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Avoiding Grievances is Also Good Marketing

Now there is a "rocket science" tip for ya. Is there any lawyer who doesn't understand that ticking off a client undermines their marketing efforts? Heck, not only will a client with a grievance not give you any more business (or referrals), but they are more than certain to tell up to...

How to Write a Blog Post: content ideas for lawyers who blog.

Setting up a blog is easy. Whether you do it yourself or hire someone to do it for you, it will probably be the last easy thing you do in your life as a lawyer who blogs. The rest of your life as a lawyer who blogs will revolve around an empty white box-a box longing to be filled with your nifty ideas...

Are Your Web Site Images Effective?

Marketing professionals have for years gotten a pretty good laugh over the too often used pictures lawyers have on their web sites (and brochures). That is, courthouses, gavels, scales of justice, law books, etc . Can't remember if I've mentioned before how boring and predictable these images...

5 Business Development Tips For These Economic Times

It certainly is no secret that the buyers of legal services are closely scrutinizing the costs associated with outside law firms, especially during this economic downturn. There are two things that some firms recognize in that climate: first, there is a need to re-think their approach to developing business;...

How To Improve Your Client Service

Most law firms would say, if asked, that they provide excellent client service, or at least very good service. Unfortunately, this self-assessment is not based on fact in most cases. As my friend Stacy West Clark reports, when clients were asked how their law firms were doing "most gave their firms...

Discover the Client's Need, Before Selling the Solution

Doesn't every lawyer do that? Well maybe not so much. Sometimes professionals are too busy talking about the solution to a problem they assume the client has, when in fact the client may not even recognize they have a problem. In other words, you can't solve a problem that the client doesn't...

Have You Called A Client Today?

It's 2:00 p.m. on Thursday, and Tom Peters of In Search of Excellence fame undoubtedly would like to know if you called a client today. Peters has an excellent 1 minute 7 second audio clip I ran across today. You should listen to it as well. He admonishes us to never get out of touch with customers...

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...

Value questions to ask your top clients (Part 1 of 2)

When an AmLaw 100 senior partner recently asked us for advice on strengthening the relationship with a top client, we recommended asking questions about his client's perception of value. We sent this list. His task was to pick a few key questions that fit this situation, schedule a meeting, and let...

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...

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...

Are law firm newsletters worthwhile?

I recently participated in an interesting discussion with a group of law firm partners about the value of newsletters. About half of the group said that their firm's newsletter was worthwhile overall; but the other half argued that it was a complete waste of time and resources. Research that...

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...

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...