We’ve been talking about social media marketing lately. If you embrace it, and it’s working for you, I’m all for it. But there are two things you need to know.
First, social media may do everything it’s supposed to do for you, i.e., build your list, improve your reputation, bring you leads and clients, but it usually won’t do it quickly. It can take months or years to bring in meaningful results.
Second, you have no control over what happens. Yes, you can see that you’re getting more results on Twitter than LinkedIn and direct more energy to Twitter (and if that’s what’s happening, you should), but whatever is going to happen on a given platform, or all platforms, is going to happen. You can’t make it do more or do it faster.
The same is true of other marketing techniques lawyers typically use–networking, articles, speaking, blogging, publicity, and referral marketing. They all work, but slowly, and you have very little control.
True, you might get lucky. You might meet and sign a huge client at a networking or speaking event. Your blog post may get noticed and linked to by a major publication, sending you a swarm of traffic. And while these things do happen, they are unpredictable. They may happen next month, five years from now, or never.
One marketing technique is different. It gives you tremendous control. You can try it on a small scale and if works, leverage your results into sequentially bigger results with nearly scientific accuracy.
You can also get results much quicker. In fact, I know of no quicker way to bring in business.
Oh, and there’s another advantage: you don’t need to spend time on this marketing technique. You can just write a check.
By now you may have figured out that I’m talking about paid advertising. But I’m not talking about any kind of advertising, I’m talking about direct response advertising.
Most attorneys who advertise don’t use direct response. They use “general awareness” or “branding” style ads, and they are often a giant cash sinkhole. They might work just enough to keep running them (e.g., yellow pages), but not enough to make a difference in your bottom line.
Plus, there’s almost no control. You can ask new clients, “where did you see our ad?” (and you should), but this doesn’t give you the degree of control I’m talking about.
Direct response advertising is different. You include a response mechanism in the ad (call this number, fill out this form) and measure the response. If you get enough response, if the ad is profitable, you run it again. If it continues to pull in sufficient response, you continue to run it, and in more publications or websites.
So, you start with a small, inexpensive ad. If it works you buy more ads, and perhaps bigger ads, and you continue your campaign. If the ad isn’t profitable, you pull it and try something else.
You don’t risk big money unless and until you know you have something that’s working. And then you test some of the variables (e.g., headline, offer, list, copy) to see if you can make it work even better.
Lead generation ads are direct response, and often work better than “one step” advertising (i.e., “Call for an appointment”). In a lead generation ad you offer something other than your services, in order to get people to identify themselves to you so you can add them to a list. You might offer a free report, a book, a “planning kit,” a checklist or a set of forms. The quality of your free information “sells” the recipient on hiring you.
Instead of giving away your book or kit, you could sell it. Everyone who buys your book or paid seminar is likely to be an even better prospect for your services, and their purchases help you pay for your advertising and fulfillment.
Advertising isn’t easy. It requires expertise and some money to start. But unless you are precluded from doing so (by your bar or firm), if you want to grow your law practice quickly, I suggest you consider adding direct response advertising to your marketing mix.
Because there’s no faster way to grow your law practice.
If you’re getting started in marketing, start with this.
