By Claudia King, CEO + Founder
Scaling your law firm isn’t just about having the right to-do list. If you want to earn six figures or more from online legal solutions in the next 12 months, there are habits, attitudes and mindsets you’ll need to change.
Using your law firm as a vehicle for more freedom, success and impact is totally doable. But the version of you right now is not the same version that will successfully get you there.
What is it that you do? And who do you do it for? You need to get specific - no more of this “I help SMEs with their legal issues”. What sort of SMEs? What sort of legal issues? What results do you get? It’s time to get super specific. Choose something that lets you combine your unique skills and passions. Choose something that empowers you to say with confidence that you’re making a difference.
How else can you use your unique experience, expertise, skills and background to really solve a major pain point for your client? To answer this you need to think bigger. Care enough about your clients to put them first. What keeps them up at night? What are they yearning for? What are they terrified of? What are they dreaming of? Perhaps you can create a solution that solves a legal need as well as a non-legal one - like including coaching from you (or someone else). You don’t need to only offer legal services - you have so much more to offer.
Commit to the success of your ideal clients by thinking bigger about what it is they actually need to be successful, and you will find your success.
Decide on one way you’d like to serve your clients online in the next 12 months. Now that you know what you do and who you serve, how can you turn that into one online legal solution? How can you package together different services to create one valuable online offer for your ideal clients that they’ll be thrilled to buy? Often simplifying your offering is easier than you think - you need to look at what you’re already doing, package it up and deliver it online.
To build your audience of ideal clients, you need to let people get to know you and your message. Whether you do that by doing regular Facebook lives, a weekly blog, a monthly webinar, or posting on LinkedIn a few times a week, you need to find a way to get your message in front of your target audience regularly. Keep it simple but make it regular and consistent - at least once a week and daily if possible. If this freaks you out, remember: it’s not about you, it’s about more people getting your valuable message.
Whoever your ideal client is, be content generous and courageous - don’t fall back on safe ideas and tired claims.
Putting yourself out there will invite judgements. Negative ones, too. Do it anyway. There’s no time to indulge in fear while there are people out there who need what you have.
There’s more to selling online legal solutions than automating a common legal doc like an NDA or Will, sticking it on your website and running some Facebook ads.
Leverage your brand and fans you have called under the previous steps. Do this often and enthusiastically. Be excited about the benefits you can offer and communicate these to your prospects regularly. Tell them why you’re the right person for the job. The sales process should feel natural because you believe in the benefits of what you’re offering and the results you get for your clients.
I can tell you right now that you’re not going to get it perfect the first time. Lawyers are often perfectionists so they find this aspect of scaling their law firm hard to deal with.
Learning to test and improve the marketing, selling, design and delivery of your online legal solutions over and over (and over) again is key to your success. This is a major mindset shift that you’ll need to make to be successful with scaling your law firm with online legal solutions. But if you can do it, you’re going to outshine most other lawyers, as I see lawyers struggling to make this mindset shift every day - they want to give up because things don’t immediately work perfectly.
If you go all in with these six things, you’ll see exponential growth in your law firm over the next 12 months.