Episode 287 – Turning Every Caller into a Client During the Current Coronavirus Period

Episode 287 – Turning Every Caller into a Client During the Current Coronavirus Period

In this powerful podcast, Richard Jacobs, the president and founder of Speakeasy Authority Marketing, continues his series on marketing as he outlines some valuable tips and strategies to get the most out of every client you have during this coronavirus period.

Richard Jacobs is a seasoned expert in the field of marketing, and his successful company, Speakeasy Authority Marketing, has helped hundreds of attorneys improve their marketing efforts vastly, allowing them to bring in higher quality clients and increase profits.

Jacobs discusses conversion. As he states, business may be a bit slower for some attorneys right now as we weather this temporary coronavirus period, so it’s important to convert every caller into a client. You need a strategy to make those conversions because as business has slowed, every incoming call matters immensely. Jacobs mentions the Virtual Closing System that his company has developed, a system that will enable attorneys to make the most of every interaction with their clients virtually. But the point of this podcast is primarily about focusing on what’s important to the client.

To successfully convert, you need to ask potential clients targeted questions, such as “What’s the single most important thing that you want to have happen in your case?” Getting this answer will help you to maintain focus on what’s important to them, which you can return to later in your call or virtual conference online. If you don’t close them right then and there, you can take some time to research their answer/issue, and call them back later.

If you reach their voicemail, you can leave a message and tell them that you have information for them about X (whatever their issue was) and this will create interest. This will create a feeling in them that you care, that you have taken time to think about them and what’s important to them. And as no attorney ever really takes this kind of extra time with a potential client, you’ll stand out and this will help you convert!

Whether your potential client is concerned about estate planning or DUI, or whatever it is, focus on what’s critically important to them and they’ll respect you for it, and will be more likely to work with you. Turn these issues into successes for you and your firm. When you’re mindful of your clients they’ll be mindful of you. Jacobs states that by utilizing these client-friendly strategies you can build up your client base and turn the global pandemic period into a prosperous one for your business.

Richard Jacobs

About Richard Jacobs

My name is Richard Jacobs, and I've discovered quite a bit about the plight of solo practitioners and small, 2-5 attorney firms like yours these past 12 years.

I've come to understand the unique challenges in marketing ethically and effectively that attorneys face because I have:

  • Helped over 180 attorneys author their own practice area book and become the 'implied expert' in their practice area
  • Helped hundreds of attorneys successfully navigate Google's search algorithm changes, growing their websites from 2 potential clients calling a month to 4+ calls per DAY for some clients.
  • Interviewed and promoted over 507 attorneys nationwide, in practice areas such as:
  • DUI / DWI
  • Family Law
  • Criminal Defense
  • Bankruptcy
  • Auto Accidents
  • Social Security Disability
  • Slip & Falls (Premises Liability)
  • Real Estate
  • Estate Planning / Probate
  • Wage and Hour Claims
  • Expungements / Post Conviction Relief

Before you decide to invest in your marketing, it makes sense to first request your complimentary, custom, no obligation video website review.

Richard is the author of 6 books published on Amazon, Kindle and Audible.com

Richard is available for speaking engagements on direct marketing for attorneys and has recently spoken at the following legal conferences:

  • PILMMA (Personal Injury Lawyers Marketing & Management Association)
  • Las Vegas DUI Summit – Private event for DUI attorneys
  • New York Boutique Lawyers Association
  • Perry Marshall & Associates Marketing Academy (Marina Del Rey, CA)
  • National Association of Criminal Defense Lawyers (NACDL)