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David Ward

Latest from The Attorney Marketing Center

Most people aren’t that interested in learning the bulk of what you could teach them about the law. If you’re trying to build a following by pushing out as much information as possible, no matter how good that information might be, you’re probably wasting your time. In the beginning, prospective clients read what you write in a blog or newsletter because they’re looking for information–about their problems or interests and about your ability to help…
If you’re like me (and you are), you have one or more habits that often lead to problems or wasted time. Back in the days when I was making a lot of calls, I had a habit of waiting until I finished the calls before scheduling the follow-ups. I liked to get through the calls as quickly as possible, and then do “paperwork”. With some people, the follow-up was two days. With others, two weeks.…
If a prospective client asks you why they should choose you as their lawyer instead of any other lawyer in your field, what would you say? Most lawyers would point to their experience and track record. Some will mention well-known clients they represent. Others will point out their positive reviews or testimonials. And all of that is good. What’s even better is being able to show prospective clients the added value you bring to your…
I woke up with the words “low friction” in my head. To me, this means reducing complexities and removing bottlenecks in what I do, so I can get things done more quickly and with less effort. I guess I’m thinking about this because I’m on (another) simplification binge. I look at what I’m doing and ask, “How can I make this (app, process, tool) simpler or work better?” Sometimes, the answer is to use one…
In the 1960s, Los Angeles based Adee plumbing began running TV ads featuring an actor who asked, “Who knows what danger lurks in your plumbing?” It was a play on the 1930s radio show, The Shadow, that opened with an announcer asking, “Who knows what evil lurks in the hearts of men?” In the TV commercial, the answer was “Adee do”. That ad, and others using the same concept and catch phrase, ran well into…
It doesn’t matter how good your services are, how much value you deliver to clients, or how good you are at marketing. . . if there’s no demand for your services, you’re not going to sell any. The good news is that the converse is also true. If you offer services your market wants and is willing to pay for, you don’t need to do a lot of selling. You just need to get your…
I really don’t like “push” reminders. When I’m in the middle of doing something and I get a text or a pop-up from my calendar or an app (or both), reminding me that I should be doing something else. . . Kinda annoying. Like your dad reminding you to get up and get dressed for school. Or you’re watching your favorite show and your mom barges in and reminds you to finish your homework. Yeah,…
I have no life. That’s what some people would say if they saw me reading an article about the different ways to organize your bookshelves. Behold a few of the ways: Alphabetical, By Title Alphabetical, By Author By Genre Chronologically By Publication Date By Why You Read them By How Much You Like Them By Color By Size What’s missing? Right, no mention of the Dewey Decimal System. Who are these whipper snappers? Okay,…
John C. Maxwell said, “Leadership is influence. Nothing more, nothing less.” By that definition, you are a leader. People listen to you, not necessarily because of your title, skills, or experience, but because of your character, compassion, and strength. People look up to leaders. They want to associate with them, learn from them, follow them. As a leader, you set the destination and the pace of the journey. “This is where I’m going,” you say.…
“I don’t know. I can’t recall. I’d be guessing.” We like to hear things like this (sometimes) when our client is testifying but what about when we hear ourselves saying them? They make us sound weak, don’t they? No. They make us sound smart. According to Jeff Bezos, “The smartest people are constantly revising their understanding, reconsidering a problem they thought they’d already solved. They’re open to new points of view, new information, new ideas,…