The Attorney Marketing Center

Marketing for Lawyers Who Hate Marketing: How to Build a Successful Law Practice Without Networking, Blogging, Facebook or Twitter

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When you are marketing in the “cold market”–to people who don’t know you–should you market a specific legal service, your capabilities and practice areas, or yourself? The answer is, you should market what clients want to buy. When a prospective client has a legal problem or objective, they want (to buy) a solution to that problem or a way to achieve that objective. That’s what you should lead with and feature in your marketing. Once…
Many people use their email as a task list. Email comes in, they do what is requested or needed, and issue a reply. If the “ask” requires a simple reply, they do it, using the so-called “2-minute rule” (anything that can be done in 2 minutes or less should be done immediately). But what if the email is informational and doesn’t need a reply? What do they do with the information so they can find…
You write an email newsletter and you want more subscribers. More subscribers leads to more clients, more repeat business, more referrals, and other benefits you don’t get if you don’t have a way to stay in touch with people. When I started my newsletter 20 years ago, I said something like, “If you like the information on this site [my blog], subscribe to my newsletter to get more tips, ideas, and resources. . .” And…
You sign up a new client and mail them a welcome letter, a supply of your business cards and brochures, and information you want them to know about their case, your firm, and about other matters you handle. You should also enclose information about referrals: a description of your ideal client, what the client should tell people about you, and how to go about making the referral. You want to make it as easy as…
Thank you for being a loyal reader of my blog and newsletter and for everything else you do. Thank for your comments and questions. They help make me better at what I do. Thank you for your reviews and testimonials. They show other lawyers that “this stuff really works” and encourage them to take a chance on me. Thank you for sharing my content with colleagues. It helps me build my list and my business.…
Finally, a bit of common sense about planning our day. In the article, “11 Time Management Myths That Are Hurting Your Productivity,” Gabriella Goddard with Brainsparker Leadership Academy, offered this advice: “When you just focus on managing time, you don’t take into account your natural bio-rhythms and energy levels. Trying to take on a tough task when your energy is at rock bottom is a recipe for procrastination. So, if your energy…
Everyone touts the importance of excellent client relations, aka “customer service”. And rightly so.  Making our clients feel appreciated, minding our manners, giving clients more value than they expect, being fair and honest in our fees and billing, keeping clients informed–this is how we build trust, get good reviews, and generate repeat business and referrals.  We build our reputation and a loyal client following by the way we treat our clients, at least as much…
I like a clean desk (and computer desktop). I find it easier to focus when the only thing in front of me is whatever I’m working on. I also like the aesthetic of a clean workspace. The lack of clutter has a calming affect on me and I work better that way. Up until recently, the only things on my desk were the monitor (attached to an arm so it can be moved out of…
Your clients (and prospects) have other legal needs besides the ones you handle. They need a divorce and you only handle bankruptcy. The want to start a business and you only do estate planning. Some of your clients know they can ask you for a referral, and some will, but many don’t know and won’t ask. Tell your clients (train them) to come to you for ALL of their legal needs. Why? So you can…
“Zoom Gloom” is causing a dramatic rise in plastic surgery. People are getting face lifts, Botox treatments, and other procedures, because they don’t like the way they look on camera. “Noses and wrinkles seem to be the most common complaints generated by this phenomenon, which the experts have dubbed ‘Zoom Dysmorphia’” Hey, I’m not crazy about seeing myself on camera, but aren’t there other things we can do besides surgery? Many articles and videos…