Many large law firms have alumni programs, where they keep in touch with former partners and associates that have left the firm. Small firms should consider doing the same. It is an opportunity for referrals in both directions. This may seem odd to some, and particularly where the parting wasn’t the most pleasant. Sorry, but… Continue Reading
Category Archives: Prospecting for Clients
Subscribe to Prospecting for Clients RSS FeedCompeting With Larger Law Firms
Posted in Prospecting for ClientsI 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
Thank The Prospect Even When You’re Not Selected
Posted in Prospecting for ClientsSeems odd I know. But when a prospective client selects another firm over yours for a matter, rather than moving on immediately to something else, take a few moments to thank the prospect for the opportunity to make a proposal or for just being considered. You can do so by replying to the email, voicemail,… Continue Reading
Believe in What You Are Selling
Posted in Prospecting for ClientsI’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 ClientsSome 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
Making Effective Marketing Presentations
Posted in Marketing Tips, Prospecting for ClientsIn marketing presentations to clients or prospects, it is obvious that you want to come across as knowledgeable, effective, and, of course, likeable. That means making effective presentations is very important. To do so, they should be well planned, prepared and practiced in front of others. If your presentation is poorly done or your story… Continue Reading
Develop a Referral “Thank You” System
Posted in Prospecting for ClientsI 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
Is Your Website a Noun or a Verb?
Posted in Prospecting for ClientsEvery one who has a website should read Seth Godin’s entertaining post which asks the question whether your website is a noun or a verb. His point is that it should demonstrate action (verb) versus being a dormant, inanimate blob (noun). As Seth puts it people (read clients) are more interested in things that move,… Continue Reading
Turn Clients into Marketers
Posted in Marketing Tips, Prospecting for ClientsThere were a couple of posts I saw recently that reminded me that happy clients can become the best source of new business. According to Jackie at the Church oftheCustomer.com they can become customer evangelists which she says comes about as a result of a remarkable product or service, which turns customers into true believers,… Continue Reading
Differentiate Yourself to Land Clients
Posted in Marketing Tips, Prospecting for ClientsHarry Joiner on his blog Proven Ways to Get New Customers makes a point with which I agree. He calls it The Expertise Imperative and rightly states that it is more important than ever in the professional services that the provider be perceived as an expert. As he says, differentiation is a critical issue in… Continue Reading
Top 10 Marketing Tips: No. 6 – Talk it Up With More Speeches
Posted in Marketing Tips, Prospecting for ClientsSpeaking engagements make my top 6 list of best marketing activities. 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 audience. These opportunities have led to immediate work… Continue Reading
How Many Contacts Have You Made Lately
Posted in Prospecting for ClientsJohn Jantsch of Duct Tape Marketing has a good point in reminding us that the one quarter of the year has passed, and he asks the question about how many prospects his audience has contacted in 2005. More importantly in my mind is how many clients, former clients and referral contacts you and your firm’s… Continue Reading
Give Your Name and Business Card to Those You Meet
Posted in Marketing Tips, Prospecting for ClientsI won’t say that lawyers are like the college chancellor Bob Weiss met……but maybe some are worse. They don’t understand how to say hello. When someone hands you their business card, you should certainly return the favor. Yes, “favor” because both of you could possibly help each other’s organization in terms of marketing. Further, you… Continue Reading
Competing with Larger Firms
Posted in Prospecting for ClientsLawyers in small firms can compete with those in larger firms even though many don’t think they can. Actually they may have an advantage. Both large and small firms represent smaller businesses and individuals. As a result, lawyers in small firms may have an advantage because these clients are very sensitive to: *large firm rates,… Continue Reading
Daily Networking Opportunities
Posted in Prospecting for ClientsWith the pressures of our daily lives – both work related and our personal responsibilities outside of work, it is easy to push aside marketing activities such as networking. The latter requires thinking about with whom, what, when and where to undertake the activities needed to meet people who can become clients or referral sources…. Continue Reading
Lawyers Should Enjoy Their Work and Clients
Posted in Prospecting for ClientsA few years back David Maister, an international management consultant to professional service firms, wrote in his book True Professionalism that, based on a survey of firms he worked with, in excess of 50% of lawyers merely tolerated or hated the work they did and the clients they did it for. How incredibly sad! I… Continue Reading
Make Friends For Successful Marketing
Posted in Client Communications, Prospecting for ClientsI would not agree that you need to “love” your clients to be successful, but I do say that if a lawyer and the client are good friends, the better the chances for a long-term business relationship. Number 46 of Tom Peters’ “100 Ways to Succeed” suggests being “Melded to your Client” as in being… Continue Reading
If Law Firms Want More Referrals? Get Personal
Posted in Prospecting for ClientsLawyers sometimes forget that they are in the personal services business. Cold calling and direct mail just doesn’t work. Such activities are too impersonal. Without a relationship with someone, why would they hire you? Unless they trust you, either through a referral source they do trust or otherwise from personal knowledge gained, they are not… Continue Reading
Free Lawyer Referral Service
Posted in Prospecting for ClientsI came across a referral service I hadn’t seen before after learning about it from consultant Trey Ryder. It advertises itself as being a “free advertising” and “no-fee referrals” service for lawyers. The offer is made by The International Lawyer Network, Inc. After reviewing their site, it appears that they offer prepaid legal services to… Continue Reading
Attorney Coach
Posted in Prospecting for ClientsAll lawyers know that law schools did not prepare them for the practical side of practicing law. That is especially true when it comes to developing business in order to sustain a law practice. This has been a pet peeve of mine for years, and I have commented on that in several posts on my… Continue Reading