting up a standing meeting with your accountant every fall to go over your accounting and help make decisions like this while you still have time before the end of the year.
Now before you sign up for annual prepay, you should ensure that you’re not locked in. For example, we offer 2 months free for our clients that sign up for annual billing, but if they get six months in, we’ll send them a pro-rated refund. They’re not locked in.
So be sure to ask what happens if you cancel half-way through your annual contract so you can correctly weigh your options.
How you should handle this: Except in circumstances where the value is clear and you’ll clearly need it long term, I would run, not walk, away from these terms. Cash is king for a small business so don’t lock yourself up unless you’re absolutely sure it’s worth it. And make sure you ask if they have…
Early cancellation fees
What they’re thinking: This is usually paired with those big annual contracts. It’s nothing more than a way to make you question your decision to cancel and extract a little more cash on your way out the door. It’s extortion, pure and simple.
AmazeLaw is actually a rare business where a customer leaving actually costs us time and money. It takes a lot of time and effort to move a website. And even we don’t have cancellation fees. We’ll lose money. That’s our punishment for not meeting our clients’ needs, and our incentive to do better. Thankfully it doesn’t happen very often.
What you can do: Honestly, not much. You can try to negotiate your contract at the beginning, but that’s about all you can ask for. But before you do that, you should probably question why they need that clause in the first place and if that’s someone you want to work with or trust a part of your business to.
Owning your domain
This is specific to website providers but it’s egregious enough that I need to call it out. Some providers insist that they control the domain name for your website. Claiming that it’s easier if they register it. That they’ll make sure it’s always renewed.
What you should do: DO NOT DO IT. Register your domain under an account you (and only you) control. Make sure you sign up for auto-renewal. I usually recommend Namecheap or Dynadot (GoDaddy is ok too because they’re ubiquitous, but they have some questionable tactics of their own I recommend my clients avoid.) If they insist, run away.
Controlling your phone number
This is just like controlling your domain name. And with the rise in importance of local search and its reliance on consistent Name-Address-Phone Number (NAP) for rankings, it’s gotten even worse. Having a different phone number on your website than the one you have on your business cards, or in the phone book is a big no no.
What you should do: There should only be one phone number for your business, and it should reside with your telephone service provider.
Acting as the middleman between you and your clients
That phone number control is often used as part of a feature called call-tracking, an attempt to funnel all website leads through a proprietary system. Of course that assumes that your leads want to call you. Some vendors even go so far as to not put an email address on your website, forcing the visitor to either pick up the phone or fill out a generic form that connects to their system and their system only.
What you should demand: You need to own your communication with your clients. Any barrier that’s put between you and your clients is not worth whatever low-volume metrics you might be able to pull out of your marketing vendor.
Promising the moon
This is pretty straightforward. An over-eager salesperson making empty promises to hit their monthly quota. Sometimes it’s subtle, but when you start to think maybe they’re being a little too generous with their predictions here’s a tip…
How can you use this? If you’re wondering if they’re pulling the wool over your eyes, then a surefire way to tell is by using a trap question.
Take the vendor’s pitch to the extreme, ask them if that’s a typical result. For example, for a company building a website or an SEO firm, ask them if this product will get you on the first page of Google. For a lead gen product, ask if you’ll get at least 5 qualified, high-quality leads every month.
Of course, if they say yes, ask for the names of two or three clients that have had those outcomes so that you can speak to them about their experience. And then watch the excuses fly. They’ll say that they don’t disclose client information.
You can even ask for a guarantee. That you can request a refund if those results aren’t met. That’s almost always a no-go on their part, but at this point the deal’s probably over so have some fun and watch them try to justify why they can’t 🙂
If they say no, that those results might be possible but that they aren’t typical, that’s actually a positive sign. Ask them under what circumstances you could expect to see those results. Ask them what the typical results actually are. If they’re honest about the conditions where the solution works and where it doesn’t, they believe in what they’re selling and it might be worth trying as well.
But again, ask for two or three references that would be willing to back that experience up.
In those scenarios, it’s really hard to find a long-term customer that’s willing to speak with prospects. And if there’s only a handful of them and they’re selling at scale, they just can’t afford to send hundreds of reference requests to each attorney that offers.
Here’s the cold hard truth. If a vendor doesn’t have at least a few attorneys literally raving about their experience, then it’s probably a no-go. After all, by the law of large numbers alone, there should be outliers that are having success. Even if they can’t give you a phone number, they should be able to send you case studies of successful clients. And often from there, you can do some basic Googling to find the subject’s contact information if you need to verify their story.
What about you?
Have you seen these tricks in the wild? How have you dealt with them? Did I miss any? Let me know in the comments!
Tired of being played?
If you need help with your marketing, but were really hoping to avoid all of those tactics, let’s chat and we’ll help you get off to a great start!
If you’re like most folks, the answer is yes. In fact, you probably have several newsletters sitting in your inbox right now. Some you may find useful, while others are destined for that great “unsubscribe” button in the sky.
So, what makes one newsletter interesting and the other one blah? Why do you read one, and discard the other? You subscribed to every newsletter in your inbox, but some of them are just not worth the click.
We’re not going to allow that to happen to your newsletter. Your newsletter will be worth the click every time, and you’ll earn that distinction by following the tips below.
Below, let’s expand on some of the ideas introduced in the previous post, and also discuss advanced strategies to take your newsletters from “oh, not them again” to “yay, I love their emails.”
[Tweet “Here are advanced strategies to take your newsletter from “ho-hum” to “hooray!””]
Start with an Email Newsletter Service
I have some good news for you– you don’t have to send email newsletters from your inbox. That would take a lot of time, and it may even get you in hot water with your email provider.
Instead of sending emails from your inbox, you can send them through an email newsletter service provider. There’s plenty to choose from, but I highly recommend MailChimp.
MailChimp is easy to use for complete beginners. It’s free up to 12,000 emails a month and 2,000 users.
MailChimp also integrates beautifully with AmazeLaw.
Because it’s free, easy to use, and works great with sites built by AmazeLaw, I recommend that you start with MailChimp. Setup takes less than five minutes. We’ve actually created a detailed guide to help you through the setup process here.
Don’t forget to create a signup incentive!
Also known as a lead magnet, a signup incentive persuades your website visitors into subscribing to your list. In exchange for their email address, you’ll give away a free gift, generally in digital form (an ebook or a resource guide). But you’re not limited to digital goods. You may also offer something service related, such as a free 10 minute phone consultation.
Have a Purpose for Your Newsletter Other than Updates
Here’s the thing: Boring company updates are just that– boring. Your clients (both current and prospective) aren’t on your list to hear about you. They’re on your list to hear about them, specifically what you can do for them. It’s all about them.
But that doesn’t mean you can’t share information about your law firm. Just remember to present the information in a beneficial way.
For example, introduce the new paralegal on your team by explaining how he or she helps your practice provide better service: “Mindy, our newest paralegal, specializes in real estate law, and brings her extensive knowledge and research skills to our law firm.”
It’s a matter of shifting your perspective (and wording) to engage your readers and make the information relevant to them.
Now, let’s take a look at the different categories of email newsletters.
Newsletters fall into three categories:
Educational
Use your newsletter to answer questions and educate your clients about the law.
Promotional
Use your newsletter to announce upcoming events, advertise new services, and share coupons.
Nurture and Build Trust
Use your newsletter to stay at the top of mind and turn prospects into clients.
Segment Your Newsletter
Segmenting is one of the best things you can do for your newsletter, but if you haven’t heard of it, don’t feel too bad. Most law firms haven’t heard of email segmenting at all, but it’s a proven strategy that will help you create more relevant emails for your subscribers.
Would you like a list of easy ways to segment your email list? Check this out!
Segmenting is when you group people together based on behaviors or demographics.
Let’s say your law firm specializes in family law. You provide services in the areas of child support, divorce, and adoption. Your clientele is varied, and those who sign up to your newsletter will naturally want different things. Some may want ongoing advice about child support, others may want to know the laws surrounding adoption, and others still may want to know what to expect during divorce proceedings.
While there may be some overlap, your audience is likely to need different content. In this case, one size doesn’t fit all.
Enter segmentation.
You can separate each group in your email newsletter service provider and then send relevant emails based on the needs of that group. If there’s a new law that affects adoptions in your state, you may only wish to send a newsletter to the group that’s most interested in adoption.
Start the segmentation process immediately upon signup. You can have a general signup segment for everyone who subscribes on your home page. Then, create another signup segment for those who subscribe on your adoption information page, or your divorce information page.
If you already have an active email list, you can easily send out a survey via email, asking each subscriber what type of content they’d like to receive more of from you in the future. Armed with this information, you can go to your email newsletter service provider and group your subscribers based on each individual answer.
Get to the Point As Quickly As Possible
Email is no place for long, sweeping content. Make your point immediately and then give your audience direction on what to do next.
Ask yourself: What does the subscriber want to get or learn from my emails? Then, set about delivering that type of content every time.
The average email newsletter should be way shorter than the average blog post. Shoot for three paragraphs, maybe four. If that seems too restrictive for you, consider increasing the amount of email newsletters you send out from once every month to twice a month, or even twice a week, if both you and your subscribers are up to it.
This way, you can share more information without forcing your subscribers to read too much at one time (they won’t anyway).
Of course, another option is to segment your subscribers so that you can send each group targeted information without getting too wordy.
Include a Call to Action
A call to action is a simple directive you offer to the reader, telling them what to do next.
Every email newsletter needs a call to action, preferably one that drives subscribers back to your website. Give them a reason to return by teasing the benefit to the subscriber, for example, “Learn more about X on the blog” or “Download this ebook now.”
End each email with a call that gets your subscriber to take the logical next step. It may be obvious to you, but not to them. Spell it out.
Send on a Schedule
Humans like routine– this extends to the humans on your email list. Create a pattern of trust by showing up in their inbox every second Thursday (or whatever schedule you choose).
The last thing you should do is constantly switch up when you send your emails. Sending two email newsletters this month and then waiting six months to send a third is never going to work.
Instead, commit to a schedule that your subscribers can rely on. If you don’t, they’ll quickly forget who you are and may even hit “spam” on you.
Let’s pinky swear on this: set a schedule and stick to it.
Final Thoughts
When a client gives you their email address, it’s quite an honor. It’s also a mark that you’ve already impressed them. All you need to do now is follow the above tips to create a newsletter that clicks with your subscribers.
When given the opportunity, most people would rather watch a video than read a book. Is that a sad commentary on our society or a powerful opportunity to market your services to a wider crowd?
As an eternal optimist, I’m going for the latter. In fact, I don’t think it’s sad at all that most people prefer watching video. It just proves that most of us are visual thinkers.
While I’m a big champion of the written word, I’ll also argue for the use of video in your lawyer marketing strategy. Video can reel people in, help them “meet” your brand, and add tone and humanness to your online marketing efforts.
Together with written content, video can educate your prospective clients. It can also increase your brand’s trustworthiness. Let’s take a look at why you should consider video marketing in your ongoing effort to attract more clients:
[Tweet “Why you should consider video marketing in your ongoing effort to attract more clients:”]
While words weave brilliant stories, video editing adds a human touch. Think live demos, case study breakdowns, and real Q&A sessions. It’s like giving your online presence a voice and a face, turning you from text on a screen to a trusted legal ally.
Why Use Video Marketing
It’s easy to get people to trust you.
Prospective clients are much more likely to trust you if they can see you with their own eyes. This includes observing your body language and hearing the inflection of your voice as you speak. Without these social cues, clients must rely on the other content you’ve produced to gauge whether or not to trust you.
While it’s possible to do this through other types of content and visual branding (check out this post on building a visual brand identity that inspires trust), no other method is as direct and fast-acting. There’s a new level of trust you can establish just by showing your face, and you can do it in two minutes or less (more on this later).
Would you like a printable guideline for the do’s and don’ts of online video?
Thanks to smartphones and associated apps, producing a video doesn’t need to be a Hollywood-style endeavor. It’s you, a camera, and a microphone. If you want to get fancy, you can purchase an entire light kit for less than $200 on Amazon. This kit includes lights, stands, and three backdrops to add a professional look to your video.
For me, it’s vice versa. But for you, it may be easier to speak extemporaneously or with a very light outline. If you hate writing and find it easier to just start talking, you can use video to sell your services to potential clients.
It’s great for SEO.
We’re all fighting to dominate the search engine results page, but there’s one secret way that may push you to the top of the results: YouTube video.
Google actually owns YouTube. If you create a YouTube video and assign a relevant keyword, your video may rise above everyone else’s content to occupy a prominent spot in the search results. Observe:
Google Search: How to pay for an old ticket
Google Search: Do I own my music if it isn’t registered
Some of these results are seven years old. In Internet years, that’s equivalent to 60. Pair this knowledge with the fact that Google’s search bots are constantly looking for relevant and updated information to give to its users. If you can create such a video, you’ll knock these ancient videos off their throne and become the new leader. The king is dead; long live the king.
Three Types of YouTube Video to Use
Now, let’s take a look at how you can use YouTube video to advertise your law firm and get more clients.
A Brand-Focused Commercial
Create a commercial for your law firm. This is your opportunity to connect with viewers and make them like you. No stiff body language and monotone voices, please. Rigid and robotic only work if you’re an animatronic character on stage at Chuck E. Cheese. Even then, it’s still creepy.
Speak in everyday, relatable language. Odds are, your client isn’t a lawyer and doesn’t understand legalese. Talk to him or her in terms they can understand.
Make it about them, not you. Instead of listing what services you offer, discuss benefits. For example, don’t say, “We have 25 years of experience in helping folks file bankruptcy”. Instead say, “We’ll help you protect your assets, stop creditor harassment, and start over fresh.”
Inject personality into your video. Sure, you’d like to maintain a professional persona, but that doesn’t mean you have to stick to the same script everyone else is using. Spend time thinking of fresh and original ways to introduce your law firm to others. It doesn’t have to be gloomy and serious, especially if your area of expertise is on the more creative end of the spectrum (such as sports and entertainment law).
Testimonials
There is nothing more persuasive than watching a relatable person share his or her experience. It’s called social proof, and it’s the top way to get people to buy what you’re selling.
If you have a client who is happy with your work, don’t just rely on him to tell others about you. Put him on the spot and ask if he’d agree to do a video testimonial for you. The worst response is a “no,” but you may be surprised at how many people are willing to shoot a short testimonial.
The key there is short. Don’t try to slice and dice a 30 minute video in 30 seconds. Keep it short by asking a few specific, open-ended questions (not yes or no) to get the response you’re looking for.
Educational
Use videos to educate your clients, both current and prospective. Let’s take a look at two types of educational videos to use:
Answer frequently asked questions. I’m sure there are a few questions you’re asked time and time again. In addition to writing a frequently asked questions page, create a YouTube video for each.
Be sure to use the frequently asked question as the title of your video. For example, entitle a video, “How long does it take to finalize a domestic adoption?”
By creating a YouTube video to answer these questions, you’ll bring in people who have specifically searched for that question in YouTube and/ or Google.
While the prospects of them finding your FAQ page is hit or miss (so many other law firms may have similar questions/ answers), you can separate yourself from the pack with a video. Most likely you will rank higher in the search engine results because of your video, and that means more people will click on your link.
Discuss what to expect. Your prospective client probably has no idea of what to expect. He’ll be forever grateful if you can provide a cogent list of what to expect during the case, trial, procedure, hearing, you name it.
Be a guiding light and help your viewer figure his way through this previously uncharted path.
Best Practices
Get a clear idea of who you’re targeting with your videos.
Don’t set out to make viral videos or entertain everyone on YouTube. Get narrow with your focus. Only a small group of people on the Internet will pay for your services. That number is likely less than 1000 people in a pool of billions that could potentially stumble up on your video. Don’t overwhelm yourself trying to appeal to everyone – only those people who will retain you matter.
Select testimonials from those who represent the types of clients you’re actively seeking. These testimonials will attract and be much more relevant to those prospects.
Keep your videos short.
No longer than 2-3 minutes. After the two-minute mark, you’ll lose over half of your audience.
Be authentic.
Don’t stick to someone else’s script. Sound like yourself on your video, not like what you think people expect.
Invest time and money into editing your videos.
The average viewer will give you 10 seconds to get to the point. If you don’t engage your viewer quickly, they’re going to leave and never look back.
The smartest YouTube videos start with the end and then work their way back to the beginning.
Choose Keywords
A keyword is a word (or a collection of words) someone types into the Google search bar. Think like your prospective clients and consider which search term(s) he or she would most likely use to find your content. Next, use that exact search term to title your video. Support your video with other keywords that are related to that search term.
An example of this may be to title your video, “How to File for Divorce in Boulder, CO.” Your supporting keywords could be “divorce lawyer”, “Boulder law”, and “divorce Colorado.”
Add a Call to Action
End each video with a call to action. Ideally, you’ll want to send your clients back to your website to get even more information. But don’t just send them to your home page. Instead, send them to a specific landing page or contact page where you can encourage them to call you. Incentivize this page with freebies, such as a free ebook or a complimentary consultation.
Final Thoughts
Don’t overlook video as an effective way to build trust and appeal to a wider audience. You can dominate search results and be visible to more people than you would by just sticking to written content only. Fortunately, video is easy to produce thanks to the all-present smartphone, and it’s absolutely free. All you have to do is press record.
If you have a video, leave your link in the comments below.
Would you like a printable guideline for the do’s and don’ts of online video?
I am not a lawyer. There. I said it. But I am married to a wonderful employment attorney who’s just recently hung her shingle. Like most solo attorneys out there, she’s found that building a client base is a constant exercise in hard work, ingenuity, consistency, and persistence.
I happen to be a really nerdy guy that has a background in building digital marketing platforms, so we sat down one night to figure out what ONE THING we could focus on that could get her the most bang for her buck in terms of getting in front of her ideal clients right now, and staying top of mind for when they actually had a need for her help.
We tossed SEO, as you’re not going to get to the first page in Google for anything but your name in the first few months of starting a firm. Anyone that tells you otherwise is peddling snake-oil. So what’s one to do when faced with the long-game that is internet marketing? Well, you have to get a little scrappy, and go places that most of your competitors won’t.
I’ll share what we came up with, and walk you through every step of putting this in place for you. And as long as you’re not an employment attorney in Southern NH, I’ve been given the green-light from the Mrs to let you in on the goods.
The Case For A Weekly Newsletter Over Say, Twitter or Facebook
The one constant over the last 20 years of the internet (besides cat photos of course) is email. Everyone has an email address. Everyone checks their email multiple times a day. Everyone gets a nice little dopamine kick every time an email comes in and their phone beeps or vibrates in their pocket. In short, it’s the most ubiquitous way to insert yourself into a person’s weekly routine.
But you know all that. The real beauty of an email newsletter is twofold.
One, email is easily shareable. We’re used to forwarding an email, and we don’t have to leave our browsers to do it. No fancy “Share This” buttons, no URL shorteners, just a simple forward to a friend is all it needs to spread, and spreading is what you really want right now.
Two, email generates a feeling of reciprocity. Our species has a hyper-developed urge to return favors given to us. If you’re able to provide enough value to your readers on a regular basis in the form of insights, aggregated interests, etc, when it comes time to seek legal advice in your area of expertise, you’re the one they’ll have that urge to go back to.
I promised two, but I’ll give you a bonus reason. Email is not controlled by another company’s desire for you to pay them money in order to reach your audience. It’s been shown that Facebook posts are seen by less than 6% of a brand’s followers, and internally, Facebook wants to see that number drop to 1%-2%. Why you ask? Because they need money in order to satisfy their share-holders, and the only way to do that is to be the gate-keeper (read: toll-keeper) between you and the audience you’ve painstakingly built on their platform.
So if you want to actually build that audience, you’re now going to have to use their Facebook ads platform to do so.
Own your audience! An engaged newsletter subscriber is orders of magnitude more valuable than a Twitter follower or Facebook fan.
[Tweet “An engaged email subscriber is orders of magnitude more valuable than a Twitter follower or Facebook fan.”]
Now that begs the question, who should your audience be?
Choosing an audience
Deciding who your newsletter is for is largely dependent on how you define your ideal client. In the example of my wife’s employment law firm, her ideal clients are small business owners and HR managers in larger companies. For her, it makes sense to market directly to those folks with updates about the changing HR landscape.
But, when coming up with your newsletter audience archetype, clients aren’t the only option. In fact, in many cases, you may want to skip writing for clients at all, and instead focus on the natural referral providers that make sense for your practice area. For example, if you focus on trusts and estates, you might consider writing a weekly update for financial advisors in your state, that would keep them in the know, and ready to hand out your business card if their clients have more complicated estate matters that the financial planner can’t handle on their own.
Choosing your content
Now that you have your audience decided, it’s time to figure out what content we can provide on a regular basis that will ensure that your email is always valuable to that audience.
It’s tough starting from a blank canvas, so I’ll outline a few items that should work for most audiences. But don’t be afraid to get creative and get inside the mind of your ideal client. Remember, this is about them, not you. If you have other ideas, please share in the comments!
An Editorial Forward
I wouldn’t spend more than one paragraph on this. Give the readers an overview of what they’ll find in the update, and perhaps a light call to action. Suck them in.
Interesting Reads
You no doubt spend a lot of time reading the latest news related to your practice area. When you come across an article that you want to share on twitter, place it in your email template as well. Be sure to add a one or two sentence takeaway from each that informs your reader why it matters to them.
If you want to link to one of your own blog posts, that’s fine, but limit it to one per newsletter. You don’t want to come across as spammy. This newsletter isn’t meant to drive traffic to your blog, it’s about keeping your readers informed.
Events
Curate a list of networking events in your geographic area. Make sure to ask readers to let you know about any events they’re sponsoring or attending as well. Highlight the events going on that week, and then list out a calendar of events spanning the next month.
Reader Questions
Solicit questions from your readers. If they have a particular problem that others in the group might be interested in, ask if you can publish your response to the group. Obviously, you should be careful to disclaim that the email doesn’t constitute legal advice.
Blog Posts
If you do want to have a place for all of your posts from the week, place them in their own section, and toward the end. Follow a similar format to the “Interesting Reads” section above.
Footer
This is essentially your business card. Make sure your readers have a way to contact you, and how to find you on your various social media accounts. Also, this is a good spot for a disclaimer if you have anything in the newsletter that might be construed as legal advice. Also, a good place to let folks know that replying to you doesn’t constitute an attorney-client relationship.
For this one time, and this time only, I’m going to advise ignoring that rule, mostly because we’re going to be following the intent of law, if not the letter.
We are going to be creating a weekly newsletter that your readers will WANT to look through every week. If we don’t reach that level of awesomeness, then this whole endeavor won’t be worth it anyways.
So, for your initial list, we’re going to build a list of people you know in person that would genuinely be interested in your content. This is not a “dump my address book” into a list type of exercise. This is a painstaking process of going through your address book, your Linkedin contacts, your Facebook friends, etc and asking the following questions:
Does this person know who I am personally?
Does this person fit my audience archetype?
Would this person likely look forward to this email every week? (Be brutally honest)
If the answer is “yes” to all three (and a real “yes” not “maybe” or “possibly”, a hard and fast “yes”), then you want to add them to your list in the following way:
Create a spreadsheet in google docs. You can do this in excel as well, but we’re going to do this using Google Docs because everyone has access to that tool, and particularly for marketing activities like this, Google Docs can be a lifesaver.
In Column A, put the email address. In Column B, put the person’s first name.
Rinse and repeat step 2 for every person that fits.
When you’re done, we need to download your list so we can import it into your email provider of choice. To download the file in the correct format in Google Docs, click File> Download as…> Comma-separated values (.csv, current-sheet). Remember where you place that file, we’ll need it later.
Now that we have a list, let’s get down to the nitty-gritty.
Tools
There are a TON of email providers out there. There’s MailChimp, Constant Contact, Emma, Campaign Monitor, and I could go on and on and on. They’ll all work and if you have one of them in place already, stick with it. Better to work with the one you know. If not though, I always recommend MailChimp for two reasons. One, it’s free for up to 2000 subscribers, which is more than enough for every firm I’ve ever worked with. Two, it has all of the features you’ll need, is easy to use, and it works on every device so if you have a few minutes of downtime, you can work on your next week’s digest without having to bust out a laptop.
We’ll be walking through how to implement this using Mailchimp.
Setup
Head on over to mailchimp.com and sign up for their free plan.
Once you create the account, you’ll receive a confirmation email. Just follow the link in that email to continue with the setup. Fill out the form related to your business size and whether you have a list (feel free to select “No” for now, we’ll build one later) and hit submit. You should now be staring at your Mailchimp dashboard.
We’ll start by creating an empty list. Click on the “Create List” button on the dashboard to get started.
Creating Your First Email List with MailChimp
Just click “Save” and congratulations, you now have your first email list.
Importing Your List
Now that we have a list, we want to make sure all of our readers receive it. We need to import them from the list we created before. So go ahead and click on the import subscribers link, and then select “Import From a CSV or TXT File.”
How to import subscribers from a CSV file in MailChimp.
Now, find the file that you downloaded in the “Constructing your list” section above. Once you import that file, you should see a screen where Mailchimp is going to match up the columns in your list with the custom fields that Mailchimp uses to customize your emails to each reader.
Selecting which file to import your subscribers from.
If it works, it should look like this:
Making sure your data lines up with MailChimp’s dynamic fields.
Once you click then ‘Next’ button, you should see a confirmation screen. The defaults are fine, just click ‘Next’ to complete the import.
Alright, now that you have a list, we need to build a campaign. Campaign is just another word for sending out an email to your list. To start the process, click on “Campaigns” in the sidebar then in the dropdown on the next page, click “Regular campaign”.
Starting your first campaign with MailChimp.
When you do that you’ll be placed into MailChimp’s campaign creation workflow. In the first step, just select “Send to entire list” and click “Next.” The next step is where you start to define what this particular campaign (or mailing) is.
You’ll need to create a name for the campaign. I would chose something that can be easily modified in future campaigns since this is going to be a regular thing. In this example, I chose to name it after the newsletter, and then give it an issue number. That way, in the next campaign, all I have to do is change the issue number and they’ll be easily identifiable. You could use the date you plan to send it instead of an issue number too. I’ve seen that work nicely as well.
Once you have the name, it’s time for the subject line. Now I’ve always found the subject line to be a little hard to write before you’ve written anything about the content. So for right now, put in something generic about your newsletter and move on. We can change the headline later (before we send) to make it more specific to the actual content you put in the newsletter.
And the final change I’d suggest is putting *|FNAME|* *|LNAME|* as your “To:” field. Whenever you see *|SOME_CODE|* it means Mailchimp will replace that SOME_CODE with the data in your list that matches “SOME_CODE”. In the case of FNAME and LNAME, that’s the first name and last name of each recipient that was matched up when you imported your list.
As for the tracking section, you can leave that at the default values. If you use Google Analytics, you can go ahead and check the box there so that the campaign name will appear in your Google Analytics account as well.
Here’s what your screen should look like:
How to choose your campaign options.
Choosing a Template
Once you’ve set up your campaign, it’s time to decide how it will look. MailChimp provides a number of Basic Templates which allow you to build out your email, and they also provide pre-designed themes that have a bit of design to them.
I would stick to single column layouts to minimize complexity, but find one that works for you. It’s hard to go wrong here, so have fun! If you’re concerned about which one to pick, click “Themes” and search for “Minimal”. It’s organized into nice sections that you can customize to match the content you decided to include earlier.
While a template is one of the fun parts of setting up your marketing campaigns, be careful not to fall into analysis paralysis. There are a number to choose from, and you can always change it later. But for now, just pick one that’s simple and clear. After all, you want your readers to focus on what you’re writing, not the template that wraps it.
Writing your first email
And here we are, staring at a blank canvas. Intimidating right? I felt the same way. It gets easier, particularly once you find a format that really starts to resonate with your list, but for now, we wrote up an epic newsletter template that you can use to get yourself going on the right track.
Don’t get stuck on what to write.
We took care of the ideas for you, so you can focus on getting started. Click that green button there and you’ll have that template to use for whenever you’re ready to write your first newsletter.
You’ve now created your first email and you’re ready to hit send. That’s awesome! Now, when it comes to sending email marketing campaigns, you don’t want to just hit send when you’re done with it. You’re going to want to schedule the campaign to optimize for actually getting read.
Let’s face it, while our goal is to create an email marketing newsletter that readers actually look forward to, folks are busy. Think about the day-to-day business of your clients and try to schedule the campaign to go out when your readers will be able to sit down and read it.
For example, if your clients are HR managers, mid-afternoon on a Friday might be great, as they might be killing a bit of time waiting to punch the clock for the weekend. Every list is different, so feel free to experiment.
Sending your first campaign is only the first step…
Sending your first campaign is a really really big deal. You should be proud. You put yourself out there, and that’s the first step to allowing you and your firm to be found online.
Now, let’s take advantage of that momentum and talk about how to grow your list and how to keep pumping out great content.
Getting new subscribers
That first group of readers is going to be the easiest. You already know them. Getting folks you don’t know to sign up will be a lot harder. But alas, we’ll talk about a few ways to get started. The first two require little to no technical ability. You can start doing it today and to be quite honest, you’ll likely have your best results there.
Ditch the business cards, sign them up for your list in person.
We all know the value of meeting industry folks face to face. Attorneys are some of the best networkers I’ve ever met.
All of those events, the hours of chit-chat, the passing of business cards, all with the hope that one day someone will remember your firm when they have the need.
What if they didn’t have to think back to that charity dinner 18 months ago, and instead only had to remember the person that emailed them two weeks ago?
That’s the real power of email marketing. So now that you have a newsletter, you can use it to stay in front of all of those people you’re investing time to meet with.
So rather than saying “Here’s my business card, call me if you ever need help.” you can say, “I have a newsletter that goes out every other week or so that will help you with <problem they might have>. Would you like to sign up? It’ll only take a few seconds.” And then whip out your phone, go to Lists, choose your main email list, and then in the upper-right corner click on the button to add a subscriber and just enter their name and email address. You could even hand them the phone to have them enter it themselves. Done!
Or, if you don’t want to have to pull out your phone, just keep a pen handy. When you ask about the list, if they say yes, make a quick note on their business card, then manually invite them to the list later that evening when you get home.
Your loyal readers are also a great source of new subscribers. After all, they’ve already gotten to know you and the value you’re providing them. And, like most networked professionals, they probably know others just like them that might also benefit from your newsletter.
So, once a month, or once every other month, depending on how often you email your list, let everyone know that you’re on the lookout for new subscribers. Let them know the effort that you put into the list. Maybe even pull on their heart-strings a little bit by reminding your readers of all of the value they’re getting FOR FREE. And then ask if they’d take 30 seconds and consider forwarding your email to friends or colleagues that might also benefit from the information you send out.
MailChimp has a handy little merge tag for a forwarding link that will allow your readers to forward your email and have the recipients be prompted to sign up for your list as well. Just highlight your call to action (the sentence that’s asking folks to sign up) and click the link button. Select “Web Address” and set it to *|FORWARD|*.
Creating a link that will help your readers forward your campaign to a colleague.
Mini Contests
Another way to entice folks to forward your email is to run a little contest. For example, you could raffle off say, three $20 amazon gift cards, or maybe a copy of a book that’s pertinent to your audience. Then ask them to email you with the names of folks they forwarded your email to. For each one that signs up, enter them in a chance to win.
Worst case, you have 3 folks sign up and you spent $60. Might seem expensive, but the beautiful thing about email marketing is that you have time to make that money back. If even one of those clients calls you for a 30 minute consult in the next 18 months, you’ve likely made your money back.
Get your website to drive new subscribers…
It’s fairly easy to get a signup form onto your website. If you use WordPress, just add the Mailchimp plugin. Follow the instructions to add the form as a widget in WordPress.
If you use AmazeLaw, just go to Email Marketing, and click “Connect Mailchimp” button and you’re done.
But, like sending out that first campaign, adding a form to your site is not enough. You also need to actively promote your list in order to entice new signups.
Obviously, “promote your email list” is the type of pithy advice run away from here at AmazeLaw, so here are some easy, concrete ways to promote your new list on your own website.
Landing Page
A landing page is just a dedicated page whose sole purpose is to get a visitor to perform an action. In this case, the action is to get someone to sign up for your email list.
Create a page in WordPress or AmazeLaw, and give it the same name as your list. The content is pretty simple, you don’t even need a picture:
[Headline: Big benefit they’ll see from signing up]
This is a paragraph about what your life will be like after you’ve signed up and are reaping said benefit. Imagine how easy life will be. No more worrying about missing the latest news and getting caught unaware.
Here’s what you can expect:
Easy to digest updates about [your practice area]. No legalese! We promise!
Curated industry news so you don’t miss the best content out there.
…
No spam. Ever.
[Signup Form]
Pretty easy, huh?
Protip: Add a link to your landing page in your email signature with a simple call to action. Something like “Sign up for our free bi-weekly employment law update.” or “Free estate planning tips in your Inbox every week.”
Post/Page Footers
Having a signup form on your contact page, or home page is a great first step, but often times, visitors to your site won’t be coming through the front door. A good percentage of your traffic, particularly search traffic, will likely go directly to your blog posts where visitors are looking for a very specific answer to the problem they’re searching for.
They’ll likely never see your homepage, and unless you do a bunch of cross-linking (linking to other posts or pages on your site), they may not see another page before they move on with their day, armed with the answer to their query.
But what a perfect time to start a relationship. By answering their question you’ve provided value and built trust. It’s the perfect time to remind them that, hey, if you want more quality advice or analysis just like this, sign up for my newsletter!
Alright, time to recap. We’ve gone from nothing to:
Signed up for a free MailChimp account.
Created our first email list
Built and sent our first email campaign
Set up our website to attract new subscribers by using landing pages and blog post footers
Learned to leverage our existing contacts for new referrals
Staying consistent
Now that you’ve setup your email marketing essentials, we need to create a system for consistently delivering little knowledge bombs to your subscribers.
And consistency isn’t just how often you email your subscribers, but your ability to consistently deliver something that your readers value.
Steve Martin quipped in his autobiography that it wasn’t the ability to kill it on a given night that set the great comics apart. After all, most comics could kill it every once in a while with the right audience. It was the comics that could produce a great show night in and night out that were truly successful.
And just like Steve Martin, you need a system to deliver consistent value.
How do we do that?
Creating a schedule you can stick to…
We talked a bit about scheduling your campaigns so your customers are most likely to read your posts. Now let’s talk about how to schedule your campaigns so that they fit within the constraints of a busy attorney’s calendar.
You know it, I know it, so let’s not pretend that your email list is going to top your list of priorities for the week. So let’s just acknowledge it up front and figure out how to move forward anyways.
If you’re like me, you might tend to overestimate what you can accomplish, and that’s doubly true for todo items that aren’t sitting atop your priority list. So, if at this very moment, in your excitement over setting up email marketing for your firm (you’re totally psyched right? Right?!) you think that you could handle a weekly email campaign, let’s adjust that right now. Take your totally logical and reasonable estimate and cut it in half. Make it every two weeks, or make it monthly if your estimate was bi-weekly.
This will help you avoid the trap of committing to an unrealistic goal, missing it, and then bagging on the whole thing when a month has gone by and you missed your deadline.
And now that you’ve given yourself that break. Commit to it. You have no more excuses.
Set a recurring calendar reminder for 5 days prior to your campaign. Spend 30 minutes compiling your content. Don’t worry about being perfect. Just get a bunch of content in there.
Three days prior to the campaign spend another 30 minutes refining that campaign to make sure that the content is actually worth interrupting your audience for.
Forget for a moment that you’re an attorney and that you’re actually interested in the law. Forget that you want more clients. Forget every inclination you have to talk about yourself.
Just imagine your ideal client reading your email and constantly asking the question “What’s in it for me?” and “Why do I care?” If a sentence or bullet point isn’t written to answer those two questions, cut the sentence or rewrite it so that it is.
And finally, one day before your campaign is to go out, spend 30 minutes and perform the following exercise:
Read the following articles that summarize some simple techniques for coming up with headlines that inspire action
Now, set a timer on your phone for ten minutes. Turn off your wifi, and just start listing out subject lines for your campaign. Don’t worry about how good it is, just get it out and move on to the next one. The goal here is quantity.
When the timer goes off, look over your list. From the perspective of your ideal client, which one do you think would inspire them to skip the ‘delete’ button and actually read that email?
There’s your subject line.
For example, here are 10 subject lines I came up to use in an email that would describe this exercise using those formulas. Which one resonates with you?
5 subject line secrets that will get your email read… 7-Minute brainstorms that WILL get you new clients… Write subject lines like Don Draper, even if you’ve never written a word of copy… Send emails that get read 50% more than ‘real marketers’ with 10 minutes of work Write emails your clients WANT to read… Don Draper couldn’t beat your copy if you follow this one simple exercise… 5 minutes could mean the difference between being spammy and being awesome How to avoid writing subject lines that make your email invisible… Are your subject lines wasting the effort you put into your newsletters? What professional copywriters do when they can’t think of headlines
That was 10 minutes of work. Some of those headlines are clearly better than others. Some are repetitive, and that’s ok. But you’ll notice, the odds that the first subject line (the one you would’ve used had you not done the exercise) is the best one is slim.
This simple exercise will routinely get you two or three times as many opens on your campaign.
And that means two or three times as many opportunities to get in front of your clients, which means two to three times the ROI for all of this effort you’re putting in.
How to come up with (great) content
It can be hard to come up with something to say week in and week out. And it’s even harder when you only have 30 minutes between client meetings to do it.
So rather than setting yourself up for 30 minutes of staring at a blank page, let’s create a simple system for building up that hopper of great content throughout the week, so when it comes time to write, you just need to pull items off your stack.
First, we’ll need a central place to accumulate all of these notes.
Everyone’s style is different, so I’m sure you can come up with a tool that works best for you. But the whichever method you choose, the key is to optimize for being able to take a note as quickly as possible whenever the thought strikes.
I prefer to use Evernote. I just keep one note and add newsletter ideas to the top of it as I come across them. My wife uses Trello, creating a new card for every idea. I’ve seen folks use Google docs. I’ve also tried using a Word document or even writing in a notebook, but those two options make it hard to access from my phone on the go, or lack the ability to quickly copy and paste a URL for a link I want to remember to share.
So, over the course of the day, any time I think of something that might be worth sharing with the email list, I write it quickly at the top of the note. And at the end of the week, I have all sorts of items I can pull from to write the actual campaign.
What sort of things should you be on the lookout for? Here are just a few:
Common questions from clients that you could answer in a paragraph or two
Events that your clients might find valuable (even if they’re not valuable to you)
If you happen to be attending them, mention that and invite readers to come say hello.
Legislative changes (but only those that, upon learning about would cause your ideal client to say “Oh man, I’m really glad I know that, I’m going to change X…”)
Articles that your potential clients would want to read
Anecdotes that can bring a little levity to the newsletter
Interactions with readers that could benefit others
Positive news about those in your readership. Did someone just win an award? Did they get some positive press?
Take note and share it. And then invite others to share their good news when hey have any.
If you get into the habit of taking note of these tidbits, you should find that when you sit down to write your newsletter, you’ll spend more time figuring out what should be left out, than figuring out what to add.
That’s it!
This isn’t rocket-surgery. It just takes patience and practice. If you have any questions, please let me know. And if you take this advice and create your own newsletter, be sure to add bryan@amazelaw.com to your subscriber list. See! You already have an audience!
Now quick, go write your first campaign. I’ll be here, looking forward to reading it.
Psst! Don’t forget to grab the starter template to get your email marketing started without a hitch!
41 Classic Copywriting Headline Templates When you’re stuck and need to come up with headlines or subject lines in your emails, these articles will get you unstuck right quick. It’s like mad-libs, except instead of laughs, you get tons of clicks 🙂
I know it sounds silly, but it’s probably the single most important task you can do this week to learn about your online reputation. Armed with the knowledge you’ll receive, you can take control of your online image and turn prospects into clients and clients into superstar referrers.
Online reputation management always starts with a quick search on Google for your name and/ or your law firm’s name. What are the first results that show up when you do a Google search?
Go on. I’ll wait.
Your search results probably look a little bit like this:
You should see your own website, followed closely by review sites like Yelp, Avvo, and Yellowpages.com. You may even find a Google listing with star ratings by your name, indicating your clients’ satisfaction levels.
Some people do vanity searches on Google for kicks and giggles, but when it comes to your online reputation, there’s nothing more persuasive than the first few results that return on a Google search. For many of your prospective clients, this will be their first encounter with your brand.
Don’t believe me?
Let’s play a scenario. Let’s say you have a satisfied client who refers you to one of their friends. Your client can’t remember your website, so he tells his friend to Google you.
While the referred prospect trusts his friend, he may get scared away from choosing you due to negative one and two star ratings on the first page of Google results. And if you don’t have any strategy in place to counteract that negative rating, you may just lose a prospective client.
Another scenario is that you’re competing with every other lawyer in your area. A lot of prospects simply search “family lawyer in town, state”. People often make their decision based on who seems to have the most amount of positive information out there. This includes positive reviews, but also an active presence on these review sites. The final part of the puzzle is your own website that operates as your hub and a library of information.
Claim Your Profile on Avvo. While Avvo populates the basics of your profile with information from your state’s Bar Association, you should also fill in the gaps. Here are a few things you should include:
Up-to-date information about your law firm, including your website, phone number, email, and physical address.
A professional headshot. People like seeing who they will be working with. Putting a face to the name humanizes your brand.
List awards you’ve won, publications that have featured you, and organizations you’re a member of. It can improve your Avvo ranking and boost your reputation in the eyes of potential clients.
Get Reviews
+Ask for Reviews*
You’re a great attorney who cares about your clients (or else you wouldn’t be here). Based on this, I know you have clients who care about you, too. Now, it’s time to get them to show it.
When asking face to face, I recommend having a review-optimized business card handy. On your business card, point to the key places you’d like for your client to leave a review.
When asking via email, I recommend that you provide a mini-guide to make it as easy as possible for the client to leave a review for you. Ask for the review, leave a link to your profile (or directions on how to get to your profile), and provide guiding questions such as:
How was our service?
Would you recommend us to your friends and family?
Did we promptly respond to your questions and concerns?
Would you return to do business with us? If yes, why?
Keep it short, sweet, and to the point. That way, you’ll get a lot more people to leave reviews.
*You can’t actually ask for reviews for Yelp. Yelp specifically forbids it. What you can do is inform your clients that you are also on Yelp, and hopefully they’ll get the hint.
Alternatively, instead of asking for your clients to review you on third party websites, you can ask for good old fashioned testimonials. Then, you can put these testimonials on your own site.
While this may limit the amount of people who actually see your testimonials, you have a lot more control over what’s said on your own site. Review sites routinely delete reviews (both positive and negative, real and fake). This means a lot of your positive reviews may be lost forever because of a capricious algorithm.
That’s no fair.
Control the conversation by hosting all of your reviews (both good and bad) on your own website.
+Highlight Video Testimonials
If you can get your clients to leave video testimonials, do it! There are few things more persuasive and reputation boosting in the eyes of a prospective client than watching a relatable person tell his or her story.
You don’t have to hire a film crew and make a big production, unless you’re going to use this to create a commercial. If it’s strictly for your website or to market your law firm through Facebook or YouTube, you’ve got all the equipment you’ll need with your smartphone.
That’s right, a smartphone, a chair next to a window for good lighting, and (if you want better audio) a $15 lavalier microphone is all you’ll need to capture a compelling testimonial that will woo your prospects.
Simply go here to set up a Google alert. You’ll need a Google account (if you have a Gmail address, that works). Then, enter any term you’d like to be notified of. This may include your name, your law firm’s name, or even a name of your competitors.
Then, set a notification schedule. You may wish to receive a daily email digest, or an email once a week. And you’re done. It’s easy, free, and a great way to monitor your online reputation.
Respond to All Reviews (Even Negative Ones)
So, now that you’re monitoring all mentions of your name, it’s time to make a commitment. Commit to responding to each and every review left about you and/or your law firm.
[Tweet “Commit to responding to each and every review left about you and/or your law firm. Here’s why:”]
A lot of attorneys don’t do this, and the result ranges from appearing out of touch to just not seeming to care at all.
The fact is, if someone cares enough to leave a review on a website about you, you should care enough to respond.
You may be thinking, why should I get down and dirty with a negative review? Don’t think of it that way.
Instead, think of it as an opportunity to show how much you’re invested in resolving problems. Plus, prospective clients are watching carefully to see how (or if) you respond to negative reviews. Your response also will indicate whether or not you’re argumentative (well, of course you are– you’re a lawyer!– but you’re also an advocate, and that’s the side you should show when interacting with online comments).
Last but not least, respond promptly. Responding a year later doesn’t have the same impact as responding a month after the fact. That’s why it’s a good idea to set up Google Alerts and implement a schedule for checking your reviews.
The First Step
The first step is to set up a website and control the conversation. AmazeLaw can help with that. Let’s talk.
Whether you have a small or medium-size law firm, one need remains the same: clients. But not just any warm body will do. You need to find clients who are qualified and have a need for your services. That’s a tall order, but one that we’ll fill by the end of this post.
Stick around to find out how you can use the magic of the Internet to find qualified clients for your legal practice. Let’s discuss!
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The best way to start is by identifying your ideal client. To aid in this, I’ve provided a list of questions to help:
Who are they? Include basic demographics such as age, gender, location, and income.
What do they need from you? How likely are they to reach out to you?
Why do they need your service? If you offer more than one service, consider creating a client persona for each.
Where do they live online? Are they mostly on Facebook, Google (everyone’s on Google), Instagram, LinkedIn, Yelp, Avvo Law, or Pinterest? If you’d like to know which platform you’d be more likely to find clients, check out this post on Choosing the Best Social Media Platform for your Law Firm.
When do they research lawyers? Does your target client wait until the last minute? When they do reach out, what time do you get the majority of your calls? Is it 10 AM? 3 PM? This can indicate a lot about your average client.
Create a Website
Now that you’ve compiled a client persona, it’s time to create a marketing strategy to welcome those clients in.
When trying to find and nurture clients, always start with a website.
Remember, it’s not the 90s anymore. Folks use the Internet (not the Yellow Pages) to find everything from appliances to Zumba. As an attorney, you’ve got to make sure that your services are represented online, too. The way to do that is with a website.
A website is like an “always on” salesperson. Your website works for you even at midnight and on holidays. If you plan it right, your website can provide just as much information as your front office staff (but don’t tell them I said that).
On your website, be sure to create a blog that people actually want to read. Blogs are a powerful tool that can help you educate your site visitors and establish yourself as the knowledgeable pro that you are.
Use Paid Advertising
We’ve discussed how to use paid advertising before, so I won’t rehash it here. Check out how to use paid advertising to dominate the local search listings. Be sure to click on that link because there we discuss what SEO and search advertising really means for your law firm. I also give you the exact formula for how to get on a first-page listing on Google’s search results.
Create a Call-Only Ad Campaign
Have you ever searched on the Internet with your smartphone? Chances are, you’ve seen a little call button to the right side of the top few listings. That’s little button is going to transform your online marketing campaign, and here’s how:
People who search for lawyers with their smartphones are motivated to go beyond “research mode” and into results mode. They want to speak to a live person. Instead of directing them to a webpage, you should offer a call button for quick access.
[Tweet “People who search for lawyers with their smartphones go beyond research mode and into results mode. “]
This is known as a call-only ad campaign.
It costs the same as a regular headline click, but you’ll have a much more engaged prospective client who wants to act now.
By the way, don’t forget about Bing. While Google is the undisputed giant in Internet search, Bing does have 20% of the market share. You can follow these same steps on Bing to find qualified clients there, too. And it may even be cheaper.
Provide Enhanced User Experience
Did you know that a bad first impression of your website can lower your chances of getting clients? It’s true that you can lose site visitors just by a slow website– and by slow, I mean a site that takes three seconds or longer to load.
Three seconds.
No one wants to wait for answers. You’ve got to make sure that your website is fast load and provides all of the answers your prospective clients need immediately.
Even worse than a slow-loading website is one that’s completely disorganized and hard to navigate. If your site visitors have to click a lot of links trying to find the answers they’re looking for, they’re going to give up and hit the back button.
Here’s how to prevent a disorganized website:
Get clear about what information you’d like to share on your website. Here’s a good idea of where to start:
On your Homepage: Discuss what services you offer and who would benefit most from them. Keep it short, simple, and clean.
On your About page: Discuss who you are but keep it client-focused. Craft your About page to help the prospect understand why they should choose you. It’s good to underscore the kind of cases and clients you often work with in this page.
On your Services page: Be very clear about what services you offer and then break it down even further. Remember, your prospective client probably doesn’t know much about law, they just know that they need a lawyer. Use language they would understand. Oftentimes, a layman doesn’t know exactly what something’s called. Here’s your chance to educate and empower them to figure out what service they need from you.
You may also find it helpful to create a separate page for each service that you offer.
Prepare a Thorough FAQ Page: A lot of folks head straight for the frequently asked questions page, if you have one, to decide whether they need your services. This is yet another golden opportunity to answer common questions that you’d normally discuss over the phone. It’ll free up your phone lines for more specific questions, and provide a valuable resource to online prospective customers who are searching for answers.
There are times when you’re just not available. For example, maybe the caller left a message after hours. Perhaps you’re on another line. Whatever the case, don’t let that prospect fade– be sure to follow up immediately whenever possible.
Here’s the thing to keep in mind: a prospective client who doesn’t reach you will oftentimes go to the next attorney on the list. Boo. But, that doesn’t automatically mean you’re out. By calling that person back in a reasonable timeframe (by the end of the business day), you may be able to persuade them to choose you – especially if you’re presenting yourself as friendly and helpful.
Unlike emails and voicemails, phone calls are great for gauging interest.
Push the In-Office Consultation
Of course, you don’t want to give away everything in a phone call. It’s so crucial to get the caller into an in-office consultation. This is where you’ll be able to separate those who just want free legal advice from actual paying clients.
Should you offer free or paid consultations?
There’s compelling opinions on both sides. The benefit of offering:
A free consultation – You’ll definitely set more appointments because everyone loves “free”. You’ll also separate yourself from your competitors because they’re more likely to charge for consultations.
A paid consultation – You’ll get more motivated prospects. People who are willing to pay an initial consultation fee are more likely to sign a representation agreement.
A happy medium? Consider charging a consultation fee but then crediting it back to their account if they choose to retain your services.
You can also explain your process over the phone and on your website to help drive the in-office consultation.
Polish Your Profiles
By now, you know how important it is to have a website, but that’s not the only way to represent your law firm online. You also need to expand to social media networks, such as LinkedIn, Facebook, and Twitter
Being on a social platforms helps you extend the reach of your online marketing. You can start amassing followers and then updating them through your social platforms. While they may not always come to your website, they can always be connected to you through your social media updates.
Prospective clients may head to these review sites first before even starting a Google search. What will they find once they get there?
Negative reviews are one thing; negative reviews without a follow up from you are a death sentence. Don’t make that mistake. Follow up on all reviews, trying to resolve those that you can, but acknowledging everyone else with a heartfelt thanks for their feedback. No sarcasm, please. Remember– you’ve got an audience.
Chances are, you’ve heard of SEO. SEO is short for search engine optimization, and it’s the practice of doing everything you can to get as high up in the search engine results page (SERP, for short) as possible.
You see, landing on the first page of Google (or Bing) is not an accident. It takes deliberate effort to catapult your lawyer website (and by extension, your law firm) to the first few results, and there’s a lot of stiff competition vying for that coveted spot.
Here’s a free checklist to help you boost your SEO. Subscribe to receive this extra checklist.
Being on the first page of Google (or Bing) is absolutely crucial to grabbing potential clients. These people are on the Internet right now looking for the very legal services you offer, but studies show that most people never click beyond the first page of the search results. If you want to reach them, you’ve got to be on that first page, too.
Local SEO is slightly different from normal SEO. Local SEO is about getting your website to hit the front page for a specific location, i.e. your city or state.
For example, the results that pop up when someone searches for “law firms Tucson” have all been optimized for a local search.
Local SEO is important for businesses with physical locations. When Internet users search for a law firm online, they usually want to make contact immediately. They’re not going to spend an hour searching through hundreds of listings to find your contact information that’s nestled somewhere on page seven. They’ll likely go with one of the first few listings on the first page.
So, how do you dominate the local results? Let’s take a look at a few proven strategies.
A Word About Keywords
Before we go any further, let’s talk about keywords.
Keywords are words that you type into a search box to call up a particular topic.
To dominate local results, you need to use relevant and local keywords on your website. If your law firm specializes in family law in Birmingham, AL that’s exactly what phrase you should use to describe yourself on your website. An example of this would be in your About Us page where you describe your practice as “family law Birmingham, AL.”
It would be a mistake to overlook your city name here and go generic. There are hundreds, thousands, or even millions of other websites that could turn up for a generic keyword like “legal advice.”
While Google can put together a list of local law firms, if you haven’t optimized your content to indicate that you’re local to that specific area, you’ll get overlooked in favor of your competitors.
The moral of the story? Make all of your websites optimized for local keyword search inquiries by adding your city name.
Keyword stuffing is when you list a whole bunch of keywords (usually at the bottom of your page) in hopes that the search engine will select your site when a specific keyword is searched for. While this was a common practice once upon a time, you can’t trick the search engine crawlers this way anymore.
The good news is there are plenty of ways to still optimize your online presence, and we’re going to delve directly into them right now.
Pay for Ads
You need a paid ad strategy if you’d like to dominate local search engine results. That’s because the very first search results on Google happen to be advertisements.
The ads look similar to regular listings except for the telltale orange “ad” icon. They get a lot of clicks. These ads compete with regular “organic” search results and usually win.
A round of ads are also displayed near the bottom of the page, too.
Paid advertising doesn’t have to be expensive or complicated. Here’s a simple overview of how Google’s paid advertising works:
You choose a keyword phrase you’d like to rank for. This means when someone types in this phrase in the search bar, your ad will return along with the search results, hopefully at the top of the page.
You decide how much you’re willing to pay. Google ads are pay per click. Every time someone clicks on your ad, your account will be debited the specific amount you agreed to pay.
You can determine how much you’re willing to pay each day. If your limit is $5.00 per day, your ad will disappear after meeting that quota until the next day.
You create an ad, paying special attention to making it relevant for the keyword phrase you’re bidding on. Be sure you link to a relevant page on your website that discusses that very keyword, or else visitors will feel like you’ve tricked them. (This will negatively impact your ad campaign and cause your ad to disappear from search results.)
You then bid on the ad. You’re not guaranteed to win the bid. Sometimes, other competitors are also bidding for that same keyword phrase. Google doesn’t automatically choose the highest bidder, either. Instead, Google uses a quality score to decide who should receive the coveted spot.
Bing works similarly to Google.
While you’re never guaranteed a spot in the top results, optimizing your content and making sure the ad links to a relevant location will increase your chances.
Make it a priority to list your business on Google My Business today. In fact, you can do it right now. I’ll wait. It’s that important.
Get Reviewed
In that previous post on attracting local clients, we also talked about the importance of getting reviews, with heavy emphasis on Yelp. Be sure to check that post out, too.
While reviews on third party sites like Yelp are important, you should also actively seek reviews on Google.
These reviews help Google determine whether to display your listing in its Google My Business local results. Because an initial trio of listings feature prominently on the search results page (it’s located right underneath the ads and before the organic search results), you need to do whatever it takes to get a spot on this list.
Encourage your clients to leave a review of your law firm with Google. Unfortunately, there isn’t a straight link you can give them, but you can provide a series of short instructions along with a visual reference like this:
Search engines love to see a freshly updated website. While you’re probably not going to change the core information on your website very often (this includes the content on your About page, your Contact Us page, and your Services page), you can provide fresh content on a blog.
This is also another opportunity to appear in local search results for a specific keyword phrase. You can write about topics that your potential clients are likely to search for. An example of this may be “applying for a K-1 visa in Portland, Oregon.” Your blog post can rank near the top because it contains relevant keywords.
This is the most important thing to remember when writing your blog:
Focus on local keywords (i.e. city, state) everywhere especially in:
Your blog post title
Your meta description
The alt tags on your images
Final Thoughts
Local SEO sounds a lot more complicated than it is. Your law firm can totally dominate the local search results if you follow this advice. Ask any questions you have in the comments below and we’ll be sure to help you.
Here’s a free checklist to help you boost your SEO. Subscribe to receive this extra checklist.
Raleigh, North Carolina, a city known for its rich history and thriving community, is also home to bustling streets and growing neighborhoods. With the expansion of Raleigh’s roads and the increase in daily traffic, personal injuries from accidents have become an unfortunate reality for many residents. Whether caused by vehicle collisions, slip-and-fall accidents, or other incidents, personal injuries can disrupt lives, leading to physical, emotional, and financial challenges.
Navigating the complexities of a personal injury claim in Raleigh requires not only resilience but also an understanding of the legal processes involved. Denial of a personal injury claim can leave victims feeling overwhelmed and uncertain about their next steps. In such cases, having the guidance of experienced legal professionals becomes crucial. For those facing challenges with their claims in Raleigh, turning to trusted advocates like Whitley Law Firm can provide the support and expertise needed to secure the compensation they rightfully deserve.
Make Sure To Go Through The Letter
One of the first steps is to review the denial letter provided by the insurance company, as it typically includes a detailed explanation for the rejection decision made by them. A thorough examination of this document can help uncover any errors or misinterpretations that may have led to the denial of the claim. Claims are frequently rejected because of inadequate evidence or inconsistencies in the description of the incident. Spotting these issues can pave the way for resolving them.
Collect Proof
When you want to make your case stronger, it’s important to gather proof. Having records can show how serious the injuries were and what actually happened during the accident. Think about getting medical documents, photos of where it happened, and statements from people who saw it. Having these details can help prove that your claim is valid. Thorough records often make insurance companies reconsider their judgment.
Seek Advice From an Expert
Recruiting a lawyer can greatly improve the likelihood of an appeal outcome. A seasoned attorney has the expertise to maneuver through the details of insurance policies and claim procedures. Legal experts carefully assess the case to pinpoint any shortcomings and offer guidance on how to address them. Their contribution frequently leads to optimal results and secures fair compensation for those involved.
Submit an Appeal Promptly
An appeal is the subsequent course of action following a denial in a situation like this, where insurance matters are concerned. Many insurers specify a time window within which appeals should be submitted. It is important to stick to these deadlines for reconsideration purposes. When drafting an appeal letter, it is essential to explain the grounds for denial and introduce any fresh evidence if available. Making sure that the appeal is clear and coherent raises the chances of receiving a favorable reply.
Think About Exploring Alternative Dispute Resolution Methods
Mediation and arbitration provide options for settling rejected claims without going to court. A mediator or arbitrator assists in guiding discussions between the parties involved to reach a fair resolution swiftly and efficiently while saving time and resources for all parties involved.
Get Ready For Action
If other options don’t work out as expected and all else fails to solve the issue at hand, litigation could be required as a last resort option. Step one in getting ready for a legal battle is grasping the legal steps and regulations involved in this process. Next is having a lawyer who serves a key function by guiding you through this phase. A legal representative will collect proof, gather witnesses, and put together an argument for court display. Although engaging in litigation may prolong the time it takes to reach a resolution, it typically leads to a fair settlement in the end.
Remain Informed and Stay Persistent
Remaining informed about the claims procedure and staying determined can be advantageous in handling insurance matters. There is empowerment in comprehending the rights and obligations outlined in the insurance policy. Staying persistent by reaching out to insurance agents and keeping abreast of any updates regarding the claim’s progress is crucial for advancement. Being proactive throughout this journey frequently results in an optimal outcome.
Get Help From Resources Within Your Community
Local organizations often provide help to people dealing with rejected claims. They offer information and assistance through advocacy groups and societies that offer aid and online discussion boards. Connecting with these resources allows individuals to interact with others who have encountered similar challenges. Shared experiences and advice exchange illuminate multiple viewpoints and all possible resolutions.
In Summary
Dealing with a rejected personal injury claim can be tough, but it also offers a chance for self-improvement and knowledge growth. By figuring out why the claim was denied and taking measures to tackle the situation head-on, people can effectively deal with legal challenges better. Examining letters carefully, collecting evidence, and seeking advice from legal experts are crucial steps to take. Exploring ways to resolve disputes and getting ready for action further helps in being prepared for any possible scenario.
Long Island, New York, is a dynamic region known for its sprawling suburbs, scenic coastlines, and busy roadways. With its dense population and a high volume of commuters, public transportation, including buses, plays a critical role in keeping the island moving. However, with so many buses navigating Long Island’s congested roads, accidents are an unfortunate reality. These incidents can result in severe injuries and complicated legal battles. When a bus accident occurs, determining who is responsible often involves multiple layers of investigation.
Law firms like Levine And Wiss, PLLC, are experienced in helping victims understand their rights and navigate the complexities of liability. From driver negligence to potential vehicle defects or even poor road conditions, the causes of bus accidents vary, making it essential to explore all possible factors. The repercussions of these accidents are far-reaching, impacting not only the victims but also the companies, manufacturers, and even local municipalities. In a place like Long Island, where transportation is integral to daily life, understanding liability in bus accidents is critical for anyone seeking justice and compensation after such a traumatic event.
Important Players Involved in Bus Crashes
Different parties may be accountable for accidents involving buses. The key to determining liability is pinpointing these entities, primarily focusing on drivers, bus operators, manufacturers, and even third-party individuals or groups. Each party contributes to the safety system, so if they act negligently, they could be held responsible.
The Responsibilities of The Driver
Bus drivers play a huge role in keeping passengers safe by staying alert and following traffic rules while effectively operating the vehicle. In case a driver neglects these tasks or fails to meet the duty of care due to factors like fatigue or distractions that lead to accidents, liability issues may arise that require proving negligence on the driver’s part.
Responsibilities of Bus Companies
Bus companies are required to guarantee the safety and dependability of their vehicles by conducting maintenance checks and providing training for their drivers. They must follow the recommended safety protocols diligently to prevent any mishaps that could result in legal repercussions for the company if neglected.
Responsibility of Manufacturers
Car makers play a crucial role in guaranteeing safety on the roads. The occurrence of faults in parts or flaws in design can result in devastating outcomes. The responsibility for accidents caused by these defects may fall on the manufacturer accountable for creating the parts. In cases where manufacturer neglect needs to be proven, it is essential to show a connection between the defect and the accident. Legal actions usually entail inquiries and expert statements to support allegations.
External Participation
Sometimes, bus accidents can be influenced by factors involving multiple parties, such as other drivers or pedestrians, as well as organizations responsible for road upkeep, like signage and maintenance routines. If poor road conditions or inadequate signage contribute to an accident, the entity in charge of maintaining that infrastructure might bear some responsibility. Similarly, reckless driving by another driver could also impact the liability distribution by recognizing their role besides that of the bus company. Understanding these dynamics is crucial in ensuring accountability among all parties involved.
Legal Aspects
Dealing with legal matters after a bus crash requires extensive knowledge of the laws and rules in place. The area where the incident occurred often plays a role in deciding who is responsible, with different criteria applied in different areas. Seeking help from professionals who are well-versed in local regulations can greatly benefit individuals looking for justice. These experts aid in collecting evidence, understanding the law, and fighting for compensation. Their experience guarantees a robust strategy to address liability problems effectively.
Settlement Agreements
Bus accident victims frequently pursue compensation for the losses they suffer as a result of the incident. Initiating this procedure usually involves bargaining for settlements or resorting to legal action in order to attain fair reimbursement. The factors taken into account when determining compensation primarily cover the medical bills incurred as a result of the injuries sustained in the accident. Additionally considered are wages lost due to inability to work following the accident and any emotional distress experienced.
Safety Precautions
Preventing bus accidents necessitates an earnest endeavor involving all parties involved in the transportation system’s safety and operations. Management practices play a vital role in lessening the frequency of such incidents. Regular training programs for drivers and strict maintenance routines also significantly contribute to improving safety levels. Furthermore, employing technological advancements like sophisticated driver assistance systems further bolsters safety precautions. By promoting an environment of safety consciousness and responsibility, stakeholders can collectively strive to lower the occurrence rate of accidents, which in turn mitigates potential legal liabilities.
In Summary
Exploring the concept of liability in bus accidents involves taking into account the various elements and individuals involved in the process, especially the role of drivers in maintaining safety standards. Discussions surrounding legal processes and compensations add further complexity to the situation, highlighting the importance of seeking professional advice. Taking a firm stance on accident prevention helps create a conducive setting for everyone involved and ultimately lowers the chances of future accidents. Delving into these aspects empowers people to confidently navigate the intricacies of liability matters with clarity and assurance.
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