This a good story (if we do say so ourselves) about one of our first clients and how we've established them as the top attorney in their field. By the way, even if you aren't an attorney, everything Dave talks about here can also apply to your business.
Video Transcription
Dave Martin (00:00):
One of my favorite client stories is one of our first clients, actually, he's a pretty prominent personal injury attorney locally. And I had met with him in his office and on the top of his desk, he had one of those really big, it must have been four feet by eight feet, ornate mahogany desks. And on top of his desk was a proof of the back of the Yellow Pages with his face. In other words, it was the artwork that was awaiting his approval for the next Yellow Pages to be printed. And I remember him saying, "Dave, the Yellow Pages, they worked so well for me back in the late nineties and early two thousands, but I just don't think they're working very well anymore." And I began with that exact thing saying, "Well, you're probably right. There's something called the internet."
(01:09):
So we started with him and we built his website. We started a conservative Google Ads campaign, but his main thing was, "Listen, I want to be the top personal injury attorney on page one of Google." And that was not a easy feat. There was a ton of competition that were already spending quite a bit of money to be up there, like with SEO strategies and things. And so we created this referral program, and it's actually how we cut our teeth creating referral programs, is he was the first one where I think he had one or two 5 star reviews on Google. He now has over 300. And we took the time not just to say, "Here's how to ask for a review." But we looked at his whole process on his intake system for clients, when their wrong needed to be made right. When the light was at the end of the tunnel, when they thought they were going to get a settlement.
(02:18):
And then when they actually came into his office to get the settlement check, we understood all of that. And we set up this referral campaign that ... We even printed out little postcards on how to leave a Google review, another postcard for how to leave a Yelp review. And we gave these stacks of two separate cards to the front desk receptionist people, and they would then follow up with the clients after their case had settled, walking them through how are things going, and then asking for their referral. It's amazing to think that setting something up like that had such profound effects because he is now the top ranking personal injury attorney in our area. And it's that template, that kind of groundwork that we laid, that we use with a lot of our clients today and see a lot of success.
