Lawyers who are exceptionally good at the business of law understand that it is their reputation that is the engine of business development. This is not a novel concept. Provide exceptional representation and client service, people speak highly of you and more people hire you.
In 2014, while this general formula remains largely unchanged, the means by which lawyers can impress clients and the ways in which people communicate the value of a lawyer’s service has evolved significantly. And much of this evolution can be attributed to the internet and related online technologies.
Unfortunately, in adopting online legal marketing strategies and techniques, many lawyers have lost sight of the value of a strong professional reputation built on relationships. Ironically, as social networks and search technologies mature, it will be reputations and relationships that matter most online. Here are some guidelines to help you shape your online legal marketing campaigns.
Set Goals
If you take anything with you from this article, take this: Set specific, tangible and achievable goals for your online legal marketing activities. But not just any goals, goals that have meaning to the business of your law practice. Some examples might be:
- Increase the number of clients you can source to organic search traffic.
- Increase the percentage of visitors to your website or blog that complete an objective that will help you earn more meaningful attention.
- Increase the instances of professional, or where permissible, client endorsements of your services online.
Make these goals specific and realistic. Use real numbers. Create systems to measure and analyze your progress. If you’re working with vendors or consultants, hold them to meeting these goals. Do more of what’s working for you and less of what’s not.
Update Your Online Assets
People expect to be able to find information about you online. And what they find is likely to have more of an impact upon their impression of your than you probably think.
While your website might not get you hired or fired on its own (based on what I’ve seen in the wild, this is becoming more probable), it is sure to contribute to the visitor’s perception of you and your practice.
Web technologies are rapidly evolving. Much of what was state-of-the-art online only a few years ago, is obsolete today. Outdated online assets can be a significant liability to business development. Do you walk into new client meetings with apparel, accessories and technologies from 1950 (perhaps a bad choice of year for some of you)? What message would that send to your potential client? The same is true for your online assets. In 2014, your web assets must:
- Be built on technologically sound search engine-friendly architectures.
- Load very quickly (in around a second)
- Have designs that contribute to the user’s experience and are easy to read, use and interact with on a variety of devices (desktops, tablets and smartphones, responsive design).
- Resonate with the problems, challenges and issues of your target audience.
- Demonstrate why you are uniquely positioned to help them solve these problems.
- Motivate online engagement in the form of comments, subscribers, links, social endorsements and shares.
You probably won’t know when your online assets cost you a new client. It’s unlikely that prospective clients will call or email you to tell you that your site is a joke (although they might if you provide them an avenue for feedback). But if you are getting visitors who don’t engage your pages, bounce off of them, or quickly exit, you might ask yourself whether it has anything to do with the quality of your online assets.
From Self-Promotional to Useful
In case you haven’t noticed, there’s a lot of noise online. Most of it is made by people and businesses talking about how great they are. And the legal profession is no exception. Visit any ten law firm websites, blogs or Facebook pages and you’ll be exhausted by all the “look at me” marketing.
Now put yourself in the position of someone who is looking for information about a legal issue or looking for more information about a specific lawyer. Do you really think they’re persuaded by that pop-up video of a lawyer talking about how much experience they have and how hard they fight? They’re not impressed. And they’re certainly not going to share that cheesy marketing with their friends (unless, of course, it’s in jest).
Instead of building a web presence that feels like a television commercial, focus your efforts on the “stuff” that enhances your professional reputation and helps to create, nurture and solidify relationships. Ask yourself:
- Who is my target audience online? What makes these people tick?
- What are they looking for online and what do they like to do?
- What are they passionate about? What are they afraid of?
- How can I supply their demand for information in a way that demonstrates my knowledge, skill and experience in addressing their issues?
The internet doesn’t need another article about what to do after a car accident. What it does need is real leadership from people who know what they’re talking about and can be trusted. And it is this approach to online legal marketing that impresses clients, earns meaningful attention, motivates action and earns new clients. Just like it did before there was an internet.
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