How do you get in front of the right clients? In today’s episode of the Successful Barrister Podcast, Marc and Diana discuss The One Page Marketing Plan as it relates to the marketing strategy of Marc Whitehead & Associates. Lots of firms are stuck in the past with their marketing, so taking inspiration from other industries can help your firm reach its future clients. 

There are three main pillars of marketing: the channels you choose, your USP (unique selling proposition), and your customer service. Optimizing all three will help your firm grow.

For detailed show notes, navigate using the time stamps below:

[1:45] Today’s, Marc and Diana are discussing The One Page Marketing Plan by Allan Dib and how marketing works at Marc Whitehead & Associates. 

[2:54] The main theme Marc liked about the book was using scalable leverage throughout your marketing program.

[6:38] In Lean Marketing, there are seven things that people really buy, two of which apply to law. Those things are solutions to complex problems and time and convenience. When you market yourself, those are the psychological touchpoints that you need to hone in on. 

[11:55] The first piece of assembling your marketing plan is determining your audience. Your audience will affect the types of messages you push and the channels you push them in.

[14:17] Marc Whitehead & Associates’ unique selling proposition is related to righting the wrong of an employer not keeping their promise to its employee. They advertise themselves as having made employers keep their promises. 

[21:00] Mark’s favorite distribution channel is search engine optimization, or the “Google gods.” He consistently sees high ROIs in SEO.

[23:44] Pay-per-click Google ads are also an effective source of leads. Marc emphasizes the importance of using negative keywords to cut waste. 

[28:12] Leveraging technology has helped Marc Whitehead & Associates, particularly in their intake apartment.

[33:19] Your best marketing channel is customer service because customer service is how your clients see you in action. In the contingency world, you typically (and hopefully) don’t get repeat business from a client, but your clients will have opportunities to recommend you to people who need help.

[37:42] The best way to ask for referrals from clients is to get 5-star reviews from your clients. Importantly, you do not have to wait until representation is over to ask for a review.

[42:44] Finally, the firm has a community relations program that is involved in different disease and mental health groups. These community organizations deal with the populations the firm wants to get in front of. 

Buy The One Page Marketing Plan by Allan Dib: https://www.amazon.com/1-Page-Marketing-Plan-Customers-Money-ebook/dp/B01B35M3SM 

Listen to The One Page Marketing Plan by Allan Dib: https://www.audible.com/pd/The-1-Page-Marketing-Plan-Audiobook/B01KOQW7HI 

Visit the Successful Barrister website: https://www.successfulbarrister.com/ 

Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/ 

Email Marc Whitehead: [email protected]