The Attorney Marketing Center

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Latest from The Attorney Marketing Center

If you had an extra hour a day available what would you do with it? More client work? More marketing and practice building activities? More time off? Would you start a new business project? Work on your hobby? Get in shape? Write a book? It would be nice, wouldn’t it? It could be life-changing. But it’s not going to happen. You’re never going to find an hour a day in your busy schedule. Unless you…
I’ve written before about the wisdom of regularly examining your expenses and ruthlessly cutting them. All those $5 or $25 per month charges may seem insignificant but they add up. When you cut them, you not only reduce your overhead and increase your net income, you increase the overall value of your practice because one of the most important elements in the value of your practice is your cash flow. Cutting $20 per day off…
If you want to earn more than other lawyers in your field and do it more consistently and with less effort, I have some advice for you: Target people with money. Not the low end of the market. Not the price shoppers. Not merely people with problems you can fix but people with problems you can fix who have the money to pay for the solutions you offer. Capice? Hold on. In order to land…
“Think different,” Apple used to say in their ads. Today, everybody tells you to “think outside the box”. Maybe you’ve tried that. You’ve tried coming up with different ways to promote your services but you’ve run out of ideas. Maybe you need a new box. Instead of promoting yourself or your services, aka your box, how about promoting something else. Something you don’t promote now. Something that’s not you. Like a book. Write and promote…
Lawyers are cautious creatures, as they should be, but their cautious nature often prevents them from reaching their potential. We see it all the time. We see lawyers emulate their competition because it seems like the smart and safe approach, but you can’t stand out from the crowd when you are a part of it. We see lawyers majoring in minor things, making incremental improvements in what they already do instead of trying big ideas…
That’s the title of an article in this month’s Chess Life magazine. The sub-title is, “The dangers of delving too deeply into one particular variation”. The article is an examination of a botched game by a strong player, a game that might have been awarded a brilliancy prize but for the player’s errors occasioned by following one idea too far and losing the central theme of the game. What does this have to do with…
I’m talking about your list, of course. Having a big one is important to many people but, like other things in life, it’s not how big it is, it’s what you do with it. If you have a small email list but you get a lot of new clients each month from it, you’re a stud. If you’ve got a huge list but nobody signs up, well, don’t go bragging about the size of your…
Wouldn’t you like to know what your clients and professional contacts tell people about you and your practice? Are they saying good things? Accurate things? Powerful, amazing things that get people interested in working with you? Are they telling their friends how you saved the day and rescued them from dragons, how you gave them an incredible experience and made them fall in love with you? Are they helping people understand what you do and…
Lawyers need to be good closers, right? There are many sales techniques and scripts we can use to do that. But most lawyers don’t use them. Most lawyers simply deliver information to the prospective client, showing them what they do and how they can help them. They tell them about the features and benefits of the services they offer, they tell them their options, they share some examples or stories and answer frequently asked questions.…
If your marketing has gotten complicated and you find yourself doing less and hating it more, it might be time to get back to basics. Here goes: One of your most important marketing tasks is to continually build your list of prospective clients and professional contacts. This is essential because of attrition. The list you had yesterday won’t be big enough or “ready” enough tomorrow. You know there are many ways to build your list…