There’s a reason YouTube is such a success. There’s a reason Facebook and Instagram both introduced videos. And there’s a reason even well-respected gurus are on TikTok— it’s not just for high school and college students! Video truly is a marketing tool, and 88% of video marketers are satisfied with the ROI of their video marketing efforts.
I probably don’t need to mention that any longer. If you’ve been reading my blogs and watching or listening to my videos and podcasts, you know I’m a huge fan of posting videos. But it’s very helpful to know the statistics! Like video, marketers get 66% more qualified leads per year! That’s more of your clients through the door!
Now here’s a video format typically used in many industries: the Q&A.
Q&A means “Question and Answer” and it is the perfect way to engage and interact with your audience. At the end of a successful Q&A session, you will have leads ready to call your office. So how do you do Q&As?
Call in your clients.
First, you need to maintain the mindset that is your job, your livelihood. For me, I’m there to do my job. And that is to get people to call me so I can do their cases.
That is how I make a living and that is how I change lives.
I can reach so many people by just talking to them through Facebook live but that means that I need to be prepared to do videos. When you think about it this way, you realize that you need to be showing up calling in your clients because that’s your highest purpose.
We’re calling our clients.
Announce it on social media.
Like any of your other Facebook or Instagram Lives, announce it and promote it so those who need to ask you questions will know when you’ll be online.
They can also prepare their questions ahead of time. If someone else asks their most pressing question, chances are they have a list of other questions and they are ready to make the most of their chance to speak with you.
Set a time.
When you promote your video you should be sure to include all the details.. What time? For how long will it run?
You can post reminders as you get closer to the day and the time, and then once you’re on, do periodic reminders about how long the Q&A will last. You can say something like, “If you’ve just joined us, we’re having a Q&A about getting your green card, and I’m here to answer your questions until 9:00 PM. Send in your questions now.”
Notice that you reminded them how long you’ll be live and you reiterated your topic. This is very important.
Pick a topic.
For us lawyers, a Q&A isn’t like it is for celebrities where their fans get to ask them personal questions about themselves. For us, it’s like a free legal clinic and we can get hammered with questions!
A topic helps you stay on track and filter through the questions that come in. Your audience will self-filter, too. They’ll often ask questions based on your topic.
You can choose to answer questions that aren’t strictly within your topic, but then you can steer the discussion back in the right direction.
You can imagine how chaotic it can be without a set topic. Your audience controls you. With a topic, you take control. You don’t have to be overly specific since you may have audiences with a question within your practice but outside your chosen topic.
Again, you find out by getting to know your audience. What are they most likely to ask you about? What would drive the most engagement? Choose that topic.
Answer briefly and get names.
Answer as much as you can. Don’t over-explain but give real value and show your expertise. You don’t know how many people with the same questions are watching and listening. Even those who don’t ask are your leads, too.
If you think you’ve found a case you can work on, take that person’s name and invite them to call your office. The magic is when you do this, you also invite all the other watchers/listeners with the same case type.
No over-explaining and definitely no legalese. Speak in layman’s terms. You can include the unavoidable legalese later when you have more time to explain what it means: when you’re actually consulting with that client.
But again, no over-explaining includes simply not mentioning any legalese that you’ll have to explain! Remember what your clients need to know: that you can help them, how long each step will take, and what you need from them. That’s it.
When you simplify things, you get to enjoy your Q&A sessions! It will give you insight on what your target clients need to know and what you can do to help them.
If you can believe it, I have even more knowledge to share on this topic! If you’d like to learn more about video, sign up for my Six Figure Solo program! Six Figure Solo now comes in three tiers – Executive, Solopreneur, and CEO. Sign up here!