STAY IN TOUCH, GET MORE REFERRALS THE EASIEST WAY TO INCREASE YOUR BOTTOM LINE
On Page 1 of this newsletter, Marc told you about “The Zombie,” one of the marketing mistakes that could come out to haunt you this Halloween. We could have left it at that, but honestly, failing to stay in touch with your network is such a big deal (and such a common problem) that it deserves more than a paragraph of space.
referral comes up. As it is right now, 83% of people are willing to make referrals to their lawyers but only 29% actually do it. Why? Because the law firm they worked with isn’t doing the legwork to stay top of mind — even though it’s easy . That doesn’t have to be you. Here are just a few of the endless ways you can keep in touch:
care about your clients. The best way to do it is by establishing a system. Keep a running list of the people in your network — it can be 100 people or 1,000 — and go through it systematically, calling or emailing 10% of the list each month. These strategies work. Consider this newsletter that you’re reading right now. For the last few minutes, you’ve been enjoying Spotlight Branding content. Now, imagine that tomorrow, another lawyer you know mentions that they’re having a marketing issue — who do you think is going to pop right into your mind? That’s right, we are! Staying in touch works, and you can use it to your advantage. The options we outlined above are easy to do on your own, but if you want the referrals without spending the time, we can help you implement them. Visit SpotlightBranding. com/NL today to learn more.
• Weekly emails • An email newsletter • A print newsletter • Social media posts • Regular blog posts • Consistent videos • Podcast episodes • Holiday cards • Birthday cards • Personal phone calls
The idea is simple: The more often you remind your network of who you are and what you do, the more likely they are to think of your firm when the opportunity for a
That last one might seem a bit intimidating, but it’s actually an excellent way to keep your firm top of mind and show that you truly
CLIENT SUCCESS STORY TYLER DAHL: ESTATE PLANNING
Tyler Dahl is an estate planning attorney with a special focus on helping business owners incorporate their business assets into their estate plan. Based in Sacramento, California, Tyler started the Law Offices of Tyler Q. Dahl five years ago and initially relied on directories and SEO to drive his business forward. After spending a lot of money on results that usually ended with frustration, Tyler turned to Spotlight Branding. We redesigned his website, began posting on social media, wrote blogs, and started sending an e-newsletter. Not long after the e-newsletter started, Tyler began receiving several requests from clients he had worked with in the past asking for additional business law services. These past clients needed his expertise but had simply put it on the backburner until Tyler’s email showed up in their inbox and reminded them it needed to be done.
Even more, Tyler began receiving inquiries from other contacts asking for assistance in other areas of business law— something they didn’t knowTyler could do until he started staying top of mind with them. In addition to the business law requests, Tyler has also seen an increase in people asking him to build their estate plans. In all instances, Tyler traces this increase in business directly to his work with us. Tyler is a great example of the power of referrals and staying top of mind. You don’t realize it, but it’s easy for people to forget who you are and all the ways you can help them. If you’re frustrated like Tyler was with the leads being generated by SEO and legal directories, tap into the contacts you’ve generated during your time as an attorney and get the business you’re missing out on simply because people have forgotten all the ways you can help them!
WANT MORE REFERRALS AND BETTER CLIENTS? Visit SpotlightBranding.com/NL to schedule a call!
More Referrals. Better Clients. Higher ROI.
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