Marketing Strategy That Gets Law Firms More Clients with Christopher Small
Are you working tirelessly for hours on end?
Well guess what? You don’t have to.
We interviewed Chris Small, a SUCCESSFUL law firm owner who ONLY works 25 hours a week for his firm.
That can be you because we are going to share his marketing strategy with you right now.
Chris Using SEO
Christopher Small used to use SEO, but that doesn’t work anymore. Now he uses what he calls “Longtail SEO”. Which means he creates a lot of content to put out there. He does a Facebook live video every day and then turns it into a video, podcast, blog post, and transcript.
Also, when creating the content he tries to do it in answer to a question someone might be typing into Google. This way, he can provide excellent service to people.
Moshe has a similar strategy as well. When someone reaches out concerns to you, think about what their first question would be. Now handle that question in a blog post and create it to be an ad. People are more likely to click on an ad for a piece of content that answers their question than an ad for a law firm.
Facebook Live
When doing a Facebook live, you’re trying to accomplish two things at once:
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Learn to build a brand. You’re trying to build trust and show that you’re an expert in that field.
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Direct sales. You’re also trying to get sales out of it.
With Facebook you can target a certain audience based on location and age. Once someone watches a certain amount of videos you create, you can have Facebook show them your ad.
These videos posted will generate one to three new leads a day.
This is a simple way to constantly bring in new client. Not only that, it takes a very small amount of time and does not cost a lot.
Christopher spends 5-10 minutes on the video posted and about $500 a month. Because the videos build trust, most of his leads become clients and trusts him. So if he gets 20 clients billed at $2500 each, he ends up with about $50,000 in revenue. All that with minimal money and time cost using these strategies.
It may take some time in the beginning getting the processes in place and getting comfortable with the live videos, but with practice, it really pays off.
The question is though, why aren’t other lawyers practicing these strategies?
Problems That Law Firm Owners Must Address
There are a few problems:
1) They don’t want to start something new.
Either they think they don’t have the time or they don’t want to do it themselves. By the way you don’t have to. All you have to do is learn how the system with client works and then find the right company that can take care of it for you.
2) Marketing agencies target law firm owners the most.
They’re overwhelmed by law firm owners, so they are confident to turn everything away. However, it’s a different story if you go to the team to put this system in place. There’s nothing wrong with that, you will be in good hands.
3) Fear of being judged.
They don’t want their peers and friends to judge them for trying something different.
All you have to do is put these worries aside and just try it. You’ll be amazed by the results.
Don’t worry about any negative comments you get because honestly, those people will never become your clients anyway. Their opinion doesn’t matter.
Mentors
It’s very important to have a coach/mentor and/or be in a group of like-minded people.
It’s hard to see when you’re doing something wrong even if you see it in others. Your mentor will help you recognize the things you can’t see and give you support.
When you’re in a group of like-minded people, they will not only give you support, but you’ll be able to bounce around ideas and learn new things from the other people in the group.
Don’t worry about the price because the payoff is well worth it.
Work hours
Now to answer the million dollar question, how can a law firm owner work so little hours and be successful?
There are two serious issues that are keeping law firm owners from this accomplishment:
1) Thinking that everything you do is special.
There are many things that don’t need to be done by you. They can easily be outsourced or given to someone else to take care of. By making everything a process and giving as much work as you can to others, you’re freeing up a lot of your time and making room for more clients (more clients = more money).
2) Billing by the hour.
You don’t need to work a lot of hours to deserve the money you created or prove your accomplishments. Stop billing by the hour and start packaging your services.
There are a few advantages to selling your services as a package:
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Clients know what to expect from the get-go
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Clients pay up front
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When you automate your processes, you’ll spend less time on the job while still making all that money you charged as a flat fee
Capitalizing on the Profitability by Chris
In order to do this we’ll go through the D.A.D process.
Delete: get rid of any processes or steps that aren’t necessary
Automate: find out if there is a tool you can use to automate the steps and processes
Delegate: take any steps or processes and see if you can give it to someone who costs less
Your Firm is Your Baby
When you first start your own law firm, it’s like a newborn baby. You will be putting in a lot of work and constantly taking care of it in the beginning just as you would a baby.
The point is to get to the stage where your law firm/baby is mature or old enough to start taking care of itself, to be independent.
Priorities
When you set boundaries and make things a priority, you will find a way to make your priorities happen. For example, if you decide you only want to work a certain amount of hours a week, you’ll figure out how to get the work done faster.
Mindset - Chris
You are no longer just the worker in the firm. You are the owner and worker and you need to think and act primarily as the owner of the firm. You do not and should not be doing all the work.
Many times our mindset is what’s holding us back. You can accomplish anything you set your mind to.
“It’s time to get out of your own way”
About Chris Small
Christopher Small is an estate planning attorney. His services include trust administration, handling generational wealth, family protection, and revocable living trusts. An estate plan covers these things. He is also a probate attorney. Chris obtained his Juris Doctor degree from the University of Kansas School of Law.
Resources
Episode 10 on the Site
https://www.profitwithlaw.com/010
Workshop
https://www.profitwithlaw.com/workshop
To get access on an appointment with Chris
Extract Audio
Mind Your Business Podcast by James Wedmore
http://mindyourbusinesspodcast.com/podcast/255
Time Tracking device
The 90X Action Planner
https://www.profitwithlaw.com/90xactionplanner
Backroom Website
https://buildingalawfirm.com/go
Building a Law Firm with Chris
https://buildingalawfirm.com/#BLF-Podcast
Perfect Law Firm with Chris Small Attorney
https://buildingalawfirm.com/#PLF-Podcast
How to reach Christopher Small (CMS Law Firm LLC)
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Author
Moshe Amsel
Author
Moshe Amsel the host of the Profit with Law podcast is not an attorney. As the owner of a successful accounting firm DreamBuilder Financial and Law Firm Growth coaching organization Profit with Law, Moshe has proven that there are better and different ways for a law firm to do business and be successful.
