GROW YOUR LAW FIRM IN 2019
73-03 BELL BLVD. #10, OAKLAND GARDENS, NY 11364 | (888) 225-8594 | WWW.SPEAKEASYMARKETINGINC.COM | MARCH 2019 HOW TO GET MORE REVIEWS IN 2019 (FREE CHEAT SHEET)
Something you might have noticed: Consumers, including “legal consumers,” have been trained to search Google for reviews for almost EVERY purchase or hiring decision. It’s almost a subconscious reflex. Depending on which side of the desk you sit on, this could be either positive or negative. As a consumer, if I’m on the fence about hiring, say, a civil litigation lawyer, I can pull out my smartphone and in just a few seconds gather information on how he treated his past clients. Karma works a lot faster these days. On the other hand, it has created an environment in which your online reputation is now more important than your real-world reputation. For every scumbag out there who treats his clients like trash and is now being exposed publicly, I know there are at least a dozen honest, honorable, and hardworking lawyers who, for whatever reason, just don’t have a strong online presence and are, as a result, practically invisible to new clients. Unfortunately the change in consumer culture has created a new dynamic that works against these lawyers, and
–Richard Jacobs without risking negative feedback. If you follow the steps faithfully, you could easily become the attorney in your metro/practice areas who has more reviews that anyone else in town. Here’s where you can download your complimentary copy: speakeasy.marketing/reviews I’ve put together a PDF cheat sheet that takes you through this two-step method. It shows you a simple, ethical, and 100 percent professional strategy for getting positive reviews from clients
there’s nothing you or I can do about it. However here’s what we CAN do: We can make sure that, in 2019 and beyond, your firm is not left behind by this new dynamic. We can make sure that when potential clients pull out their smartphone and look you up on Google, what they see reaffirms their decision and shows them you’re a player who is respected by their clients and peers. How? NOT by asking for reviews, because that rarely works. There’s a much better way to get solid reviews from past clients.
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HOW TO MAKE SURE YOUR BUS I NESS I S EVERGREEN Don’t Let Your Productivity Dip From ‘Unforeseen’ Changes
required paid sick leave to be awarded to employees. Since it didn’t make headlines, you wouldn’t know unless you made it a mission to be informed. Not complying with laws like these, whether out of defiance or ignorance, could result in penalties and fines. To truly make your business evergreen, you need to be thinking and planning far ahead. Any amount of time spent researching the future of your field is not time wasted. If you don’t plan for inevitable change, your business may fail before it even takes off.
names are readily available before making your final decision. YOUR BRAND’S FUTURE When planning for your business, you need to consider whether or not there is a market for it in the future — or in the present, for that matter. Conduct research to determine if new technology could emerge that would render your product ineffective. It’s also important to study proposed laws that could potentially compromise your operations. For example, Washington joined about a dozen states earlier this year that
The typewriter, the horse and buggy, dueling to the death for the honor of your lover — some practices just get phased out, often for good reason. Humans are constantly coming up with ways to make our lives as easy as possible. But, as with all progress, that means the old ways are abandoned in lieu of a new fad, and this can happen overnight. Don’t let this happen to your brand. Don’t let “unforeseen” changes in the marketplace sweep your product into the proverbial garbage can. While some things are simply unavoidable, there are certainly some pre-emptive measures a businessperson can take to ensure their innovations stay evergreen. STARTING OUT Keeping your product relevant for years to come starts with research. At the beginning of your venture, make sure to look into trademarking, even for trademarks overseas. Nothing can derail your brand faster than having to change a product name after working so hard to gain traction. After you think you’ve found the right name, make sure that appropriate domain
...continued from page 4 HOW TO LOSE A LOT OF MONEY— FAST
case BEFORE they ever come in for a consult and sit down to talk with you. Best of all, it often obliterates all price resistance. A simple phone script can position you as a friendly authority and help you charge what you’re actually worth instead of quibbling with bargain hunters who mistakenly believe attorneys are all the same.
It all comes down to understanding how potentials feel and think when they first land in hot water. One thing’s certain: They’re frustrated, scared, and confused. You have to carefully consider what you or your admins say, how that makes callers feel about their case, and — most importantly — how they feel about YOU. The way most firms handle their inbound calls makes potentials feel more like a number, and that doesn’t build trust. As a result, they’ll hang up and call another attorney almost 40 percent of the time. That’s why our clients use a proven script that makes potentials feel understood. It’s designed to calm their fears and gives them a sense of relief so they can relax a bit. It also positions you as the best attorney for their
Here’s the kicker: As incredible as it may seem (until you see it in action yourself), some of our clients use this exact same method to convert 60, 70, and even 80 percent of their inbound calls. Just imagine: Depending on your fee structure, a simple change in the way you or your admins answer the phone could be worth multiple thousands of dollars more generated per year. If you’d like a copy of our script so you can boost your closing ratio too, we’re happy to give it to you today — no charge. You can use it yourself or hand it off to your
admins. Just follow the link: speakeasy.marketing/phones
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SPRING HAS SPRUNG Four Factors That Might Be Affecting Your Business’s Growth This Season
We have a battle-tested method for doing this, and it recovers at least one extra “lost” client per month for our clients; usually many more. We know quite a few attorneys who do this, and they’re always shocked at how much money it generates every month. In episode 147 of our podcast, we lay out three versions of the method in detail so you can start recovering otherwise “lost” clients right away. Listen in now, or save it for when you have a 10-minute break. Here’s the link: speakeasy.marketing/recover A SIMPLE WAY TO RECOVER “LOST” CLIENTS ...continued from page 4
Spring is here, and watching flowers sneak up through the soil in your front yard may remind you to consider growth of a different kind — the growth of your business. Regardless of whether you soared over your revenue goals the previous quarter or you took these last few months to recover from failed marketing efforts and missed opportunities, spring provides a great opportunity for overall growth. Still, it’s hard to know where you should focus your energy. To aid your efforts, here are four factors to consider for strategic business growth. 1. LEADERSHIP Similar to nature’s processes during springtime, business growth begins far below the surface through good leadership. Your employees’ perception of you and your company’s mission is what determines their motivation to work hard. Take a step back to evaluate your leadership tactics and determine if they match your ideal business model. Often, replacing poor leaders with stronger ones makes all the difference in a company’s success. 2. EMPLOYEE TRAINING Business growth doesn’t happen in a vacuum. Just as leadership from your management team should be a major focus, your employees need a standard but solid foundation of knowledge in order to cultivate their own growth in the company. This spring, consider revamping your training programs by moving to online platforms that customize learning paths for each new employee based on previous employees’ feedback. 3. CUSTOMER LOYALTY While it is important to increase brand awareness and expand your customer base, it is essential to also increase sales potential with your existing customers. Look for opportunities to grow your profits with the customers you already have through add-on sales, customer loyalty programs, and referral business. 4. SOCIAL RESPONSIBILITY When you adopt policies of social responsibility, you affect your community — and therefore your customers — in a positive way. Take the month of March, for example, which is National Multiple Sclerosis (MS) Awareness Month. You can get your business involved in various organizations geared toward raising awareness. Through sponsoring events and donating money, you can increase your client base while simultaneously helping others.
REAL SECRETS OF ATTORNEY MARKETING LAW SCHOOL DARES NOT TEACH
3rd Edition
• Five new chapters, live chat, the 2019 marketing changes for personal injury attorneys, and more • Completely revised and updated for 2019 • Complimentary copy mailed or emailed upon request
Available on Amazon Kindle or by emailing rj@speakeasymarketinginc.com.
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HOW TO GET MORE REVIEWS IN 2019 MAKE SURE YOUR BUSINESS IS EVERGREEN
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SPRING HAS SPRUNG
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HOW TO LOSE A LOT OF MONEY — FAST A SIMPLE WAY TO RECOVER ‘LOST’ CLIENTS
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A SIMPLE WAY TO RECOVER ‘LOST’ CLIENTS Do you have a process in place for when a potential says they “want to think about it” or talk to their spouse? We ask because most attorneys we’ve worked with don’t. And that’s tragic because after potentials hang up or walk out the door, chances are they’ll never be back. However with a few simple follow-up techniques, you can bring many of them back in the door.
HOW TO LOSE A LOT OF MONEY– FAST Without exaggeration, the fastest way attorneys routinely lose thousands of dollars monthly is this: They have no clear protocols in place for answering incoming calls. That’s a big problem. Having mystery-shopped our clients for years, we can assure you that most firms do NOT answer their phones the right way. It’s bleeding them dry. In fact, a survey of over 120 firms revealed something startling: The
average firm loses 39 percent of incoming calls to competitors. Let that sink in for a moment. We’re talking about almost 4 out of every 10 potentials here.
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However when you answer the phone a certain way, everything changes. We’ve seen clients upgrade their inbound phone scripts and enjoy up to 80 percent call-to-close ratios. Now they bring thousands of dollars back in the door — month in and month out.
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