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A Prospect Didn't Hire You, and You're Surprised?

Okay, you met the ideal prospective client, who had a legal problem you really could have helped them with. BUT, after your conversation which you thought went well, he or she didn't hire you. What's with that? Well, according to RealPractice's Company Blog , there could be five reasons...

Why Cross-selling Doesn't Work, But Could

There are obstacles to cross-selling that explains why law firms are so bad at it. But with the right kind of leadership and incentives, the obstacles can be overcome. It isn't easy though. When I was an in-house legal marketer, I actually saw cross-selling work - maybe 1% of the time. An article...

Forget About Web Sites, and Focus on Google Maps

That may be a bit strong. But not too far off for law firms that market to consumers vs. corporate firms. Tom O'Leary, a law firm internet marketing consultant, reports his clients are telling him that they are doing much better with Google Local Listings than with their web sites. In fact, some...

Coaching or The Buddy System

What I especially like about Seth Godin is his pithy posts which plant plenty of powerful (p)ideas in my pons (part of brainstem). Okay, I didn't do that well on that one, but heck it's only Tuesday. The point is that his recent brief post about "The Buddy System" got me thinking about...

Promote Yourself By Promoting Others

Promoting yourself is not about you, it's about the other person. I ran across an article on the ABA Journal online where Ari Kaplan is talking about the value in promoting/congratulating others and how that can pay dividends in promoting yourself. It reminds me of the phrase attributed to Zig Ziglar...

Turning a Disgruntled Client Around

In the majority of cases, if a law firm has a disgruntled client, it is the firm's fault. As I have written about in the past, if the client is the problem, fire them . But in the 99% of cases where it is the lawyers who forgot the basics of client relations, there are ways to turn an unhappy client...

Lawyers Are Natural Salespeople, But Training Can Lend a Hand

Actually, everyone is a salesperson. Some undoubtedly are better at it than others, but every one of us learned to sell from the moment we left our mother's womb. It may not have been polished, and the sales pitch was a bit noisy, but all parents would agree the selling was damn effective. As teenagers...

Manage Client Expectations To Get More Referrals

There could be a number of reasons that clients might bad mouth your firm. As the saying goes, an unhappy client/customer will tell up to 10 people how dissatisfied they are with a product or service. For a lawyer, that can be the kiss of death, since anywhere from 71% to 80% of new matters come from...

Don't Procrastinate, Draft Your Marketing Planning for 2011, NOW

Okay, you had the best of intentions after the summer to gear up for the fall and winter months ahead, right? But, you didn't get around to it, right? Well, two "rights" don't make a wrong... it just means that you procrastinated. Join the club. However, it is time to give serious...

Counterpoint Re ABA Commission Issue Paper on Internet Marketing

A couple of weeks ago I blogged about the "ABA's Issues Paper Concerning Lawyers' Use of Internet Based Client Development Tools" when Larry Bodine first raised his "Red Alert" about the ABA Issue Paper. My first reaction was that the ABA isn't out to help the little guy...

Time to Freshen Up the Olde Bio

Year-end is a good time to update (or possibly improve) your bio. Two recent items triggered this thought, one dealing with advice on individual bios and the other more on firm bios. Both are worth a look. First, an article by Jessica Sharp appeared on Law.com's Small Firm Business which provided...

Is Seeking Client Feedback in Your 2011 Budget? It Should Be

The budget process for 2011 marketing efforts should be well underway in your firm; and clearly finding out how loyal your clients are is vital to your firm's economic future, not only for the coming year but beyond. Joyce Smiley in a recent item on her web site refers to a classic Harvard Business...

Put Your Best Face on Facebook

Although I've been on Facebook for awhile, I can't say that I have been a big fan. In fact, when it comes to social media, I've been in favor of LinkedIn over Facebook for businesses, especially law firms. That may be changing. If you are not already on Facebook, I suggest you go ahead and...

Speaking Engagements REALLY Work, If You Work At It!

Speaking engagements make my top 10 list of best marketing practices . Like writing articles, columns or books, speaking adds the additional advantage of putting you in the same room with potential clients where you can demonstrate your knowledge and expertise AND develop an emotional bond with your...

Quick Marketing Tips for the New Year

Some of my colleagues around the country have provided some truly succinct tips to get you off to a good start with your business development efforts in 2011. You can read them at attorneyatwork.com . Here are a few I particularly like: Communicate with handwritten notes. As Gerry Riskin says,...

Set up Your Facebook Business Page

Last month I did a post on Facebook's Business (actual name is Fan) page. I referred to a post by Tom O'Leary in which he made some good points about why people should keep an eye on the developments at Facebook. He suggested setting up a profile on the social media site. His thinking, as I understand...

Does Your Bio Tell A Story?

It should. Any potential client is going to check you out before calling, whether on your web site or social media sites. If it is like a lot of bios, that may end your chances right there. Your bio should encourage not discourage inquiries from potential clients, the media, or conference planners. ...

Listen More to Give (and Get) More Referrals

Most lawyers understand the referral adage "give to get." It's pretty simple really. If you refer potential business to others, most will refer work in return, if for no other reason than they'll feel an obligation to do so. Not everyone does, but most will. Unfortunately, many of...

Concise Law Alerts or "Spray and Pray"?

I am not a fan of eNewsletters. I may be in the minority here, but with the email-tsunami reality today, I just don't believe that many of them get read. In a post in August 2005 , I indicated I was a fan of them. Well, that was 2005, and now is 2011. There has been a ton more spam since then, including...

Organized Networking Makes Sense

Too often when working a room, many of us do so with little thought on being organized. As lawyers, we are methodical by nature in many of our dealings, but I expect networking isn't one of them. Then, I ran across a post Bruce Allen did on his Marketing Catalyst blog during the holidays, that I...

Don't Ever Be Late. Ever

Okay, sometimes you can't help it. Unfortunately, with some people it is just a bad habit. From a lawyer marketing standpoint - in the case of this bad behavior - it is dumb marketing. Oh yeah, did I also say it is rude. Whether you are perennially late to a client meeting, or court, or a deposition...

Handwritten Notes Can Make You Stand Out Big Time!

Having preached...yes preached for most of my marketing life about the importance of sending handwritten thank you's , congratulatory notes, etc., I continue to be amazed at how little of this is simply activity is done today. I have at least a dozen posts over the last six years of this blog that...

How Satisfied Are Your Clients? Ask Them

It continues to amaze many clients that more law firms do not seek their feedback on the legal services provided. Over the years I have met with dozens of law firm clients, and heard often that they welcome opportunities to provide feedback. In this economy, client satisfaction surveys are more important...

A Firm's Brand is Worthless...

...If the lawyers who helped establish the brand depart. That is the real lesson of Howrey's demise, according to John Hellerman . In an excellent article published on Law360 yesterday, he points out how Howrey was praised in recent years for its branding campaign and its success; but couldn't...

Younger Attorneys Need To Appreciate the Business Side of The Practice

How appropriate this week as the nation (if not the world) honors the memory of a great curmudgeon in CBS's Andy Rooney, that Attorney at Work has a post by its own killjoy Otto Sorts . It deals with an old codger's advice to the younger members of the legal profession, particularly relating...