Episode 273 – Secrets of Attorney Marketing – Richard Jacobs of Speakeasy Authority Marketing – Getting More Bang Out of Your Marketing Bucks

Secrets of Attorney Marketing Richard Jacobs has been selected as one of the Top 10 Legal Marketing Podcasts in 2019

In this informative podcast from Richard Jacobs, the president and founder of Speakeasy Authority Marketing, Jacobs explains how to get more marketing value out of the marketing budget you are already spending.

Everyone wants to get the most value they can for every dollar spent, and Jacobs has a way to not only maximize the value of your marketing efforts but expand them, without spending even one more penny than you already have been.

Jacobs discusses how everyone needs a skilled attorney from time to time, to handle a traffic ticket issue or auto accident, a divorce, estate plan, DUI, etc. It’s inevitable that every now and again most everyone will need some legal help. As Jacobs’ mission is to help attorneys improve their businesses, get more quality clients, and make more money, he and his team are constantly testing their theories, seeking to find every area where an attorney can improve their business in some way. When Jacobs has a real issue himself and needs to hire an attorney, he’ll have his assistant call attorneys, mystery shopping, to see what kind of response or service they get. In a recent situation, 30 attorneys were called, and only 5 answered. Surprisingly, of those 25 who didn’t answer, most never even reached back out, even after they were left an extensive message that explained the legal matter, and requested a return call. The bottom line: if you aren’t answering calls and questions, or at least returning calls or following up via email, then you’re missing out on new, potentially great clients.

If you want to make more money without spending more money, Jacobs states that you simply must answer calls, respond to your voicemails, follow up with emails, etc. If you’re not doing that, then your marketing dollars are going down the drain. As Jacobs explains, if you don’t have the time to do that yourself, then you need to hire someone who can.

Jacobs talks about the kinds of ‘answering’ options that exist, and he underscores that if you simply answer the call and then grill the potential client with endless questions, but don’t make a connection, then you may miss an opportunity. Also, if you answer the call and tell the potential client that a particular attorney is ‘out of the office’ and don’t follow up, then you’re not really effectively answering those calls. You must be friendly, and you must follow up. But as Jacobs states, if you follow up and really connect, it will be shockingly effective.

Podcast: Play in new window | Download