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If You Build it, Will they Come?
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Published on Aug 28, 2017
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PRESENTATION OUTLINE
1.
If You Build it, Will they Come?
Building the Basic Marketing Plan for your Veterans Law Practice.
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Sandis Helvigs
2.
Business Webinar Series
Part 1: How to Add a Veterans Law Practice to Your Existing Law Firm
Part 2: Plan for Profit: How to Build a Viable Veterans Law Practice
Part 3: Build For Success: Three Tools to Improve Cash-Flow in Your VA Practice
Part 4: Managing your Growing Practice: Building the Basic Marketing Plan
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BadSwan
3.
Do you hear the Siren's Song?
4.
Top Lawyer Marketing Mistakes
Field of Dreams
Augustus Gloop
New York Yankees
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Jake Hills
5.
The BEST Approach to Legal Marketing?
The Lee Marvin Approach.
6.
What is Marketing?
7.
What makes your firm...your service.... UNIQUE?
This is your "Brand".
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Laurence Vagner
8.
2 Goals of Marketing
Awareness & Leads
9.
What is a Brand?
10.
What is Your VISION?
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haglundc
11.
When do you START Marketing?
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Braden Collum
12.
The Simple Answer:
When you have something of value to offer.
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frankieleon
13.
Monetary Metrics:
Reliable Revenue Stream
Value of 1 Case/Client
Profit Margins
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free pictures of money
14.
Time Metrics
Time to Commit to Marketing?
Time to Commit to Overseeing Marketers.
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Timothy Valentine
15.
DIY or Hire?
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University of Salford
16.
Align your marketing plan...
...with your Firm's Vision.
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mahmud.rassel
17.
Remember Defining your Vision?
In 2017 my firm will _____
I need ____ cases with a value of ______ to fulfill this goal.
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marfis75
18.
The 6 Steps of the Basic Marketing Plan
Define cases: what types of work?
Define Market: What client has case?
Research the Market: Where are clients?
Build your Campaign: What platform to reach market?
Define the Funnel: 3-5 steps to get from "campaign" to "docket"
Measure
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colemama
19.
Step 1: Define the UNIQUE work you will do
Particular era Veteran?
Medical conditions?
Claim types or phase?
Geographic focus?
5 Cases You liked most, and 5 you liked least: what's the pattern?
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ultimcodex
20.
Step 2: Define the Market
What type of client has that case?
Describe the ideal client?
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Kanaka Rastamon
21.
Step 3: Research the Market
How old? Family Size? Where do they live?
Leisure activities? TV? Books? Weekend? Weeknights?
Websites? Newspapers? Magazines?
Where do they work? Income?
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glasseyes view
22.
Step 3: Research the Market
What if you don't know?
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Ahmed Rabea
23.
Piggy-Back or Co-Brand: complementary but non-competing services.
24.
Step 4: Build the Campaign
Where will you collect leads? (Website, phone, email, etc)
What platforms do you need to take leads from where you find them (market research) to where you want them (docket)
Print ads, internet ads, direct mail, social media, webinars, blogs, attend events
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zhamed
25.
Step 5: Marketing Pipeline
Steps that your Prospect will Take
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brianc
26.
Pipeline or Funnel
# of "touches" to build trust
Stages of Purchase: Awareness, Interest, Desire, Close
Capture incremental data
A...B...Q (Always Be Qualifying)
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Richard.Asia
27.
Example: Online Lead Generation
Ad for a free eBook (in exchange for email)
Email blog posts
Consultation
Offer
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bikeracer
28.
Step 6: Measure
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billhd
29.
Key Metrics
Raw $ Cost Per Lead
Funnel Ratios/Drop-outs
Did Client Match Ideal?
Cost per Client
% of Margin
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Jinho.Jung
30.
Vision Part 1:
2017 is the year Attig | Steel will build a robust Court practice.
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dfb
31.
Vision Part 2:
I need 3 court cases per month to learn the metrics of this type of practice.
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ccPixs.com
32.
Marketing Step 1:
I am looking for cases that have the potential to raise specific constitutional and statutory issues.
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allfr3d
33.
Marketing Step 2:
The market I am looking for are Veterans with recent BVA Decisions.
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Darwin Bell
34.
Marketing Step 3:
I don't know where to efficiently find this market. (Co-branding and piggy-backing)
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verbeeldingskr8
35.
Marketing Step 4:
Campaign to reach out to different firms.
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Vincent_AF
36.
Marketing Step 5:
Receive Decision
Get Permission (Awareness)
Offer Consultation (Interest)
Conduct Consultation (Desire)
Offer (Close)
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Daniel Kulinski
37.
Marketing Step 5:
Receive Decision
Get Permission (Awareness)
Offer Consultation (Interest)
Conduct Consultation (Desire)
Offer (Close)
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fdecomite
38.
Marketing Step 6:
Key metric: client interviews to paint a picture of who our client is and how we could have found them.
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annieb
39.
Chris Attig
vetlaw@attigsteel.com
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Eleaf
Chris Attig
Haiku Deck Pro User
www.attiglawfirm.com
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