The marketing landscape continues to evolve, creating even bigger challenges for law firms looking to grow their client base and achieve greater brand visibility.
Reaching and engaging with prospective clients is the first step in the business-to-client (B2C) marketing process. But there are distinct differences between B2C and B2B (business-to-business) marketing that law firms must consider.
Choosing the right strategies for your needs leads to better marketing results and more efficient marketing spending.
Understanding the fundamentals of B2C marketing gives your law firm the resources and tools to consistently attract and convert new clients.
The B2C Difference
B2C marketing requires law firms to consider the unique needs of their clients. On the other hand, B2B marketing, in which law firms sell their services to other law firms or businesses, requires you to consider multiple needs depending on an organization’s size and industry.
The B2B sales process often takes longer, as buying decisions must go through multiple key team members before they’re finally approved. B2B purchases are also typically based on data related to return on investment (ROI) and other factors.
B2C marketing can be less expensive when compared to B2B marketing. Because B2B sales involve more people in the decision-making process, law firms must provide additional information to help guide prospects towards the sale.
They may need to justify an investment in their legal services by demonstrating a predictable ROI and ensuring that their legal services will fully address the prospect’s’ needs.
Essentials of B2C Marketing
1. Know Your Target Audience
Knowing your target audience requires an understanding of the needs, behaviors, and interests of those individuals who are most likely to purchase your legal services.
Your audience has common challenges that can be solved by your legal skills and expertise. You can identify these challenges through direct feedback, social media, website analytics, and online reviews.
The better your understanding of your target audience, the more likely you are to deliver marketing messages that resonate with them and lead to increased revenue.
2. Personalize Your Marketing Message
Whether it’s using familiar language, addressing users by name, or honing in on their biggest pain points, knowing how to create a personalized message leads to better response rates.
Law firms can segment their mailing lists to further personalize their campaigns and make their marketing efforts more efficient.
Personalization should be applied to direct mail, email, blog posts, and other forms of content. It’s a critical part of B2C marketing in today’s online marketplace.
3. The Need for Transparency in B2C Marketing
Building trust and credibility are essential to both B2C and B2B marketing, and they’re a direct result of your ability to demonstrate transparency within your organization.
Transparency comes from honest communication with your prospects. In addition to the benefits of your services, you should also acknowledge its limitations or any issues that can arise for clients.
This gives clients peace of mind in knowing that you have their best interests at heart. More importantly, it allows you to provide the best legal services while directing clients to other resources that might meet the needs your services are unable to address.
Law firms can give prospects a behind-the-scenes look at their organization by highlighting team members, new services, and events that prospects may be interested in learning more about.
This further establishes transparency in your B2C marketing while humanizing your brand and giving clients a clear idea of its mission and vision.
Other elements of B2C marketing include creating a consistent brand experience across all of your platforms. Building a community around your brand is another effective way to reach and engage with prospective clients.
B2C marketing requires a unique approach for law firms who want to reach new clients. What B2C strategies have helped your law firm get more new clients? Let us know what’s worked (or what hasn’t) in the comments below.
The right B2C marketing strategy improves your results, enhances your branding, and establishes a path for long-term growth for your law firm.
- Benchmarking Your Legal Marketing for Improving Performance ( September 20, 2017 )
- Making Behavioral Marketing a Fundamental Part of Your Law Firm’s Growth Strategy ( September 6, 2017 )
- B2B Marketing for Law Firms ( August 2, 2017 )
- Essentials of Advertising for Law Firms ( July 19, 2017 )
- How Law Firms Can Write Advertising Copy That Sells ( July 5, 2017 )
- Following Up With Prospects and New Connections After a Speaking Engagement ( June 28, 2017 )
- Does Direct Mail Work Anymore? Here’s What Your Law Firm Needs to Know ( June 21, 2017 )
- Turn Conference Connections into Lasting Opportunities ( June 14, 2017 )
- How Print Ads Impact Your Social Media Results ( June 7, 2017 )
- How Podcasting Can Take Your Digital Marketing to a New Level of Success ( May 31, 2017 )