Connecting with Clients in the Digital Age: A Guide to Modern Legal Marketing
The widespread adoption of mobile devices has radically transformed how potential clients research, evaluate, and ultimately hire attorneys. Whereas desktop internet usage once dominated, mobiles now reign supreme.
This shift requires savvy legal marketers to re-examine traditional strategies and better align their efforts to how contemporary buyers journey through the digital landscape. By optimizing for the on-the-go consumer at each stage, law firms can thrive amidst an increasingly competitive and noisy marketplace.
Let’s explore the modern legal buyer’s journey and how to effectively move prospects along the path to becoming clients.
First Digital Impressions
Today’s legal consumers typically start their attorney search on their smartphones the moment a legal need arises. With urgency high, they turn to Google and legal directories, seeking immediate answers and direction.
This is your opportunity to make a strong first impression. Targeted digital ads and profiles with relevant practice areas and case results help establish your expertise. A properly optimized website provides further assurances that you understand their legal situation and have successfully assisted others in similar circumstances.
The goal of this phase is to be visible and valuable where anxious prospects look first. Demonstrate you have the experience and solutions for their specific problem.
Providing Relevant Information
After the initial triage, buyers shift into education and evaluation mode. They now take a more measured approach to research attorneys, weighing options based on credentials, specialties, client reviews, and case outcomes.
Your website and directory profiles become trusted resources to inform their decision process. Through detailed attorney bios, informative articles, and client testimonials, prospects assess your qualifications and style.
This is where your content strategy is critical. The key is to demonstrate that you understand their problem, that others have been in their shoes before, and that your firm has the expertise to help. Provide value upfront rather than selling. Start guiding them down the path of resolving their legal need. Regularly publish legal guidance and updates on your site. Blogs, FAQs, and video explainers build confidence by showing your expertise.
Guiding Prospects to Direct Contact
The initial consultation is the prospective client’s opportunity to truly gauge your legal expertise and service. They want to feel confident placing their case in your hands. Use this time to demonstrate your knowledge of their type of case. Ask insightful questions and offer thoughtful counsel. Being an engaged listener shows care and builds a connection.
Be transparent about the legal process, timeline, and costs they can expect. Outline your customer service commitment so they know what to expect after hiring you. Respond promptly to any outstanding questions.
Converting more prospects into clients is simply a matter of providing extraordinary consultative experiences.
Consultations to Convert Prospects
The initial consultation is the prospect’s opportunity to truly evaluate your services and expertise. Be prepared to Listen closely and answer all questions. Clearly explain your case process, pricing, and what they can expect as a client. Follow up promptly to continue the relationship.
Tracking consultations scheduled and win rates measures your sales conversion process. Refine your intake process and consultative approach to convert more prospects.
Optimizing for the Mobile Client
As legal marketing goes mobile, key optimization strategies include:
With the legal buyer’s journey now happening on-the-go, optimizing the mobile experience is mandatory. Here are some key areas to focus:
- Mobile-friendly website design and intuitive navigation
- Accelerated page speeds for reduced load times
- Prominent calls-to-action for phoning or contacting
- Click-to-call enabled phone numbers
- Simple intake forms and chat interfaces
- Google My Business and Apple Maps profiles for location/hours
- Responsive digital ads tailored for smaller screens
- Reviews and testimonials formatted for mobile
The Next Wave of Legal Marketing
As mobile continues its dominance, legal marketers must be diligent in evolving strategies to reach people wherever they are. Emerging technologies like artificial intelligence and messaging apps present new opportunities. The firms that embrace innovation while also deeply understanding consumer needs will own the future.
Yet even as new platforms and devices come along, the fundamentals remain unchanged. Legal consumers want attorneys who demonstrate expertise, integrity and compassion. Building trust requires human connection across every phase. While technology provides the infrastructure, the relationships at the core are still what matter most.
