A lot of attorneys have been saying that new clients are hard to come by right now. With that in mind, here are seven things you can do if signing up new clients isn’t an option right now.
1. Double up on content.
Right now, online consumption is up. The CPMs (cost per 1,000 people reached) are way down for social media ads. It is less expensive to advertise on social media because a lot of advertisers across the nation are pulling out. This includes anyone in the event space, sports, and other businesses across the nation.
You’re able to reach more people for a lower cost.
Another reason to focus heavily on content right now: organic reach is up even if you’re not putting paid spend behind your social content.
The content that you put out now can communicate to your clients and community whether you’re open for business or not. It’s amazing to see how many firms disappeared off the face of the earth during this time.
At the very least, notify your clients that you are still around, that you still are open for business, and that you’re there to help and support them.
Another great way to create content now is to start documenting yourself and your firm as you’re going through this process. That will help to humanize you while keeping your clients in the loop at the same time.
It might not be your natural inclination to put out content like this, but the fact of the matter is people are consuming this content right now. Everyone is sitting at home and looking at what’s going on around them.
If they’re an existing client of yours, they want updates. If they’re not a client of yours, you can get into the conversation.
There is a saying that goes, “If you’re not at the table, you’re on the menu.”
This means that if you’re not in front of people online and on social media and you’re overall absent from the conversation, you’re in trouble.
Either a business is a part of it or all they’re seeing is news outlets talking about how bad things are with the Coronavirus.
2. Start that newsletter you’ve always wanted to start.
In fact, now it is less expensive because you don’t have to mail or print a newsletter. You can create one digitally online to email to your clients.
3. Start a podcast.
You can interview experts in your industry on what they’re doing to survive right now.
This is something that a lot of people are interested in.
You can include referring attorneys, build a network of referral partners, and really demonstrate your knowledge and personality to your community.
This is a great time to start a podcast.
4. Have clients send you testimonials.
Reach out to at least 10 of your best clients and ask them to send you a 30-second testimonial. They can record it on their phone, and this becomes content that you can use and share for social proof.
5. Write that book you’ve always wanted to write.
If you’ve been putting off a project like this, it’s one of the best things you can do to establish yourself as a credible expert and authority in your practice area.
We highly recommend the people at Scribe Media to help you make your book a reality.
6. Improve your business from the inside.
If you’re not signing up new clients, use this time to start auditing your intake and listening to past calls. Audit your processes.
Many of our clients have told us they’ve been able to make processes better and more efficient within their businesses. They’ve created new workflows in their case management software and improved efficiencies.
At the very least, control what you can control: making your business better now.
7. Go figure out social media.
If you don’t understand a platform — whether it’s Facebook, Instagram, LinkedIn, or TikTok — now is the time to explore and learn about them.
Create original content and start building an audience.
People are consuming more content now than they ever have. If you are running paid ads and social ads, it’s currently one of the most cost-effective times ever to reach people.
How do you want to come out on the other end of this?
If you’re not signing new clients right now — and even if you are — the best thing you can do is build your brand.
Nothing pays long-term dividends like building a brand that’s strong, credible, and supportive in your market.
Short-term drivers like direct leads and PPC are limited now because if everybody’s confined in their residence and you’ve got people being ordered to stay in their homes, what do you do?
The best counter is to focus on the things that really sell your firm today.
Putting out great content and creating value for your audience and your community is a surefire way to build a lot of trust and support, especially at a time when people need those two things the most.
If signing new clients isn’t an option for you right now, Michael Mogill, Crisp Founder & CEO wants to hear how you’re handling the situation.
You can text him directly at (404) 531-7691.
