Some lawyers still are hesitant to give a lot of information away. Whether when asked a legal question or during seminars. What brought this on was an experience I had with my computer. Stay with me here. My computer died last weekend. Problems began with a blank screen and when I tried to reboot, nothing… Continue Reading
Category Archives: Prospecting for Clients
Subscribe to Prospecting for Clients RSS FeedMarketing: More Critical Today Than Ever
Posted in Marketing Tips, Prospecting for ClientsThere is a lot of hoopla flying around the legal space about the “new normal” and predictions that “law firms will never revisit their prerecession heyday.” It is hard to disagree with all the evidence out there, including the joint client advisory by Citi Private Bank’s Law Firm Group and Hildebrandt Consulting, and the joint report… Continue Reading
Spending too much time on marketing? Not a chance!
Posted in Marketing Plans, Marketing Tips, Prospecting for ClientsIn my 27-plus years in legal marketing, I can assure you I have never – let me repeat, never – encountered lawyers who spent too much time on developing business. On the contrary, I’ve met too many who didn’t and don’t spend enough time on it. And I have run across a lot who wasted… Continue Reading
Networking Tips For First Year Lawyers… And Partners
Posted in Marketing Tips, Prospecting for ClientsOne might ask how networking tips for brand new associates would be applicable to partners. Stick with me here, because in my experience there are many partners who know what they should have been doing in terms of staying in touch with former classmates, colleagues, people they’ve met, etc. but haven’t. So, they could gain… Continue Reading
Law Firm Marketing is Like Politics … and Hunting!
Posted in Marketing Tips, Prospecting for ClientsHow timely in this particular month that my old standby for marketing ideas would address the relationship between politics and marketing. Larry Smith and Richard Levick in 365 Marketing Meditations: Daily Lessons for Marketing & Communications Professionals state in today’s meditation: “All marketing is even more local than politics. Marketing is one person at a… Continue Reading
Turn down clients? Are you nuts!
Posted in Marketing Tips, Prospecting for ClientsIn response to that question in these economic times, some (if not many) lawyers might say that you would be nuts to turn down any work that comes across the transom. Well, wrong answer IMHO. I would argue that you’re nuts if you don’t turn down cases that are not suited for your practice, or… Continue Reading
Do You Really Know Why You Won a Competition?
Posted in Marketing Tips, Prospecting for ClientsThere is an interesting discussion over on Attorney at Work about how a firm should deal with losing a competition. Merrilyn Astin Tarlton provides some solid advice on dealing with such a situation. First, get over it. Then, contact the decision maker(s) and seek information on why you lost (in a non-threatening way, of course),… Continue Reading
The Future of Law Practice & The Impact on Marketing
Posted in Legal Fees, Marketing Tips, Prospecting for ClientsThis year at the Legal Tech conference the keynote address was by Jim Calloway, a law practice management guru, who serves as director of the Oklahoma Bar Association’s Management Assistance Program. The highlights of his much heralded address on the future of law practice is now a podcast that is worth listening to. It runs… Continue Reading
Market for Clients Where Your Clients Are, Of Course!
Posted in Marketing Tips, Prospecting for ClientsYou may think that that is so obvious, that my mere mentioning it is dumb. Not so fast. Too many lawyers are into activities to be active…they think. Some believe that by going to enough social events (online or otherwise), or business meetings, or community events that they will pick up work. Maybe or maybe… Continue Reading
Narrow Your Practice Niche To Broader Your Reach
Posted in Marketing Tips, Prospecting for ClientsLawyers with a real niche practice are pretty much aware that it is easier to have clients, prospects and referrals understand what they do. Generalists have a harder time standing out from the crowd, when it comes to being recognized as different from every other lawyer in their area. I’ve written before about how a… Continue Reading
Closing The Deal With Prospects – Part II
Posted in Marketing Tips, Prospecting for ClientsAs I promised in my last post, here are the last two of four suggestions that Trey Ryder recommends following to maximize the opportunity to land work from new clients, especially when your “presentation needs a boost.” They are: 3. Understanding FAQs (answering prospects’ questions before they ask them will show that you are forthcoming… Continue Reading
Closing The Deal With Prospects – Part I
Posted in Marketing Tips, Prospecting for ClientsLaw firms should focus on existing clients and referral sources as the best sources of new business. I know, I know you’ve heard that refrain many times from me. But, when you do prospect (after you’ve done all you can with the above), you could do a number of things to maximize the opportunity to… Continue Reading
Increase Your Chances Of Getting Unsolicited Referrals
Posted in Marketing Tips, Prospecting for ClientsYou don’t have to be a rocket scientist to understand the importance of referrals to the legal marketing efforts of your law practice. Nonetheless, not all lawyers are comfortable asking for referrals from clients and other contacts. They just don’t want to come across as Lazarrus at the temple gate. Mike McLaughlin over at The Guerrilla… Continue Reading
Don’t Respond To Every RFP
Posted in Prospecting for ClientsHaving just done a post on how to respond to request for proposals (RFP) by demonstrating your expertise, I quickly want to add that you shouldn’t respond to every RFP that comes your way. If only I had a nickel (okay, maybe a buck) for every proposal that I’ve been involved with that was a… Continue Reading
Winning Proposals: Demonstrate Your Expertise
Posted in Marketing Tips, Prospecting for ClientsBeing a big fan of Patrick Lamb’s blog In Search of Perfect Client Service, I’m surprised I missed his post about showing, not saying what you will do for the client during a presentation. It’s a must read. As a long time advocate of presentation by demonstration, I really like the story Patrick tells drawing… Continue Reading
Gain New Clients By Demonstrating Your Talents
Posted in Marketing Tips, Prospecting for ClientsAs anyone who has read this blog for awhile knows, in my opinion, the best source of new business is from existing clients (whether new work or referrals) and from other referral sources. That is not to say you shouldn’t market to prospective clients. It just takes longer (in most cases) for a relationship to… Continue Reading
What Do Your Clients Want?
Posted in Prospecting for ClientsAlthough lawyers don’t often consider themselves consultants to their clients, I contend that is exactly what they are. Sure, they can be more than that (as in advocate, mouthpiece in the courtroom or during negotiations and the like), but consultants they are. So, when I saw the list of items that Mike McLaughlin at Guerrilla… Continue Reading
General Counsels Do Hire Small Firms
Posted in Prospecting for ClientsHenry Gottlieb’s article on “Swimming with the Big Fish” that appeared in the New Jersey Law Journal and Small Firm Business relates several examples of where small law firms have been hired by large corporations. But it is important to understand why. One or more factors pop out from the article as being helpful and… Continue Reading
Ignore Your Friends At The “Business” Holiday Party
Posted in Prospecting for ClientsHey, you can get together with your friends anytime. From a lawyer marketing standpoint, you don’t want to waste a networking opportunity talking to your friends and passing up the chance to meet or be referred to your next client. Save that for your personal and family gatherings during the holidays. But, at the business… Continue Reading
Solo Develops Great Marketing Tool
Posted in Prospecting for ClientsDave Swanner, a solo practitioner and author of South Carolina Trial Law Blog, created quite a buzz at last weekend’s BlawgThink in Chicago. I had communicated with Dave previously but had not met him until then. He presented each attendee with an attractively packaged CD entitled “Winning With PowerPoint.” It contains 100 slide presentations of… Continue Reading
More on Handwritten Notes
Posted in Client Communications, Prospecting for ClientsHaving opined on the value of sending handwritten notes vs. other forms of communication in the past, I found two posts today, as I was trying to get my own post in before Hurricane Wilma hits us tonight, commenting on the value of handwritten notes. The first item was from Jackie Huba of Church of… Continue Reading
Don’t Overlook Opportunities for Face Time
Posted in Client Communications, Marketing Tips, Prospecting for ClientsSpend more time with clients, prospects and referral sources. Even in this age of high speed communications, ready access to information, and demands on our time which seem (at least to me) to be getting worse, we may forget the importance of face time with those we wish to work with and for. I was… Continue Reading
Need Marketing Prospects? Check Your Rolodex.
Posted in Marketing Team, Marketing Tips, Prospecting for ClientsYour rolodex (or equivalent) contains many potential sources of new legal work. If you’re like most people your contacts include clients, former clients, referral sources, potential clients, family, friends, classmates, etc. All can help you obtain new matters. An article suggesting you “Roll Your Rolodex for New Clients” by Olivia Fox Cabane of Spitfire Communications… Continue Reading
More On The Perfect Client
Posted in Prospecting for ClientsWell, as promised The Greatest American Lawyer blog has given us Post #1 on her/his view of what makes the perfect client. Here they are: *Loyalty *Hard Working *Sensible *Trustworthy AND Brave, Clean, Reverent, Etc. Just kidding! But I suppose the perfect client is somewhat like a Boy/Girl Scout. They’re good people and easy… Continue Reading