Highly effective law marketing strategy ready to go in 15 minutes.
If you are overwhelmed by the prospect of rolling out a complete law marketing strategy for your firm or your employment department, perhaps it's time to give yourself a break and apply some smart thinking to the situation! Make the most of your limited time and develop a system of law marketing that fits into your every day routine.
The fact that you haven't got the brochures finished, or the CRM database set up or whatever is irrelevant. It may be time to accept that if you continue to wait for your law marketing strategy to be completed, your sales pipeline will dry up. You have to take action. The question is, 'what can you do that is time efficient, ready to go right now and highly effective?'
The answer is to put a mini-law marketing strategy in place. The vehicle for bringing in new business could be the humble 'conversation'. That's right, effective 'conversations' with clients and prosepective clients could be the perfect answer. They tick all the boxes. Instead of just 'chatting' with contacts and clients by way of small talk, start asking the right questions and listening to the answers.
This is time you would spend on small talk anyway, so if you invest that time in more constructive conversations with the people you meet in working situations you will very quickly find you are a successful rainmaker.
Just give it a try for a week and see how easy it is to drum up business. Of course you have to talk with people otherwise it doesn't work, so whether you have these conversations with people who come to see you (and upsell them to your additional services) or you go out and network to meet new leads, it works either way.
Start by asking open questions about the person's business and then pick up on the clues they give you. If you ask the right questions and allow them to speak, people will reveal lots of useful information. This is my favourite type of law marketing. You get to talk with people, build the relationship and learn something new.
Remember to prompt with effective questions and then listen tp the answers. You are particularly listening out for the problems. If the person you are talking to has problems that you can help with, you can match them to the services you could offer and provide the solution so it is a win/win situation.
If there is a 'trick', then it is simply to be genuinely interested. Have a real conversation. Help the person find the right solutions and accept that not everybody will need your services right now, so be patient. But when you do spot a match between their problems and your services as a solution, build a hook into the conversation.
Let them take the bait rather than ramming it down their throats. People like to make their own minds up about what they buy. They like to think they found the solution themselves. The 'hook' is the bit you should practice in front of the mirror. It's no good getting to the home straight and getting tongue tied. Think of your law marketing 'hooks' as bait. They should be tasty morsels. Tempting sound bites that hook the other person into agreeing to go to the next stage. Whatever, the next stage is, you need a hook to precede it.
Tags: Lead Generation, Networking, Niche Marketing, Legal Marketing techniques, Up selling exsiting clients, Law marketing
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I recently spoke with Lara King of BBC Radio Humberside on the subject of Employment Law. Click on the Play button, above, to hear the interview.