I ran across two interesting articles last week summarizing a recent survey on in-house counsel’s content consumption habits and preferences. (Download a summary of the survey results here.) The survey suggests that content marketing for lawyers may not be all it’s cracked up to be… But is that true?
Survey findings include:
- Client alerts and newsletters are more valuable to survey respondents than blogs
- Professional use of Facebook, Twitter, and YouTube is on the rise (though LinkedIn is still the preferred social media platform for professional use)
- 71% of in-house counsel have used Wikipedia to conduct company and industry research
What’s the takeaway message for you?
- Have a strategy for producing and using content for marketing purposes. Value quality over quantity. 65% of in-house counsel rate blogs as “somewhat or very credible,” but 75% find law-firm blogs valuable. Don’t waste your time trying to crank out voluminous content; instead, invest the time to provide thoughtful exposition and commentary on topics that matter to your clients and potential clients. Be clear on your content marketing objectives.
- Be clear on your content marketing objectives. Are you producing content to establish your credibility in your area of practice? Are you writing in an effort to attract attention from potential clients? Are you writing (or paying someone to write for you) in an effort to attract web traffic through optimized search terms? Each of these objectives (along with others) is viable, but effective implementation calls for different strategies.
- Build distribution strategies into your content marketing approach. If you’re spending the time to produce high-quality content, you should also spend the time to distribute it via social media, perhaps to submit it to Wikipedia where appropriate, and to highlight it on your bio sketch and/or firm website.
- View content marketing as a door opener, not a business closer. If you’re expecting a blog or newsletter to generate business in and of itself, you’re likely to be disappointed. Instead, use it to build a reputation, to buttress your credibility in practice, and to open or continue conversation with contacts that can lead to business.
- Value quality over quantity. It bears repeating, because this point is really the bottom line of content marketing. Throwing something together because you know content is supposed to be valuable is a dead-end effort. Producing content that starts or adds to conversation on issues that matter to the kinds of clients you seek to serve can create significant opportunity.