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“I help lawyers who want to take their practice to the next level… more clients, more credibility and more fulfillment in life.”


We are excited to welcome Lee Frederiksen, Ph.D to Legal Marketing Blog; he is the managing partner at Hinge Marketing.

Today we are going to explore how thought leadership marketing works.

Black: When did thought leadership take hold in the world of marketing?
Frederiksen:Although it may seem like it’s been around forever, the concept of “thought leadership” is relatively new. The term first appeared in the 1990’s and was initially used to describe individuals with a reputation for developing ideas that might be considered highly advanced and influential. Today, thought leadership has evolved to include anyone who is an intellectual leader. And as it pertains to business and professional services, has become a powerful marketing tool.

Black: What is thought leadership marketing?
Frederiksen: Thought leadership marketing is the process of promoting specialized expertise and accelerating market influence to accomplish marketing goals, such as building brand strength or generating new business. Thought leadership marketing is powered by valuable, insightful content that positions your firm and key individuals within it as experts in a particular topic or industry. That content is then distributed to your target markets via their preferred channels to make that thought leadership visible.

Thought leadership is often confused with content marketing; however, content marketing is a much broader discipline. It involves using content to attract, educate and close new business. Thought leadership is a specific strategy within the broader concept of content marketing.

For example, a firm might publish helpful content without offering any innovative or advanced thinking. Another firm may offer entertaining or humorous content. Both of these are content marketing strategies, but neither would be considered thought leadership.

Thought leaders are individuals or firms recognized for their specialized expertise and their influence on the development of their discipline. They are both subject matter experts and influencers, driving professional discussion and advances within their field of expertise.

Black: What are the benefits of thought leadership?
Frederiksen: Thought leadership benefits both the subject matter expert and their firm:

Faster growth Thought leaders’ single biggest impact is their ability to drive firm growth. Highly visible thought leadership attracts clients who want or need greater expertise. The leads are more qualified and easier to generate. Prospects close more quickly with less effort and greater success.

Higher billing rates There is a direct relationship between the visibility of a subject matter expert’s thought leadership and their billing rate.

A stronger brand Combining thought leadership with greater visibility creates a significantly stronger brand that will increase value, growth, and profitability.

Better talent The best people want to work with industry leaders. Thought leadership helps demonstrate the quality of your firm and attracts top talent who also want to become thought leaders.

More opportunities Leading subject matter experts not only attract better clients and more talented employees, they also foster better strategic partners and business relationships.

Black: How do you develop thought leadership content?
Frederiksen: While there is no magic formula that can guarantee you will become recognized as an insightful, influential thinker, there are specific steps that will help strengthen your expertise. Deeper, more relevant insights make better thought leadership content.

Narrow your focus Our research on high-profile experts shows that narrowing your focus greatly increases the likelihood of deepening your expertise. The narrower your focus, the faster your ascent to leadership. You’re able to accumulate experience and insight faster, which will accelerate and improve content development.

Do original research Conducting original research on a topic gives you a huge advantage. It is one of the key paths to thought leadership. New research findings are the raw material of thought leadership content. High-quality research produces new insights that can be applied to clients’ challenges and shared with others.

Become a contrarian  A contrarian perspective doesn’t mean being quarrelsome or negative. It means looking at a problem from a novel angle. A fresh perspective is another hallmark of thought leader-level thinking. When everyone is looking at a topic one way, explore the opposite view.

Create a novel expertise niche Sometimes great insight comes from applying the methods and thinking of one discipline to another — putting expertise in two seemingly unrelated fields together. For example, combining a scientific theory approach to legal services.

Play well with other experts Having a good working relationship with other experts provides access to the most advanced and influential thinking. The thoughts and ideas of others will help you become smarter and develop more insightful content of your own. And don’t forget colleagues. They add credibility to you by association. As a member of an “influential experts club” you’ll have access to shared ideas and possible new business referrals.

Black: How do you share thought leadership?
Frederiksen: Unlike promoting a tangible product, promoting thought leadership can be challenging. Thought leadership is invisible so it must be demonstrated to be experienced. Generally, there are three traditional approaches:

Writing Writing the definitive best-selling book on a topic is the gold standard of thought leadership. However, there are other ways to convey expertise through writing. Articles in trade publications, blog posts, white papers and executive guides are excellent channels to communicate your insights and build your reputation.

Speaking For many experts, public speaking engagements are their single best source of new business leads. Live speaking events are also a great way to meet new people and get fresh input — audience questions can be a source of new insights and inspiration.

Direct Interaction and Networking This involves working with people directly, interacting with colleagues, clients, and prospects in meetings, educational settings, or at conferences. The interaction, however, must provide an opportunity for people to sample the thought leader’s expertise.

Thought leadership has become a powerful tool within the realm of professional services. Marketing your thought leadership through your valuable and insightful content positions both you and your firm as experts, ultimately helping you to generate new business.

Black: Generating new business! Isn’t that what we are all looking to accomplish? Thank you Lee Fredriksen for sharing your insight and giving us another tool to help us reach our goals in 2019.


Lee Frederiksen, Ph.D is managing partner at Hinge Marketing. He is a former researcher and tenured professor at Virginia Tech, where he became a national authority on organizational behavior management and marketing. He left academia to start up and run three high-growth companies, including an $80 million runaway success story.


 

What do you want to accomplish in 2019? Whether they are big or small initiatives are they worth making a commitment to, or just a hopeful idea?

There is one truth I know for sure, without commitment there is no growth, magic, love or fascination in our lives. For years when I have lost my way, I re-read this:

Commitment by Goethe

“Until one is committed, there is hesitancy, the chance to draw back—Concerning all acts of initiative and creation, there is one elementary truth that ignorance of which kills countless ideas and splendid plans: that the moment one definitely commits oneself, then providence moves too.

All sorts of things occur to help one that would never otherwise have occurred. A whole stream of events issues from the decision, raising in one’s favor all manner of unforeseen incidents and meetings and material assistance, which no man could have dreamed would have come his way.

Whatever you can do, or dream you can do, begin it.
Boldness has genius, power, and magic in it. Begin it now.”

It isn’t always enough to set your goals and the strategy you are going to use to get there. Sometime we need a little inspiration or maybe a lot of inspiration! One of my favorite contributors to Inc. Magazine is Jeff Haden and last year he came up with a truly amazing compilation of 50 Quotes to Inspire You to Achieve Your Goals, and I’m sure it will be just what you need to guide you along your 2019 journey to success. Pick out a few quotes that speak to you to focus on when the going gets rough.

Jeff writes “… sometimes all you need is a little push, a little nudge. A little burst of motivation and inspiration. Here are fifty of those nudges.

Pick the one that makes your skin tingle, your heart race, your motor rev, and place it somewhere you’ll see it every day: your monitor, your screen saver, your background and let it help take you to the place you’ve always wanted to go.

1. “The way to get started is to quit talking and begin doing.” —Walt Disney

2. “Fear is the disease. Hustle is the antidote.” —Travis Kalanick

3. “The question I ask myself almost every day is, ‘Am I doing the most important thing I could be doing?'”—Mark Zuckerberg

4. “The best time to plant a tree was 20 years ago. The second best time is now.” —Chinese proverb

5. “I attribute my success to this: I never gave or took any excuse.” —Florence Nightingale

6. “The most difficult thing is the decision to act, the rest is merely tenacity.” —Amelia Earhart

7. “Do or do not. There is no try.” —Yoda

8. “Twenty years from now, you will be more disappointed by the things that you didn’t do than by the ones you did do, so throw off the bowlines, sail away from safe harbor, catch the trade winds in your sails. Explore, Dream, Discover.” —Mark Twain

9. “When I let go of what I am, I become what I might be.” —Lao Tzu

10. “The most common way people give up their power is by thinking they don’t have any.” —Alice Walker

11. “Life is what happens to you while you’re busy making other plans.” —John Lennon

12. “Eighty percent of success is showing up.” —Woody Allen

13. “Build your own dreams, or someone else will hire you to build theirs.” —Farrah Gray

14. “It is never too late to be what you might have been.” —George Eliot

15. “When everything seems to be going against you, remember that the airplane takes off against the wind, not with it.” —Henry Ford

16. “You can’t fall if you don’t climb. But there’s no joy in living your whole life on the ground.”— Unknown

17. “Challenges are what make life interesting, and overcoming them is what makes life meaningful.” —Joshua Marine

18. “If you want to lift yourself up, lift up someone else.” —Booker T. Washington

19. “Formal education will make you a living; self-education will make you a fortune.” —Jim Rohn

20.”Rarely have I seen a situation where doing less than the other guy is a good strategy.” —Jimmy Spithill

21. “Your time is limited, so don’t waste it living someone else’s life.” —Steve Jobs

22. “The best revenge is massive success.” —Frank Sinatra

23. “My biggest motivation? Just to keep challenging myself. I see life almost like one long university education that I never had — every day I’m learning something new.” —Richard Branson

24. “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” —Maya Angelou

25. “The two most important days in your life are the day you are born and the day you find out why.” —Mark Twain

26. “Whatever you can do, or dream you can, begin it. Boldness has genius, power, and magic in it.” —Johann Wolfgang von Goethe

27. “Life shrinks or expands in proportion to one’s courage.” —Anais Nin

28. “There is only one way to avoid criticism: Do nothing, say nothing, and be nothing.” —Aristotle

29. “Do what you can, where you are, with what you have.” —Teddy Roosevelt

30. “Everything you’ve ever wanted is on the other side of fear.” —George Addair

31. “Fall seven times and stand up eight.” —Japanese proverb

32. “Two roads diverged in a wood, and I, I took the one less traveled by, and that has made all the difference.”—Robert Frost

33. “I am not a product of my circumstances. I am a product of my decisions.” —Stephen Covey

34. “It’s hard to do a really good job on anything you don’t think about in the shower.” —Paul Graham

35. “What’s money? A man is a success if he gets up in the morning and goes to bed at night, and in between does what he wants to do.” —Bob Dylan

36. “A person who never made a mistake never tried anything new.” —Albert Einstein

37. “The person who says it cannot be done should not interrupt the person who is doing it.” —Chinese proverb

38. “You can’t use up creativity. The more you use, the more you have.” —Maya Angelou

39. “You miss 100 percent of the shots you don’t take.” —Wayne Gretzky

40. “It always seems impossible until it’s done.” —Nelson Mandela

41. “It does not matter how slowly you go as long as you do not stop.” —Confucius

42. “If you do what you’ve always done, you’ll get what you’ve always gotten.” —Tony Robbins

43. “Success is walking from failure to failure with no loss of enthusiasm.”—Winston Churchill

44. “You may be disappointed if you fail, but you are doomed if you don’t try.” —Beverly Sills

45. “Few things can help an individual more than to place responsibility on him, and to let him know that you trust him.” —Booker T. Washington

46. “Whenever you see a successful person, you only see the public glories, never the private sacrifices to reach them.” —Vaibhav Shah

47. “Remember, no one can make you feel inferior without your consent.” —Eleanor Roosevelt

48. “The question isn’t who is going to let me; it’s who is going to stop me.” —Ayn Rand

49. “The only way to do great work is to love what you do.” —Steve Jobs

50. “Timing, perseverance, and 10 years of trying will eventually make you look like an overnight success.” —Biz Stone

Do something every single day, has been my mantra for many years. Why, because it’s much easier to commit to small tasks. And those small tasks can accumulate and become a tidal wave. As the saying goes, How do you eat an elephant…one bite at a time.

That is what business development can feel like… eating an elephant! It doesn’t have to feel that way if you do something every single day. So here is a 7-Day Action Plan to get you started.

In this 7 – Day Plan I present you with the tools to make marketing a lifelong habit. There are no lengthy sessions or hours of work…these tasks can take as little as 2 minutes (sending an e-mail) to as long as an hour (lunching with a contact).

For each day I encourage you to THINK about and ACT on a specific element of the process. I also give you a timely TIP that can put you on the right track…right away. Creating a new habit is not easy and it’s not instant, this will help you get started!

Day 1- Monday: LISTEN

THINK: In order to market yourself, you must first understand and define what makes you stand out from the crowd. As a lawyer, your name is your brand, and no one knows you better than your client. Listening to their feedback and realizing how they view your practice can help you focus on what’s really important.

ACT: Call three clients and ask them what they value most about your relationship and the work that you do for them. Take notes and try to be as open minded as possible.

TIP: Try to get detailed rather than general statements. Use follow-up questions and ask for examples. Hearing that your office is communicative is too general; hearing that your office updates clients on their cases on a weekly basis makes you stand out.

Day 2-Tuesday: ANALYZE

THINK: One of the most important first steps in marketing yourself is to identify and write down your “points of differentiation,” or the services and qualities that separate you from the crowd. Consider a unique area of expertise –or unique philosophy on business—that makes you stand out from the crowd. Figuring out what that is (or what you would like it to be) and how that benefits your clients can make all the difference.

ACT: Look closely at your client feedback from yesterday…you may be surprised. Using that information, write out three points of differentiation for your practice. Make these ideas the basis of future marketing efforts… and make sure people know about them!

TIP: Be specific and be creative. All attorneys say they return calls promptly. You may have a “2-hour” rule, in which all clients receive a response within 2 hours of a phone call or e-mail. All attorneys say they are experienced. You may have worked in your clients’ industry before you represented them.

Day 3- Wednesday: REVIEW

THINK: Your online bio could be a prospective client’s first impression of your skills and experience. By viewing it as more of a marketing tool than resume, you will be able to see places where a rewrite (or edit) could be useful. Think about what your client’s value about your background and the interesting details, memberships or cases that make you an expert in your field. Does everything in your bio have meaning to a client?

ACT: Read through your bio and ask yourself if it clearly communicates your points of differentiation… what your clients want to know. If not, make some changes. Keep it short, keep it informative and most of all write from the client’s perspective, not yours.

TIP: A bio is not a place to list every case, organization and committee you have ever been a part of; it’s a place to show clients how you can be of use to him or her. It should include your contact info, education information, a 2-3-sentence narrative, your most recent (or most important) cases and the organizations or committees that would be of interest to your clients. Show them that you have the knowledge and experience to help them with their issues.

Day 4 – Thursday: IDENTIFY

THINK: Once you understand who your client is, you can tailor your marketing to better reach them.  Is there a niche market you are filling (or can fill)? Is there a specific industry that could be drawn to your practice? Is there a demographic that you are consistently reaching? Cater to your client and new business will find you. Stay in that niche and momentum will build.

ACT: Look closely at your client roster and analyze what ties them together. Identify your client categories.

TIP: Are the majority of your clients in the construction business? If so, you now have a clear message (knowledge of the industry) to focus on and a clear audience to market to (trade associations, etc.).

Day 5 – Friday: RESEARCH

THINK: Now that you know your client, go out and find them. What organizations do they belong to? Who do they do business with? Following their lead can bring in new business and connect your practice to other decision-makers who may need your services.

ACT: Investigate the organizations that your clients are members of. Ask them what is important to them. Identify one to join and become active in over the next 6-18 months. Choose one where you can truly make a difference.

TIP: A local or national trade organization is a good place to start. That will expose you to a large group of potential clients who have the same interests (and needs) as your current clientele.

Day 6- Saturday: STRATEGIZE

THINK: It may seem impossible, but realizing the importance of making time for marketing is an important step toward success. Just as billable hours are counted and analyzed, so should your marketing efforts. Create goals, set expectations and reward performance…even if it’s simply you.

ACT: Set a tangible financial goal. Be specific and give yourself a measurable result to be accountable for. Plan out the steps you need to take to reach those goals. Do what you say you are going to do.

TIP: Use your new organization to help set your goal. Consider how your involvement can reap results. Figure out how to network and connect via that membership and figure out how to bring in 2 clients from those connections within the next 12 months (presentations count…they can result in referrals!).

Day 7- Sunday: JOIN

THINK:The only way to reach potential clients is to get in front of them. As we mentioned before, by becoming active in organizations that matter to your clients you learn more about their needs and can offer more specified services. What do you have to offer the organization you have chosen?

ACT: Join the organization you chose on Friday and since it’s Sunday, fill out an online application. Look around their site and figure out who you will make contact with tomorrow.

TIP: Making contact with an organization President or Board Member shows you are committed to involvement and helps you stand out among the plethora of members. The idea is to get involved and meet people who will learn to trust and respect you.

Now you have a 7-Day head start on your new business development habit. You have momentum going; don’t stop now. Keep making notes of the strategies that work, keep reaching out to contacts and keep emphasizing your points of differentiation.

Part of this article is an except from my Amazon bestseller, The little Black Book: A Lawyer’s Guide to Creating A Marketing Habit in 21 Day.

First—was 2018 what you imagined it would be? Oh, you didn’t really think about what you wanted to accomplish in 2018? You just went where the crisis-of-the-day lead you? From one overwhelmed day to another. Then when it was all over and you looked around, there was nothing in the pipeline? Panic set in and you got out there to get the work to start flowing again. Month after month it gave you a sinking feeling and you took it out on your family? Things started to pickup, after a while. Then the cycle happened all over again… From one overwhelmed day to another… over and over again.

In 2019, let’s stop the cycle. Think about what you want. Here are twelve questions to answer:

1. Is it time to make a real change? Change what you do and where you do it?
2. Is it time to find more harmony between work and family?
3. Is it time to grow your practice with intention?
4. How much revenue do you want?
5. How much time do you want to work?
6. How much time do you want to spend with your family and friends?
7. How much time do you want to take off?
8. Are you happy with the type of work you do?
9. If not what kind of work do you want to do?
10. Do you like the clients you work for?
11. If not, what kind of clients do you want to work for?
12. Is there enough happiness in your life?

Answer these questions as honestly as you can. The answers with help you identify what your big over aching goals for 2019 should be. Commit to 2 or 3 of them, and then you can start to add strategy to each of your goals in order to achieve them.  Goals without strategy are just dreams. If you have always said you would like to write a book and have never done anything to move in that direction; never put your thoughts down on paper, never attended a seminar on publishing, never researched the books in the same genre—for you to write a book is just a pipedream. On the other hand if you have done these things, you are on your way to accomplishing your goal.

Here are 3 rules to keep in mind when adding strategy and measurable benchmarks:

1. Set a timeframe: time of day, days of the week or time of month you will do something or expect something to occur. For example: Every Friday I will leave the office at 4:00 and plan activities with your family or friends. With the rigor it would take if I were catching a weekly business flight out of town.

2. Make a measurable commitment. For example: At every networking event I commit to having 3 meaningful conversations and end the conversions with a plan; get together for coffee or I will send the person something or introduce them to someone.

3. Keep a log or journal. It’s important to see the results of your commitment to your goals. When you can look back on your progress a couple of stumbles won’t be so significant.

When you create goals and strategy for your business and personal development it is important in 3 ways—it helps you to set your course, articulate your commitments and fosters a sense of accomplishment. Now tell me—who doesn’t want all that!

The lawyers I work with often lament that they never have time for business development. But, is that really true? We have all been there… needing to do two or three things at once or having to do more in a day then is humanly possible. We seldom examine how we are trying to get things done. Nicolas Cole a contributor to Inc.com took a look and found that it just might be our habits that are killing our productivity.

Cole points out:

1. Constantly Checking Your Phone
2. Not Really Listening
3. Multitasking
4. Working With the Television On
5. Working in Unproductive Environments
6. Working With Unproductive People
7. Lack of Preparation
8. Notifications…OFF!

Think about them and you must admit that these 8 habits do kill our productivity. When I read number 4 – working with the television on, I said YIKES! Yes, that’s my habit and I know it IS distracting and I would be more productive if I would turn it off. I think I’ll work on minimizing the affect of this habit on my productivity and just turn it off! (Okay… I did it!)

What habit do YOU want to tackle to become more productive and have more time for business development?

 

 

Chances are this is how you’re networking, collecting business cards that will remain in your pocket until you wear that jacket again. Instead, you could be building relationships that really matter?

Let me ask you. Do you look at an event on your calendar and think… I would give my right arm to just go home rather than this event? I hate smiling and acting as though I’m interested in what anyone is saying. Actually I don’t even like those people. Then you snap out of it. You grab a cup of coffee that gives you a little jolt and vow… I’m going and I will be the most charming person in the room!

Tell me which YOU really shows up at that event? Chances are its someone in between. And I guarantee you that whomever you meet recognizes the insincerity, forced smile and faked interest. I’m telling you now, instead go home because the event will be a big waste of time… yours and everyone you meet.

There is a better way.

Instead go home and think about what you really want in your practice. Who is your ideal client? Where do they go? What is important to them? How could you help them? What circles would you like to be a part of? NOW… how can you act on the answers to these questions? This process is strategic and it’s the foundation to building relationships that matter.

How can you build trust with these new people? There is one question that Inc. Magazine writer John Hall asserts will be a game changer.

How can I be helpful to you?

Yes, it’s a simple question that could change the trajectory of your practice and your life. Hall points out:

  • It allows you to help others better.
  • It cuts through any potential awkwardness of a new relationship.
  • It enables you to be proactive.

Try it! You will be building relationships that matter, and that IS a game changer!

Everyday we look at our “To Do” list and it never seems to get smaller. It grows by the day. We try to prioritize our list. Everyone has hundreds of methods they’ve tried. And yet the problem persists. Maybe we are doing what Seth Godin points out:

Most of what we do at work all day is one of these three.

Fun: It’s engaging, it gives us satisfaction, people smile.

Urgent: Someone else (or perhaps we) decided that this paper is on fire and it has to be extinguished before anything else happens.

Fear-based: Most common of all, the things we do to protect ourselves from the fear we’d have to sit with if we didn’t do them.

Not on this list: important.

A day spent doing important work is rare indeed. Precious, too.”

Wow, important work! Think about that one. Are the things on your list impacting others, are you making a difference? As I write this I can’t help but think of the students from Marjory Stoneman Douglas High School in Parkland Florida. The pride they must feel for doing the work they know is IMPORTANT. Mrs. Douglas would have been proud.

Life is too short to spend it doing something you hate. That’s why it’s so important to define success for yourself and work towards a career and a life that energizes you and fulfills your passion.

But I can hear the objections now… 

that sounds great, but I’m stuck in this job and I hate it but I can’t leave because there’s nothing better…”

I get it… most of us can look back at our career and identify time periods that we didn’t love. First of all, if you find yourself in this situation, it’s important to have a long-term plan to get you moving towards something you truly enjoy. But in the meantime, there are likely steps that you can take to make your current position more fulfilling. Here are four suggestions.

Take control of your time by learning to say no. One of the most common complaints I hear from lawyers relate to demanding people – often clients and colleagues. These lawyers constantly feel pressured and behind the eight-ball. They end up stressed out, working long hours, and hating every minute of it. The solution is to learn when and how to say no. With clients, it can be as simple as “I can’t get that for you right this minute- but I can have it to you within 48 hours, is that okay?” With colleagues you can take the same approach, or you can tactfully let them know that you don’t have the time right now to spend on their request. When you learn to say no, you take back control of your time, and that’s a BIG deal.

Figure out what you do enjoy about your work and how you can spend more time doing that. Chances are there are some aspects of your work that you enjoy. What are they? How can you put yourself in position to do MORE of this type of work? For example, if there’s a specific type of matter that you enjoy, consider telling your managing partner how much you enjoy it… and why you think you do a great job at it. If much of your work comes from referrals, let your referral sources know what kind of work you’re looking for!

Make time for rest, relaxation, and sleep. When you’re overworked, often the first thing you sacrifice is sleep. And you likely find yourself sacrificing time with your family and friends. You may also find it difficult to find the time to exercise, to read, and to pursue your other interests. It’s important that you do everything you can to manage your time efficiently in order to MAKE time for these non-work priorities. Otherwise you’ll wake up one morning and realize that you’re miserable.

Create a longer-term plan which will move you in a direction you’re excited about… and start taking baby steps! You may be in a difficult position at the moment and you may have limited options. But the GOOD NEWS is that this situation won’t last unless you let it! Make the commitment to figure out what you want your career and your life to look like and create a plan to get there. Figure out what success looks like for YOU and begin acting on it. I would love to help you with this process if you’d like to chat – feel free to give me a call or shoot me an email.

Are you having marketing meetings? Talk is cheap. Buy-in and action is key. Thinking and planning is the easy part for lawyers. Implementation is not. Too often it is where the plan falls apart. Remember that discussions, meetings, and planning are only the start. The key is taking ACTION. The big question… What actions should be taken? Here are our Top Six Marketing Tips:

No. 6 – Be Active in Organization(s)

Over the years we have heard lawyers say that they belong to several organizations, but that it’s a waste of time and doesn’t lead to additional business. However, when examined further, one finds that although they are “joiners,” they are not “doers.” Being active in organizations requires just that – activity.

If you want this form of marketing to help you develop business you must:

• Be more than a joiner –make a meaningful contribution

• Seek leadership position – volunteer often

• Join business or trade groups that your clients and prospects belong to

• Believe in the organization’s mission so you will remain interested and active

There are other marketing activities that may produce quicker results, but being active and involved in organizations that your clients and prospective clients belong to can produce meaningful results in getting new clients.

No. 5 – Write Articles of Interest

While authoring articles isn’t a new technique, writing to demonstrate your expertise is still an effective marketing tool, if it is:

• Topical and interesting (to your target audience)

• Easy to read (not legalese, unless you’re marketing to other lawyers)

• Not too lengthy (short, succinct articles are better)

• Published in a publication that your audience reads (whether general public or business/trade specific)

Obviously, the purpose is to show that you know your topic and, accordingly, are perceived as having the expertise to assist the reader with those legal issues.

No.4 –Talk it Up

Speaking engagements are some of the best marketing activities. Like writing articles, 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 when a potential client in the audience has an immediate problem relating to the same issues raised in the speech. Moreover, if the seminar or speech is sponsored by a respected organization, you receive instant credibility.

No. 3 – Communicate Often

James C. Turner, executive director of HALT, a national legal reform advocacy group in Washington, DC points out: One of the most frequent complaints his organization gets is that…

the basic communication between lawyers and clients is terrible.”

He cites one case where a client tried 13 times in a two-week period to contact the attorney. That’s the type of situation that leads to mistrust and, ultimately, to a consumer fraud complaint.

Poor communication between attorney and client is also the most common reason clients file complaints with state bars. A failure of communication is not only unwise, it’s just dumb marketing. Even if the client may not need your services again, the client is likely to tell a number of people, who could be potential clients, about their unhappiness.

There are scores of opportunities (in addition to keeping the client informed about their matter) to contact clients, referral sources, and even prospects; and the more contacts made the better. The best way to communicate would be with phone calls, handwritten notes, next letters, emails, and lastly texts. Obviously, they are in reverse order of ease of accomplishing, but think about what impresses you the most. The important thing, however, is constant communication.

No. 2 – Entertain Your Client

Okay, we can hear all the “duhs” from here. If it is so obvious, why don’t more lawyers do it? Clients are people too. In fact, entertainment is still one of the most effective one-on-one marketing techniques. It not only allows quality time with a client, prospect, or referral source, but also allows one to enhance a relationship on a highly personal level.

Clients want to be loved and appreciated. So, building on the emotional bond between lawyer and client is very important for long-term relationships, and for what is even more effective from a business development viewpoint – a lasting friendship.

No. 1 – Visit Your Client

The single most effective marketing technique, which leads to immediate business in the vast majority of cases, is to visit your client at their place of business.

This visit is not for the purpose of discussing a current matter you may be working on (unless client wants to, of course). The client should know that they are not being billed for the visit.

Your purpose is multifaceted: relationship building, listening, learning, meeting others, and uncovering issues of concern. The main point is to get into the client’s workspace where their day-to-day problems are found, and for which you may be able to assist them.

Such visits will not only enhance your relationship, but it will almost certainly lead to IMMEDIATE work. This has been validated many times over the years. Many of the lawyers we have worked with confirm that such visits result in immediate new business. So, starting today schedule a client visit or two. You will fast become a believer.

In 2018 get into action! These six tips are not complicated or overly time consuming. Start with two, then add one or two a month. We promise you that you will be pleased with the results. We have seen it over and over again… they work!