One of the constant battles in law firm marketing is the myth that lawyers do not sell. Nothing could be farther from the truth. Lawyers sell their ideas to their clients. They sell to judges and juries. They sell during a negotiation. Selling is simply persuading someone to take action. This video provides more detail.
Law Firm Marketing and sales are not the same thing. Law firm marketing helps to bring prequalified, presold clients to your doorstep. You must get them to take the action of hiring you. Inviting them to take that action is what sales is all about.
A good way to approach a new client about doing legal work is to offer to audit their legal documents for them. Most companies have not had their legal documents reviewed by an independent third party. A good call to action in any legal marketing campaign can and should include offering to conduct a legal document review for your prospective client. This video describes how to set this up.
Add a legal document audit to your legal marketing plan today. It is a great way to begin a relationship and it will definitely be helpful to the client.
Have you ever had a tough time deciding what to write about on your blog? This law firm marketing video may be exactly the kind of thing you have been waiting for.
Selecting blog topics doesn't need to be difficult. It just needs to happen. Follow the law firm marketing guidance outlined by law firm marketing expert Dave Lorenzo and you will never be at a loss for words.
Many lawyers think they must demonstrate how smart they are with their legal marketing. They use lots of jargon and they write and speak at a level that only (some) other lawyers can understand. This is a mistake. Your clients will relate to you if you speak their language. This video describes what I mean.
As we have discussed many times, legal marketing is about building relationships. If you want to build a good relationship quickly you should speak the language your client speaks. This means writing like a normal person when you post articles on line or in print.
What is your law firm marketing secret weapon? Here is a hint: It rhymes with cruseletter...
Seriously, if you want to increase your referrals and grow your law firm, marketing with a newsletter is a great option. Create great content and distribute it every month. In six months something amazing will happen. Your referrals will start to gradually increase.
All law firm marketing plans must include a print newsletter. It is one of the fundamental components of your success system. Find the time to implement this as soon as possible.
One great idea can make all the difference in law firm marketing. Most attorneys do not have a great deal of time to dedicate to idea incubation so they resort to the same old law firm marketing tactics. Networking, having lunch with colleagues, attending chamber of commerce events and occasionally speaking to a local group. These law firm marketing tactics are important but so is coming up with something new and exciting. This video will help you create your own group of creative professionals to stimulate your thinking.
If you have ever been stuck and needed a jumpstart in your thinking you could have used a mastermind group. These are easy to form and they have a huge impact on your law firm growth. If you don't have the time to set one up yourself, we can help. Give us a call today. 888.692.5531
If you want better on-line recognition you should start issuing monthly press releases. Great legal marketing has always included the strategic use of the media to distribute your message but there is a new use for a tired old staple. I am referring to the press release. Most reporters ignore them but they do have some value in legal marketing. This video explains.
Distributing one press release each month can help boost your website's placement in search engines like Google. Distributing a key word rich document that links back to your website is excellent for search engine optimization.
If you have not issued a press release in a while, do one today and see what happens. I am willing to wager that you will be pleasantly surprised by the amount of new links you receive to your website.
Most attorneys would not know their ideal client if he walked up and punched them in the mouth. Legal marketing should help you identify and engage your ideal client. If you have not given any thought to the kinds of clients you are attracting you need to watch this video.
The legal marketing process begins with client identification. It then helps you position your firm and differentiate yourself from your competition. Knowing what you want is half the battle.
If you hate your clients, don't blame them, blame your law firm marketing. In case you have not noticed you get to choose who you work with. Law firm marketing gives you the opportunity to pick from many different clients. Of course you should have some criteria.
If you want a greater choice in clients you probably need better marketing. And the next time a client gets under your skin, remember, you picked 'em!
Speaking at events is a great way to generate leads for your law firm. Marketing a law firm is easier if you are positioned as an expert. That positioning can come from giving a keynote speech at an industry event.
What do you do if you can't get a keynote speech at an industry event?
This video describes how you can host your own industry event, position yourself as an expert, and generate lots of leads.
Law firm marketing should always include some form of event marketing. Hosting your own industry event is a great way to position yourself as an expert and generate leads. Add private events to your law firm marketing plan today.
Everybody has to eat. Just as eating is essential for survival, legal marketing is essential for law firm survival. One of the main complaints from lawyers is that they just don't have time to focus on legal marketing. This video describes how you can turn your lunchtime into legal marketing time.
Although it sounds ridiculously simple, it is remarkably effective. Eat lunch with a prospective client or referral source every day. That will give you five productive marketing meetings each week and new clients will come from this practice.
Legal marketing does not need to be complicated. Take the time to schedule a few lunch meetings right now and you will reap the rewards with new clients within the next few weeks.
There are many people out there who are just not qualified to give you advice on legal marketing. Many of them read a book on marketing or took a weekend seminar or attended a "Bootcamp" and that is the extent of their experience.
This video highlights three particular types of people you should RUN AWAY from when seeking marketing advice. Watch it BEFORE you waste any of your hard earned dollars.
If you take the growth of your law firm seriously you need to do your due diligence when looking for legal marketing help. Interview several people. Ask for references. Review their results. Then make an educated, rational decision.
Legal marketing is too important to your future to take lightly. Do not waste your money working with someone who has limited knowledge.
Most lawyers forget to ask themselves a key question when working with a client. This question has implications beyond law firm marketing but it is a critical component of any law firm marketing strategy. Lawyers should constantly ask themselves: "What's next for my relationship with this client?"
This video will help you bring this into focus.
The majority of lawyers in private practice today only think about the matter directly in front of them. They only focus on resolving a specific issue. Once the issue concludes, the relationship with the client is often drawn to a close as well. The attorney makes the assumption the client will not have a need for this particular service for a long time, if ever. While that premise may be true, the thinking that leads to this conclusion is flawed.
The most valuable asset an attorney can ever obtain is the trust of a client. Once you have that trust, it can work for your law firm for years. Although the client will probably not need you for that specific service in the future, he may need you for something else. Your job is to figure out what that something else is and provide him with it.
If you are unwilling or unable to provide the next legal service for your client, you should at least maintain the relationship for the referral value it can provide. Every client you work with knows a minimum of 250 other people. If you keep in regular contact with them and you teach them how to refer to you, you can harvest 3 to 5 referrals per year from each of your clients.
The key to making this strategy work is to continue to invest in your relationships with your clients. Provide them with valuable information. Communicate with them regularly. Show them you appreciate their support and friendship.
In many cases, asking: "What's next?" will lead to immediate follow on work. When it doesn't it should, at least, lead to a great relationship that is beneficial for the client and the lawyer.
