You provide a high standard of service to your clients and produce positive results. Clients and referral sources benefit from your experience and expertise and often times tell you how much value and peace of mind you have provided them during a difficult or challenging time. You want to educate the public on your legal services and attract more clients who want what you do best.
A key strategy for increasing awareness about your law practice is media relations. Clients listen to and are influenced by what they read in the newspapers and Internet, see on the television or hear on the radio. A notable story about you or your legal service in a reputable publication can significantly increase the visibility and credibility of your law practice in your community.
How do you attract the media to notice your law practice?
You have two opportunities to attract the press. One is through initiating the story though social media or pitching a specific story concept to a reporter. The second is responding to a call from a reporter for a comment.
The following tips will assist you in talking to the media.
- Speak to the interests of your audience. Focus on what your audience wants to hear verses what you want to say. Avoid talking about the features of your law practice. You will increase your opportunity for success if your story is on the benefits (verses the features) of your law practice, is newsworthy and has a hook.
- Provide a real life example of how your expertise has benefited clients. Reporters want to know, “how has it helped people?” What is working?
- Know the media source– Research the reporter’s web site, publication or radio station. Who is the audience for the publication? What is important to this audience? Pay attention to the tone and viewpoint of the media source. Is the view point consistent with your message?
- Research the reporter– What is the reporter’s style of writing? A simple Google search will provide relevant information on the type of stories they have written before. Be careful when talking to a “gotcha” reporter. This type of reporter may be looking for a story that conveys a completely different message than you intended.
- Ask about the reporter’s deadline and agenda. Clarify the reporter’s deadline and the focus for the interview. Call the reporter back before the deadline and take a few moments to organize your thoughts and write down talking points. Try to avoid “spur of the moment” interviews without advanced preparation. Remember everything you say can be quoted.
- Avoid legal jargon. Try to stay away from too many academic terms and industry jargon. Journalists like to hear human interest stories that tell a story verses an institutionalized description about process.
- Control the interview. Make a list of the points you want to make. Try not to have more than three key talking points. Find every opportunity to deliver your key messages. Think in headlines and respond in quotes. Don’t just answer the reporter’s questions
Almost every one of my clients has a story to tell that is worth listening too and provides valuable information. Take the first step by telling your story through articles, blog posts, social media, press releases and reaching out to your local media.
By being media savvy you can maximize the opportunity to increase visiblity for your law practice and position yourself as a leader in the industry.