Marketing

Law Firm Marketing Doesn’t Work

Our firm has tried it all when it comes to marketing. We’ve done referral source meetings, seminars, books, newspaper ads, phone book ads, radio, television, Internet advertising, directory listings, direct mail, and on and on. None of it works. You won’t run a TV ad and be deluged with clients. The same is true of [...]

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Should You Call Your Prospective Client after the Consult?

You just finished an initial consultation. The client left after saying, “I’ll think about it and let you know.” Should you follow up with the client? Should you call or write or what? Here’s the deal: We are hesitant to follow up. We rationalize our hesitation by telling ourselves that we’ll be “pestering them,” that we’ll “look [...]

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What Can You Give When You Can’t Give Referrals?

Lunch with a prospective referral source comes with a price tag. It’s expected that they’ll refer to you and that you’ll refer to them. That’s an unspoken understanding in most referral relationships. Unfortunately, if you’re aggressive about building marketing relationships, you don’t have enough referrals to hand out to everyone. You certainly can’t do a [...]

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Are You Asking for Help?

I just went to lunch with a lawyer who asked me to refer him business. He explained that he was struggling a bit right now and really needs some clients. He wanted to know whether I had anyone that I might be able to refer to him. How did I react to that request? Read [...]

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You Can’t Make Everybody Happy, and You Shouldn’t Try

I’ve got a regular reader here who hates the pop-up ads we’ve been using to generate sign-ups for our email list. I’m sure she represents some significant portion of my readership. She has complained several times directly and via Twitter. It just so happens that we’ve stopped using the pop-ups (so there’s no reason for [...]

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We’re Going to Disappear from Google If People Don’t Talk about Us

We’re facing a new challenge with marketing our practices on the Internet. Here’s a Tweet we’re not likely to see: “My divorce lawyer @leerosen really kicked my spouse’s ass. He’s the best!” You won’t see my typical client putting that out on a social network. Why not? Because most clients prefer to keep their divorce [...]

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Keep Your Screwed Up Personal Life to Yourself

Authenticity is important in marketing. You need to let people know who you are as a person. You need to be human. That’s all true in most instances. It’s not true, however, if your life is a mess. If you have so lost control of your life that you’re flitting from disaster to disaster, then [...]

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How to Turn Breakfast into a Steady Stream of Clients

Years ago, I started going to breakfast with a group of lawyers in various practice areas. We got together on Wednesday morning at 7:30 in a local restaurant. I ate more than I should have and, over time, bought bigger and bigger suits. The weight gain wasn’t the only by-product of breakfast. I also ended [...]

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