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Category Archives: Prospecting for Clients

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The Best Advertising Is Free

Posted in Marketing Tips, Prospecting for Clients

It’s called publicity. When you or your firm gets mentioned in the media, and better if you are quoted, it’s instant credibility. And it’s FREE (unless you hire a PR agency to help) Regular advertising is less effective IMHO because you are writing the copy and, of course, it is self-serving. Further it costs you… Continue Reading

I Should Ask for Referrals and Testimonials? You’re Kidding, Right??

Posted in Marketing Tips, Prospecting for Clients

I’m not. However, I realize that many lawyers are uncomfortable – actually many people are – asking for referrals. It gets worse when one suggests that lawyers should ask for testimonials. Both are important for business development however. It’s instant credibility. If a client or former client or even just a contact suggests that someone… Continue Reading

Not Listed in the “Fantabulous Lawyer Directory”?

Posted in Marketing Tips, Prospecting for Clients

Oh my goodness!  How unfortunate. You obviously must not be a very good lawyer.  Or just maybe you were smart enough to fend off the snake-oil-directory salesperson.  Sure, some unsophisticated clients may be impressed with your being in the “Best”, “Top”, “Prominent”, “Super”, etc. lawyer directory.  Most clients, particularly corporate clients, don’t care, period.  They… Continue Reading

Develop the Clients and Practices You Enjoy!

Posted in Client Communications, Marketing Plans, Marketing Tips, Prospecting for Clients

Lawyers should do the kind to work they enjoy and for the clients they like. Duh, you may say, thinking that that is a simplistic and obvious statement.  Not so fast.   That may be the ideal, but not often accomplished. According to David Maister in his famous book True Professionalism (pages 23-24) he found in… Continue Reading

Lawyers’ Biggest Marketing Problem:  Implementation

Posted in Marketing Plans, Marketing Tips, Prospecting for Clients

In my 30 years in this business, I have found that lawyers are pretty good at planning marketing activities. With guidance, even in the early days, some were enthusiastic about putting a plan together. Maybe it was the challenge, possibly, as time went on, more attorneys recognize the need for developing business, as they realize… Continue Reading

Insights for Attending Conferences

Posted in Marketing Tips, Prospecting for Clients

What should you consider before deciding whether to attend a conference? The weather? Exotic location? Nah! Although one should not discard those entirely. But seriously, there are things you should consider before deciding whether to attend a conference. Roy Ginsberg has a helpful post on Attorney at Work today that may help you decide whether… Continue Reading

How To Prove Your Firm Is Different

Posted in Marketing Tips, Prospecting for Clients

It amazes me that so many law firm websites say the same thing. Like we “are client focused”, “care about our clients”, “efficient”, “responsive”, “client’s interest comes first”, etc., etc.  Your firm may actually do and emphasize all these attributes. Problem is, how will prospects know that before hiring you. One way is to truly… Continue Reading

10 Ways to Get Your Business Development Efforts Working

Posted in Marketing Plans, Marketing Team, Marketing Tips, Prospecting for Clients

Read a post on the Cordell Parvin Blog about the reasons your client development efforts may not be working. I’ve heard lawyers complain over the years how they are doing “stuff,”, but nothing seems to happen. I’ll put a different twist on Parvin’s post by suggesting ten tips (using his thoughts) you can use to… Continue Reading