Video: The Next High-Impact Marketing Tool for Attorneys. May 29, 2008
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1 Video: The Next High-Impact Marketing Tool for Attorneys May 29, 2008
2 FindLaw Sophisticated techniques for attracting potential clients from search engines like Google and Yahoo to your Web sites Award winning designs Custom content for your area of practice and specialty written under the guidance of on-staff attorney editors Online advertising on FindLaw.com or LegalConnection.com Title of presentation (Edit using View Menu > Header and Footer) 2
3 Don Sowers Managing partner in Takakjian Sowers Sitkoff LLP Former Police Detective and Deputy District Attorney Past Chairman Criminal Justice Section Los Angeles County Bar Association Instructor at the Los Angeles County Sheriff s Academy for twenty years Created first Web site in 1996 FindLaw customer since 1998 Working on fifth generation Web site with FindLaw Title of presentation (Edit using View Menu > Header and Footer) 3
4 Laura Hamad FindLaw Field Producer since first video beta began in August Helps FindLaw clients identify and create the story for each of their videos. Directs video shoot, ensuring the client s vision gets captured during the day. FindLaw employee since August of Worked in print and online communications at MN state teacher s union prior to joining FindLaw. Graduated summa cum laude from MN State University Moorhead with a degree in Mass Communications. Title of presentation (Edit using View Menu > Header and Footer) 4
5 Agenda Why Video? The next high-impact marketing tool for attorneys Attracting qualified leads Video search engine optimization & distribution Process How to shoot a video that converts prospects and serves clients Getting your money s worth Evaluating return on investment Title of presentation (Edit using View Menu > Header and Footer) 5
6 Why Video? The bottom line: A professional, wellcrafted video allows your potential clients to meet you before they even hire you. Title of presentation (Edit using View Menu > Header and Footer) 6
7 Why Video? People lots of them love to watch videos online. Comscore reports that nearly 139 million U.S. Internet users watch an average of 83 videos per month that s 3 out of 4 American Internet users. Source: Number of Online Videos Viewed in the U.S. Jumps 13 Percent in March to 11.5 Billion comscore press release, May 12, 2008, Title of presentation (Edit using View Menu > Header and Footer) 7
8 Why Video? Title of presentation (Edit using View Menu > Header and Footer) 8
9 Why Video? A well crafted online video can help you connect with more prospects, and promote your firm in a way that s both personal and highly professional. Let s explore key reasons why the potential for video is so great. Title of presentation (Edit using View Menu > Header and Footer) 9
10 Why Video? It s persuasive. Online video drives people to act to pick up the phone and call your law firm. Our studies show that consumers research 4.8 Web sites, on average, before choosing an attorney online. That decreases to 1.8, however, when those sites contain video. Source: How Consumers Meet Their Legal Needs Online FindLaw webcast, June 26, 2007, 43:05 Title of presentation (Edit using View Menu > Header and Footer) 10
11 Why Video? It s suited for legal marketing. Video communicates warmth and personality. It captures the character of the law firm & its people, and takes the mystery out of the legal process. Online video erases the intimidation factor and encourages prospects to contact you. FindLaw customers are receiving 190 video views per month Title of presentation (Edit using View Menu > Header and Footer) 11
12 Why Video? It s a growing factor in search results. With the introduction of Universal Search, more video is appearing in Google search results. Yahoo, AOL and Ask also are incorporating video. Across the board, search engines are pushing to provide more comprehensive information to users and video is rapidly emerging as the new medium of choice. Title of presentation (Edit using View Menu > Header and Footer) 12
13 Why Video? It s a great way to stand out. In the crowded online marketplace for legal services, where Web sites struggle to attract attention, video is a terrific tool for communicating your unique message in a format consumers enjoy. Our studies show that 58% of consumers indicate video increases their likelihood to contact the law firm. Title of presentation (Edit using View Menu > Header and Footer) 13
14 Agenda Why Video? The next high-impact marketing tool for attorneys Attracting qualified leads Video search engine optimization & distribution Process How to shoot a video that converts prospects and serves clients Getting your money s worth Evaluating return on investment Title of presentation (Edit using View Menu > Header and Footer) 14
15 Attracting qualified leads Why Video SEO matters: The value of Web Video For law firms, the type of Web video that possess the greatest value is promotional video. These videos contain a message that is a promotion in itself. Promotional videos do not generate direct revenue on their own. Instead, they must be distributed across as many services and viewers as possible. Title of presentation (Edit using View Menu > Header and Footer) 15
16 Attracting qualified leads The Value of Distribution The main goal for any promotional video is for it to be seen by as many people as possible. The more traffic that flows to your videos, the more value generated. To achieve this goal it s important to find a distributor who can put video content in front of the largest audiences on the Web. It s also crucial for a law firm s video to contain a URL to be visited or call to action. Title of presentation (Edit using View Menu > Header and Footer) 16
17 Attracting qualified leads Simply put the more traffic that flows to your videos, the more qualified leads you will attract. Your law firm s videos cannot be found without being properly optimized and distributed. Title of presentation (Edit using View Menu > Header and Footer) 17
18 Attracting qualified leads What is video search? Video search engines allow users to enter keywords into a search box, just as one would into a Yahoo! search box. Rather than get back Web pages, users are provided related video clips from across the Web. While traditional search engines like Google are skilled at indexing, understanding and finding text-based content, they are inadequate for finding video content results. Title of presentation (Edit using View Menu > Header and Footer) 18
19 Attracting qualified leads How does video search work? Video search engines use methods such as speech recognition, visual analysis and video optical character recognition to allow software to listen to, watch and read the text appearing on the video content itself. Title of presentation (Edit using View Menu > Header and Footer) 19
20 Agenda Why Video? The next high-impact marketing tool for attorneys Attracting qualified leads Video search engine optimization & distribution Process How to shoot a video that converts prospects and serves clients Getting your money s worth Evaluating return on investment Title of presentation (Edit using View Menu > Header and Footer) 20
21 Process Consider the video as an opportunity to welcome someone, as though you were welcoming them in to your homes. Put them at ease. Say the comforting things the prospective client needs to hear. Demonstrate your warmth, personality, expertise and professionalism and close the video with a call to action. Title of presentation (Edit using View Menu > Header and Footer) 21
22 Video Introduction video for Southern California Criminal Defense Attorneys Title of presentation (Edit using View Menu > Header and Footer) 22
23 Process The style of video plays a key role in a potential clients decision to contact a firm 76% prefer interview style in an attorney or firm profile: Informal conversation vs. formal, rehearsed script Want to see the personality of the attorney Want to contact a firm/attorney that looks successful and professional Title of presentation (Edit using View Menu > Header and Footer) 23
24 Process Before shooting any video, whether it is for television or for the web, a plan is always needed. A good plan will help structure a video and allow filming to run smoothly. The type of video being made, the format that is going to be used, and the number of shots that will be taken are all things that should be considered before filming. Title of presentation (Edit using View Menu > Header and Footer) 24
25 Process In preparation for the video shoot, in your next five to ten prospective client interviews, make notes of the top five questions that are raised by the prospective clients. What things do you commonly repeat in each presentation to a prospective client? What are your strongest sales points? Make a list of your top one-liners? What are your shortcomings? How do you address them if they are raised by a prospective client? What makes you different from your competition? Title of presentation (Edit using View Menu > Header and Footer) 25
26 Video Practice area focused video for Southern California DUI Lawyers Title of presentation (Edit using View Menu > Header and Footer) 26
27 Process Lawyer advertising guidelines vary by state. Attorneys should contact their state bar association or review their state ethics rules to interpret how the rules apply to their individual practice. It s beneficial to use a production company who is familiar with the law and can catch any potential bar violations as they happen. This will prevent the video from having to be re-shot which can be cost prohibitive. Title of presentation (Edit using View Menu > Header and Footer) 27
28 Agenda Why Video? The next high-impact marketing tool for attorneys Attracting qualified leads Video search engine optimization & distribution Process How to shoot a video that converts prospects and serves clients Getting your money s worth Evaluating return on investment Title of presentation (Edit using View Menu > Header and Footer) 28
29 Getting your money s worth A well done video will increase the following: Contacts: In a recent study conducted by FindLaw we measured an average 34% increase in contacts alone after video had been added to customer s sites and 20% increase in traffic. Time Spent on Site: Potential clients stay longer on Web sites where effective video is present. Page Views: Video engages potential clients and evokes them to visit other site pages to read more about the firm. Title of presentation (Edit using View Menu > Header and Footer) 29
30 Getting your money s worth Consider this: In a direct comparison of daytime cable TV airtime schedules for Minneapolis, Chicago, Los Angeles, Miami & New York we found the average cost per 30-second TV commercial ranges from $226 up to $1,800. Source: SpotRunner.com Airtime Schedules created May 21, 2008 for Minneapolis, Chicago, Los Angeles, Miami, New York Title of presentation (Edit using View Menu > Header and Footer) 30
31 Getting your money s worth For example - in New York: For a promotional campaign, the cost per 30-second daytime TV commercial costs $720. At minimum, a law firm should purchase 35 spots that would appear randomly over a one week period. Each week would cost about $25,200 That s $100,800 just to air TV spots for a month long campaign. With the increased popularity of Digital Video Recorders like TiVo there is no guarantee that the commercial will even be seen by the 18+ target audience. Source: SpotRunner.com Airtime Schedule created 5/21/08 with run dates from 6/9/08 6/16/08 for Manhattan/Brooklyn/Queens Title of presentation (Edit using View Menu > Header and Footer) 31
32 Getting your money s worth Unlike TV, your online video doesn't just air at a certain time on a certain date; it is always there to stay. Anytime a user is searching for you, they can find your video and meet you online. This is what makes online video such an invaluable part of any firm s marketing plan. Title of presentation (Edit using View Menu > Header and Footer) 32
33 Getting your money s worth Giving your potential clients the ability to watch a well-crafted video delivers a level of confidence in your firm that trumps any other marketing efforts. Title of presentation (Edit using View Menu > Header and Footer) 33
34 Video Practice area video for Domestic Violence Lawyer - Spousal Abuse - Child Abuse Defense Attorney Title of presentation (Edit using View Menu > Header and Footer) 34
35 Questions Title of presentation (Edit using View Menu > Header and Footer) 35
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