Is It A Website—Or An Interview?

Is your website merely a marketing-like object? Or is it a conversation with the person you'd most like to have as a client?"
 
Marketing-like objects plague the landscape. Some look like websites. Others seem like advertisements. Still others are social media posts. They all read like they want money for something. But the thing about marketing-like objects is they don’t matter. They aren’t making a case. They lack persuasion. There’s no clear voice. They’re devoid of anything resembling a resonant message.

Welcome to a symptom of the overcommunicated culture. Everyone knows they need a website. They just don’t know what it’s supposed to say or how to say it.
 
You know what to do in an interview, right? You’re not likely to sit with a prospective client and speak in bullet points or empty advertising phrases. “Good to meet you. I can handle your business law, tax law and estate planning needs. I’m dually qualified as both a business attorney and tax accountant.” (Most of that verbiage is from a website I visited just for the purpose of this exercise. It's on Google page one. How much do you think that helps?) In an interview, you speak conversationally. You’re interested and interesting. You make sure your words matter to the person opposite you. You make points with relevance and resonance. You are you. You do not behave like a placard that says, “For all your legal needs.” So...does your website reflect that? 
 
You know what one thing is missing from so many lawyers’ websites? The lawyer. The expanse of high-priced real estate at the top of the home page is often given over to a photo of Lady Justice or the Constitution or a court building or a gavel or some other anonymous stock photo speaking to the idea of, “Law.” The writing is often stilted, uncomfortable contortions of lawyerly language that boil down to three words: “I do law.” On one website home page, the first sentence is 58 words long. And those 58 words might as well say, “You need an estate plan and I do that.” It’s unfortunate. This lawyer is obviously better than what is a failed exercise in keyword stuffing. It will not appeal to Google, and will probably be penalized for lack of relevance. And it will not appeal to the prospective client, who will penalize it for the same thing. 
 
But then, there’s always the About page. That’s where the website shows a glimmer of hope. In the bio, that lawyer comes to life for a brief, shining moment. There’s a glimpse of the person one might meet in the interview. Then, in stumbles a contorted, 43-word gymnastic sentence about discovering a passion for helping the client’s compliance boat navigate the complex and dangerous seas of compliance, assisting businesses of all sizes and of various industries in establishing and maintaining regulatory compliance. Instead of all that, how about saying: “Man, I love the puzzle of regulatory law. ” It might not sound like a lawyer. But remember: Nobody wants a lawyer. They want a relationship.
 
The website is a place for the lawyer to be the human who chose law. That’s who the prospect wants to hire. The prospect is a human who has come to your site, most likely as the result of a referral. This human has a problem to be solved. The only person who can solve it is you. So, your persona can hide behind generic keywords and generic writing about generic things law. Or, your website can portray you as The Answer to the age-old question, “Should I talk to this lawyer?” And the only way to get there is by entering into a human conversation that your prospect is already having.