Marketing jurídico: es el momento justo para ser quien marque la pauta

Las nuevas tecnologías (que de tanto hablar de ellas bien podríamos llamarlas “viejas” tecnologías), han logrado mover los cimientos de todos las industrias, incluyendo el legal, aquel que nos compete.

Marketing jurídico. Blog Time Manager

En materia de digitalización, parece ser que en la actualidad uno de los sectores más apasionantes, a razón de su reciente cambio, es el del derecho. Adoptar nuevas maneras de ver las cosas no es la mayor habilidad que tienen los practicantes del Derecho, sin embargo, el cambio paulatino que este sector está viviendo lo hace un nicho excelente para trabajar.

Situaciones como las nuevas exigencias de los clientes, la existencia de Marketplaces jurídicos, la inteligencia artificial, etc. ha conducido a una reelaboración de las estrategias al interior de las firmas de servicios profesionales y es por esto que hacemos especial énfasis en los aspectos que se deben tener en cuenta para lograr un buen resultado en lo relacionado con el marketing jurídico.

Establece una meta

Partamos de una verdad absoluta: el marketing de las firmas de abogados debe estar siempre dirigido tanto a los clientes actuales, como a los clientes potenciales. La primera tarea a realizar es identificar a estos clientes (actuales y potenciales) a través de la creación de perfiles (cómo son, qué intereses tienen, qué tipo de contenido leen en la web, etc.).

Seguido a esto, se debe ir en búsqueda de material de interés para estos perfiles. La información que se debe transmitir con el fin de llegar a los clientes debe estar alineada con sus intereses, pero así mismo debe contener temas acordes a lo relacionado con la firma. En un correcto balance entre los intereses de los clientes y las intenciones de la firma estará el éxito de las campañas en la web.

Así mismo, lo ideal es comunicar claramente los servicios que son ofrecidos por la firma y las formas en las que se puede llegar a acceder más fácilmente a estos. Trata bien a tu cliente, crea una experiencia placentera al contactarte por la web y muy seguramente contarás con un valor agregado que otras firmas pasan por alto.

En este punto, es hora de plantearse los caminos a seguir para generar un valor agregado a tu firma. Si bien no es posible contar con ofertas tipo Black Friday, “2X1 en horas de consulta” o similares; si es posible pensar cómo tu firma de abogados puede ofrecer algo que la diferencie y que le permita sobresalir entre la multitud. Aquí te dejamos dos posibilidades que, si bien son pocas, se abren a una gran variedad de posibilidades en las que puedes profundizar y fortalecerte:

  • Contar con los profesionales más calificados y reconocidos en el mercado relacionados con los servicios que ofrece tu firma, ya sea por medio de contrato, alianzas o fusiones con otras firmas. Una estrategia ampliamente usada y que por lo tanto, difícilmente te puede generar una ventaja notoria.
  • Proporcionar un servicio diferenciado y que, por ende, el público llegue a tu firma a falta de mejores opciones. Esta estrategia va más hacia el camino de la innovación, lo cual le puede proporcionar unos puntos extra a tu firma, por lo que es en la que nos vamos a enfocar.

Analiza tu entorno

Las limitaciones en el campo del marketing jurídico son notables, es por esto que se deben tomar decisiones con cabeza fría antes de realizar cualquier paso que signifique un desembolso de grandes sumas de dinero en publicidad. Junto con tu equipo de marketing toma tiempo para mirar lo que está sucediendo alrededor, analiza cuáles son las fortalezas y debilidades, tanto de tu firma como de tu competencia, con el fin de buscar qué posición puede tomar tu firma que le permita ofrecer un servicio diferenciado. En este caso, y contrario a lo que se cree, es aconsejable que en lugar de dar un paso adelante, se dé un paso al lado, y se ofrezca algo que, partiendo de lo que ya existe, contenga algún plus que destaque tu firma de la multitud.

Cuéntale a tu público sobre tu firma

La innovación en el campo digital para el sector legal, a parte de ser un tema de continuo debate, ofrece ventajas competitivas que hay que usar a favor. El Marketing es la oportunidad que tienes de comunicar al público las estrategias de tu firma, y si esta estrategia no está lo suficientemente consolidada, no lograrás los resultados deseados así cuentes con una excelente asesoría en marketing. Procura realizar una biografía de tu firma, en la cual puedes hablar de su idiosincrasia y de su posicionamiento, este es el momento de comunicar a tus clientes por qué se diferencia del resto.

Experimenta siempre

No hay una fórmula maestra para lograr un alto impacto en la web, menos teniendo en cuenta que nos encontramos actualmente en un mundo sobresaturado de publicidad, contenido, sitios web, etc. Sin embargo, reconocer este espacio y trabajar en él, es la opción más sensata para llegar a tu cliente y ofrecerle una experiencia diferenciada al contactarse contigo y solicitar tus servicios.

Cuando cuentes con elementos que logren ofrecer un valor agregado al cliente, conserva un espíritu de científico, y busca junto con el área de marketing de tu empresa nuevas formas, nuevos caminos para comunicar y llegar a tu público. Existe un amplio universo de soluciones digitales, nuestra invitación es a indagar sobre este y empezar a marcar la pauta en el área de marketing jurídico, justo en este instante, en que apenas está saliendo a flote.

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