I was in Reach class (which is life-changing, by the way) yesterday engaged in a lively discussion with CJ McClanahan and the rest of the class about how to differentiate our businesses from the competition. One of our class members, James MacAbee, is an attorney and we were brainstorming some ways that attorneys can create a law firm marketing plan to differentiate themselves from their competitors.
One complaint we came up with about attorneys is that they have a reputation for not being the best communicators. Their clients can sometimes feel in the dark because of a lack of communication while they are working. Jim suggested that maybe he could make a guarantee to his clients that he would send a weekly update to all his clients on a consistent basis via email. This sounded pretty good but then I thought, why not take it a step further and use video? How can a law firm use video communication in a marketing plan?
The attorney-client relationship is a personal one and email may not always be the best way to stay in touch. In addition, it can take quite a bit of time to type up a bunch of email updates all of your clients. So here’s my suggestion: use video email as your weekly update tool.
As part of your strategy to differentiate yourself as an attorney, make a guarantee that you will send a weekly video message with a status report on the project to all your clients. Most laptops now have built-in web cams and it would only take a couple of minutes at most for each message. As an attorney, you save a ton of time because you don’t have to type a bunch of emails. Even more importantly, your clients get to see and hear your expressions, your personality, and your tone. It is an extremely personal way to communicate and really keeps the relationship warmer.
Delivering these messages is very inexpensive (or even free). Take a look at TokBox or talk to Jim Britt. Imagine how unique your law firm would be if you marketed your practice using this point of differentiation. Attorneys that send me video updates on my project? What great customer service! Additionally, this creates a buzz-worthy and memorable selling point that will cause others to refer you more often.
Law firm marketing is tricky because attorneys are not supposed to directly solicit business and so they must rely on a solid marketing plan to generate leads. In addition to a great website and SEO, law firms usually rely heavily on referrals to gain new clients. Unique service offerings like video status reports are likely to generate more referrals from existing clients because they will want to tell their friends how innovative their attorney is.
As a law firm, try marketing your practice with a unique service proposition like video status reports. It can save you a lot of time and may just turn your firm into a purple cow.
