Legal Marketing Flow

The phone will make you rich. You have thousands of dollars, just sitting and waiting for you in your database. We recently found a potential $364,000 just sitting in a client's database.

In this episode, we are teaching you how and why you need to be using your database to boost your marketing.

Keep it super simple and start with your existing database.

What kind of state is your database in? The first step is filling in the missing information. The next step is to figure out who hired you and who didn't.

There are people in your database that still need you. Your database is full of low hanging fruit. These are the people that already know you. You need to pick up the phone and call them. This isn't cold calling.  You already have a relationship with them.

They want to hear from you.

If you only focus on one marketing strategy, focus on your database.  Empower your client services coordinator to clean up your database, pick up the phone, and call the people in your database. You have the potential to find thousands of dollars in business just waiting for you.

Join our private Facebook Legal Marketing FLOW Facebook group to get access to the training we've done on our Client Connect Campaign.

We are teaching every single Wednesday in our private Legal Marketing FLOW Facebook group. Join us!

Links and Resources

https://www.legalmarketingflow.com/

https://www.facebook.com/LegalMarketingFlow

https://www.linkedin.com/in/roslyndrotar/

https://www.linkedin.com/in/molly-hall/

How do you know if your marketing is effective? Where do you start?

Marketing can be tricky. Which KPIs and metrics should be anchored to your marketing initiatives.

Start by creating a marketing plan. It doesn't have to be fancy. You can keep it simple to start by listing each marketing initiative as a line item on a spreadsheet.

The first number you need to focus on is your conversion rate. Did you convert a prospect into a paying client? This will help you know how many leads you need to hit your goals based on your conversion rates.

The second number to focus on is the number of leads you need. Based on your conversion rate, how many leads do you need to hit your goals?

Consider doing an online survey. Surveys are inexpensive and an effective way to communicate with prospects and clients. Learn how they found you and how they feel about your service and their experience with you.

And finally, join the Legal Marketing FLOW Facebook group to get your marketing questions answered.

• The number that is the foundation of your marketing plan
• Which marketing metrics matter
• Where to start looking for basic marketing analytics
• How to start tracking marketing initiatives
• Why you need to join the private Legal Marketing Flow Facebook group

We are teaching every single Wednesday in our private Legal Marketing FLOW Facebook group. Join us!

https://www.legalmarketingflow.com/

https://www.facebook.com/LegalMarketingFlow

https://www.linkedin.com/in/roslyndrotar/

https://www.linkedin.com/in/molly-hall/

We're diving into how to effectively use the 3-part framework of Hook, Story, and Offer as the core of your marketing strategy.

2020 is not done. Now is the time for you to end the year strong and set up the framework to get your model perfected. Create a message that you can expand depending on where you are using it.

Marketing is all about sending your message out to the world. Your message needs to be woven into the fabric of every client touchpoint - website, funnels, webinars, workshops, and client services.

Pay attention to the stories you are hearing from clients in the conference room.

Have you created your Hook, Story, and Offer?

• Create a bold hook that grabs attention
• Anchor your messaging in stories about what it will cost your prospects if they fail to take action right now.
• Communicate a clear and concise offer

• What makes an attention-grabbing hook
• How to craft a story that resonates with ideal prospects
• What types of personal stories to share
• How to communicate a clear and concise offer
• How to repurpose the stories you are hearing in your conference room

Expert Secrets by Russell Brunson

https://www.amazon.com/Expert-Secrets-Underground-Playbook-Creating/dp/1683504585

The Membership Economy by Robbie Kellman Baxter

https://www.amazon.com/Membership-Economy-Forever-Transaction-Recurring/dp/0071839321/ref=sr_1_2?dchild=1&keywords=the+membership+economy&qid=1603811865&s=books&sr=1-2

https://www.legalmarketingflow.com/

https://www.facebook.com/LegalMarketingFlow

https://www.linkedin.com/in/roslyndrotar/

https://www.linkedin.com/in/molly-hall/

Many of us suffer from uncertainty fatigue as we try to navigate the stress, anxiety, and uncertainty of the pandemic, election, and our businesses.

You are always operating in uncertainty, regardless of your area of law practice. It's just the nature of being in business.

Start looking for the good and the things that you can control.

Stop anchoring in certainty, absolutes, and structure. Anchor yourself in the uncertainty. Your business will always be changing. You've weathered uncertainty before in your business.

Stop focusing on the uncertainty and start looking for the good and the things that you can control.

Become the "uncertainty strategist" for your team and your clients.

Get your team together and write down everything that you all feel uncertain about so you can name it. Next, write down all of the things that make your clients feel uncertain.

Be mindful of the energy that you are bringing into your team.

It's time to step up and be an out front and upfront leader. It's time for you to rise above and show up for your clients, your team, and yourself.

What You Will Learn in this Episode

An exercise for shifting the mindset of your team

How to anchor yourself and your team in uncertainty

Ways to lessen your distractions

The behaviors you need to STOP now

Links and Resources

Hiring & Empowering Solutions on Facebook

www.hiringandempowering.com

https://www.linkedin.com/in/molly-hall

It's time to shift your mindset from focusing on your hourly billing to concentrating on the value you provide.

"What would be the cost if you do not take action?" is the question you should be asking potential clients. Use this as the foundation of your fee schedule.

Charging based on results requires you to have faith in your team, the value you provide, and your processes. It also requires that you go into sales meetings confidently and unattached to the outcome.

Pay attention and take stock as we're closing out 2020. Take a hard look at your fee schedules. Are they based on the actual value that you provide?

• The questions you should be asking to determine your value
• How to develop the mindset needed to charge higher fees
• Why you have to set boundaries and maintain them
• How overwhelm undermines your pricing
• Why you have to stop looking at what your competition is charging

Think and Grow Rich by Napoleon Hill

https://www.amazon.com/Think-Grow-Rich-Landmark-Bestseller/dp/1585424331/ref=sr_1_3?crid=1BLB3H0NJXTHK&dchild=1&keywords=think+and+grow+rich&qid=1603820090&sprefix=think+and+grow%2Caps%2C213&sr=8-3

https://www.legalmarketingflow.com/

https://www.facebook.com/LegalMarketingFlow

https://www.linkedin.com/in/roslyndrotar/

https://www.linkedin.com/in/molly-hall/

You've made the sale with your client. Now it's time for the follow-up. Do you follow up with a sales marketing pitch or do you follow up with advocacy? 

People say to me, "Clients are not waiting by the phone for my service." They are.

Following up with your client can improve your overall client engagement by an average of 86%.

Stop hiding behind your technology.

Make that phone call a good experience for your client. When you're approachable and genuinely demonstrate that you care about your clients, yours will be the name that gets referred to friends and family.

Learn how to help your client coordinator structure their sales follow up approach. In the beginning, it's trial and error. It's a detailed process, but once you are through the mud and the muck, you learn which questions to ask and what action is the most effective. 

What You Will Learn in This Episode

• How to create an exceptional experience when you do client follow up
• How shifting from sales to an advocacy approach builds trust with your clients and employees
•  Comprehensive strategic methods to train your client service coordinator
• Why following up with your clients by phone is more personable than an email
• The necessary  steps to provide educational tools for clients to understand how to work platforms like Zoom and Google Docs

We are teaching every single Wednesday in our private Legal Marketing FLOW Facebook group. Join us!

Links and Resources

https://www.legalmarketingflow.com/

https://www.facebook.com/LegalMarketingFlow

https://www.linkedin.com/in/roslyndrotar/

https://www.linkedin.com/in/molly-hall/

Stop Going Out to the COLD World. Start Going to the Warm World for PNCs

How much money do you pay in leads and traffic for your blog or website? 

Today we're talking about shifting from the cold world of paying for leads and traffic to looking at the warm world. What clients are already in your database? Who has already hired you?

They are waiting for that reconnection. In this episode, we're exploring how to create a warm reconnection with your clients by utilizing the data you already have so you can stop spending money chasing new leads. 

What subject line do you have on your blogs? Is it written like a professional or someone who is interested in finding a solution for your clients? 

In this personal service industry, when you're selling relationships, you're marketing safety and selling trust. If your blog's subject line is stiff and comes off as money-hungry, your clients pick up that you aren't coming from a genuine place.

By designing a warm database, you create value and continue to develop worth for the people who are already willing to do business with you. They're just waiting for you to tell them how to take the next step.

Together we will do that math, find your nurturing approach for existing clients, and build your business from the inside out. 

What You Will Learn in This Episode

• How to nurture your relationship with existing clients 
• Why it is essential to create value with clients in your database
• How to distinguish yourself from other legal service providers
• How what you are sending to clients is impacting your relationship with them
• How to stop spending money on paid traffic

We are teaching every single Wednesday in our private Legal Marketing FLOW Facebook group. Join us!

Links and Resources

https://www.legalmarketingflow.com/

https://www.facebook.com/LegalMarketingFlow

https://www.linkedin.com/in/roslyndrotar/

https://www.linkedin.com/in/molly-hall/

How much money should you be spending on your Facebook ads to get the conversions that you need?

In this episode, we compare two different approaches to ad budgeting based on the conversations you want to create. We're looking at budgeting for an event like a seminar or webinar versus budgeting for conversion to book a direct consult.

Typically, in the legal arena, the cost per click is higher because your client's lifetime value is much higher.

This is why you need to be clear on the outcome you want when budgeting for Facebook ads.

Determine the number of people you want at your event, or the number of consults you want booked, and worked backward from that.

Keep in mind that booking straight to consult is tough.

Those ads are typically more effective when served to a warm audience that already knows, likes, and trusts you. They've seen the value that you create.

Which Facebook ad strategy is right for you?

We're here to help you create your budget and map out a Facebook ad strategy to get results.

We are teaching every single Wednesday in our private Legal Marketing FLOW Facebook group. Join us!

Links and Resources

https://www.legalmarketingflow.com/

https://www.facebook.com/LegalMarketingFlow

https://www.linkedin.com/in/roslyndrotar/

https://www.linkedin.com/in/molly-hall/

Attorney, Russell Knight, shares how creating Bonkers Content has helped keep his practice relevant this year. We discuss how to keep the content coming and keep it relevant during a pandemic. His advice: be specific, understand Google, and take the time to create content every week.

Russell shares his formula for taking a local law, breaking it down, and explaining how it impacts his audience. Writing about local laws will help you learn the minutiae while deepening your understanding. 

We also discuss how knowing specific Google features can help generate traffic to your blog. There is more to it than stuffing content with keywords.

Listen in to learn how Google features can help generate blog traffic.

• The importance of consistent content creation
• How to use Google to your advantage
• Why writing content geared specifically to your audience matters
• How to ditch the jargon and write for your audience
• How to use content to build trust with a potential client

We are teaching every single Wednesday in our private Legal Marketing FLOW Facebook group. Join us!

https://www.legalmarketingflow.com/

https://www.facebook.com/LegalMarketingFlow

https://www.linkedin.com/in/roslyndrotar/

https://www.linkedin.com/in/molly-hall/

Russell Knight is the owner of the law offices of Russell Knight, and he specializes in family law in both Naples, Florida, and Chicago. He was born in Canada, and he moved to the United States in 1991. Russell graduated in 2000 with a BS in business, computer systems and worked for a Fortune 50 company. He then decided that he wanted to work with people rather than machines.

https://www.linkedin.com/in/russell-knight-55b55a5/

https://divorceattorneynaplesfl.com/

https://rdklegal.com/

What value are you really providing to your clients?

You're missing the mark in your message if you're focusing on the features and the benefits and the legal services that you provide, rather than the human stuff.

Your messaging needs to connect, communicate, and engage with clients by starting with your presence. Begin by shifting from the "Problem Solver" mindset to one of "Counselor." Provide a space that allows clients to get radically honest about what has to change for them.

You are creating "Peace of Mind" for clients when you can identify problems and help people move through them. Your value is increased when you know what role you play in leading your client down the path to Peace of Mind.

Clients don't hire you because they think you're the best attorney. Listen to this episode to find out why they are really hiring you. It's not what you think it is.

What You Will Learn in this Episode

• What clients are actually buying

• How to determine the value zone of your legal practice

• How to shift out of the "Problem Solver" mindset to the "Counselor" mindset

• Ways to create emotional messaging that communicates your value

• Why you need the right balance of stories and data

We are teaching every single Wednesday in our private Legal Marketing FLOW Facebook group. Join us!

Links and Resources

https://www.legalmarketingflow.com/

https://www.facebook.com/LegalMarketingFlow

https://www.linkedin.com/in/roslyndrotar/

https://www.linkedin.com/in/molly-hall/