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Category Archives: Prospecting for Clients

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Increase Your Chances Of Getting Unsolicited Referrals

Posted in Marketing Tips, Prospecting for Clients

You 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 Clients

Having 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

What Do Your Clients Want?

Posted in Prospecting for Clients

Although 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 Clients

Henry 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

Solo Develops Great Marketing Tool

Posted in Prospecting for Clients

Dave 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

Need Marketing Prospects? Check Your Rolodex.

Posted in Marketing Team, Marketing Tips, Prospecting for Clients

Your 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 Clients

Well, 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

Competing With Larger Law Firms

Posted in Prospecting for Clients

I have long advocated that small firms can compete with larger law firms. In an earlier post I pointed out a several ways that small firms can get on the radar screen of corporations. It doesn’t mean that you can compete in every situation, but as noted there are ways to do so. In an… Continue Reading

Believe in What You Are Selling

Posted in Prospecting for Clients

I’m sure you have heard the expression, she or he “could sell a refrigerator to an Eskimo.” (We won’t get into the fact that Eskimos have indoor plumbing, etc. and actually could use a refrigerator – but you get the point). Which is, that successful salespersons must believe in their product, and if they do,… Continue Reading

Have You Developed a Referral Culture?

Posted in Prospecting for Clients

Some lawyers are reluctant to ask for referrals from clients and others. In surveys that I have been involved in over the years, often I have heard in response – to the question why a client has not referred business to the law firm – “I haven’t been asked.” John Jantsch at Duct Tape Marketing… Continue Reading

Develop a Referral “Thank You” System

Posted in Prospecting for Clients

I was astounded to learn that a law firm had received 10 referrals from another lawyer, but NEVER formally thanked the person. “Oh, he knows how much we appreciate the referrals, we’re good friends.” Yah! John Jantsch at Duct Tape Marketing gave an example of an over-the-fence referral involving a neighbor, who John referred to… Continue Reading