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Law firm marketing and business development strategies

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Top 5 Tactics to Get More Engagement for Your Social Media Posts

Posted in Social Media Marketing for Law Firms

Top 5 Tactics to Get More Attention for Your Social Media PostsOne of the goals of participating on social media is to spread your influence beyond the circle of people who already know you. This occurs when your posts are interesting enough to share. Your inner circle shares a post with their circle, who then may pass it on to their circle…and so it goes. Enough people share, and pretty soon you’ve gone viral. In a good way.

So it stands to reason that you would be interested in data that shows what types of posts typically enjoy the most social shares. And now we know, thanks to research of more than 220,000 articles over six months performed in 2015 by Fractl and Buzzstream. Their findings detail the five types of posts that get the most social media shares:

How-to: These types of posts are perfect for attorneys since they pose a problem, offer a solution and detail the steps in-between.   For example, How to Create an Estate Plan for Your Blended Family or How to Document Your Car Accident.

Lists: Lists are very popular on social media because they’re easy to scan and, frankly, humans just seem to like lists! Examples: Top 5 Ways to Beat That DUI Rap or Top 10 Reasons You Need a Lawyer for Your Startup.

What: Many of these focus on a particular topic and sometimes make comparisons. Example: What Attorneys Used to Know About Social Media and What They Know Now or What the New Florida Spousal Support Law Means for Women.

Why: The “why” post gives people your reasoning for reaching a particular conclusion on a chosen topic. Examples: Why You Should Talk to a Real Estate Attorney Before You Buy or Sell Your House or Why You Need to Review Your Estate Plan Every 2-3 Years.

Video: Nothing works better than video to illustrate a point or legal concept, and to give people a feel for what it would be like to do business with you. Even videos that have nothing to do with your area of practice but just evoke a pleasant emotion are worthy of sharing on social media.

The next time you’re stuck for what to post on social media, consult this list and I’ll bet a few ideas will come to mind.

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New FREE Report: 10 Steps to Jumpstart Your LinkedIn Presence & Get More Referrals FastNew FREE Report: 10 Steps to Jumpstart Your LinkedIn Presence & Get More Referrals Fast

LinkedIn may be the most powerful social media tool for lawyers and litigators!

In my new FREE report —10 Steps to Jumpstart Your LinkedIn Presence & Get More Referrals Fast — I’m going to show you how you can leverage LinkedIn to generate more and better referrals while connecting with clients in 10 simple steps.

What this free report has to offer:

  • Strategy: The exact strategy attorneys are using to get referrals from LinkedIn
  • SEO: How to optimize your profile for Google and other search engines
  • Avoid Common Mistakes: The biggest mistakes lawyers make and how to avoid them
  • Increase Profile Views: How participating in one feature can increase your profile views by 400%
  • Improve Profile Content: What to include and leave off your profile
  • Referral Sources: Where to find the best referral sources on LinkedIn

The ABA estimates over 90% of attorneys already have a profile on LinkedIn, but most of them have no idea of how to tap into the full potential of this powerful platform. To ignore it is the proverbial equivalent of sticking your head in the sand.

Learning how to use LinkedIn to your biggest advantage can take a lot of time and effort, but in this free report I’m going to cut to the chase and give you the exact steps you need to follow to tap into the vast resources on LinkedIn.

Whether you’re new to LinkedIn or you’ve been on it for years, I’m going to share with you the “paint-by-the-numbers” approach I’ve taught to thousands of attorneys who paid thousands of dollars to learn!

Download your FREE report now on the 10 Steps to Jumpstart Your LinkedIn Presence & Get More Referrals Fast.

I also invite you to connect with me on LinkedIn at: http://rainmaker.mylinkinvitation.com. Want immediate help launching a referral marketing campaign on LinkedIn? Call 888-588-5891.

 

The 4 Truths Every Attorney Needs to Know About Referrals

Posted in Generating Referrals for Attorneys

The 4 Truths Every Attorney Needs to Know About ReferralsAt The Rainmaker Institute, we specialize in helping legal practitioners generate more revenue and increase the quality and quantity of their referrals. One of the things attorneys most frequently ask us is: “How do I find more clients fast?”

The answer to this question is deceptively simple, yet amazingly complex to resolve. Referrals are near the top of the list when it comes to the best ways of finding new clients, but there are four truths about referrals that most attorneys don’t know:

Truth #1: Clients are NOT the best source for referrals

Clients are generally not the best source of referrals to your law firm. This surprises a lot of legal professionals when I tell them this is a myth. Clients are merely the most obvious source of referrals, not the best source.

There are simply too many variables you cannot control when trying to get more referrals from clients:

  • Do they know all the different services you offer?
  • Will they remember you when they meet someone who needs your legal services?
  • Can they accurately tell others what makes you different from your competitors?
  • Did they hire you to resolve a legal issue that could be potentially embarrassing to them?
  • Was their entire experience with your law firm positive or were there some “issues”?

The truth of the matter is that clients are not dependable. That being said, you shouldn’t intentionally ignore potential client referrals. Every law firm should have a long-term client education plan that positions your law firm, explains your current services, and keeps your current clients informed as to what’s going on in your firm.

One of the most cost effective ways to do this is with a monthly newsletter. Our clients consistently tell us sending out an electronic newsletter every month is one of the best ways to keep their firm in front of their potential referral sources.

Truth #2: Other attorneys do NOT provide the most referrals

Another commonly held myth among attorneys is that the most and best referrals come from other attorneys. According to industry research, only about 25% of an established attorney’s practice is referred from other legal professionals, so logically about 75% of clients come from other sources (this may vary greatly by practice area).

A good tip is to set up an easy tracking system as part of your client intake file and then review on a quarterly basis to discover where your leads are coming from.

Truth #3: Networking does NOT typically provide great referrals

We have found that formal networking events (like trade shows and chambers of commerce, etc.) work exceptionally well for a very small group of attorneys — and not at all for the majority of attorneys. There are a few reasons why:

  • They attend the wrong kind of group-one filled with their peers, not their prospects.
  • Most attorneys don’t know how to network properly.
  • Attorneys do not create a plan for following up in a timely manner.

Truth #4: Building a good referral network takes a system!

A key component of your referral plan is to create systems for staying connected with prospects, clients and referral partners on a regular, consistent basis. Part of this system should include:

Monthly newsletters – keep them apprised of what your firm is doing, new employees, new practice areas, and content that is beneficial to them.

Annual client satisfaction survey – find out what your clients think about the services they have received from your firm and how you can improve.

Keep In touch letters – on a regular basis — every 2-3 months — send a letter to referrals, prospects and clients just to touch base. This top of mind awareness is crucial for generating referrals.

Referral education system – your referral sources need to know what kind of prospects you are looking for. It does no good for them to refer prospects to you who are not looking for what your firm offers. Keep your referral sources updated on your practice areas and any changes in your firm if you want to receive high-quality referrals.

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New! Free eBook on How to Avoid the Top 10 Marketing Mistakes Attorneys MakeNew! Free eBook on How to Avoid the Top 10 Marketing Mistakes Attorneys Make

Several years ago I sat down and wrote one of our most popular eBooks ever: The Top 10 Marketing Mistakes Attorneys Make. Since then, we’ve emailed out thousands of copies by request and I want to believe that it has helped lots of attorneys become better at marketing their law firms. Because we can all learn from mistakes.

I have just finished updating this eBook with what I think is even better information: how to avoid these 10 mistakes! This updated version will teach you:

  • How to avoid the top 10 marketing mistakes before they destroy your practice
  • 3 tools top Rainmakers use to automatically attract more and better clients
  • Specific keys for building a powerful online presence
  • How to market and position yourself as a recognized specialist
  • The 1 thing you must never do when marketing your law firm

You can get your copy here now.

The Top 10 Egregious Errors Lawyers Make on Social Media

Posted in Social Media Marketing for Law Firms

The Top 10 Egregious Errors Lawyers Make on Social Media One of the great frustrations I hear about every day from attorneys that attend our Rainmaker Retreat law firm marketing boot camp is how difficult it is to keep up with the rapidly changing technology and new opportunities with social media.

The fact is, social media is like any other marketing tool and if you don’t use it right — by developing and executing a plan and following up — it is not going to work.  If you’re just out there winging it when it, you may be making one or more of these Top 10 Egregious Errors Lawyers Make on Social Media:

  1. No clear objectives and specific goals.
  2. Too short of a time frame — social media is a long-term play of building relationships, not a “get rich quick” scheme.
  3. No budget allocated — most social networks are free, but you either have to do it yourself or you have to pay someone else to do it for you.
  4. No responsibility or accountability – not assigning social marketing responsibilities to specific individuals and holding them accountable for results.
  5. No tracking of results.
  6. No blueprint of what works and what doesn’t so you waste time on strategies and tactics that don’t pay off for you.
  7. Only using one social media network — most attorneys prefer the business focus of LinkedIn, but more consumers are on Facebook and Twitter. Don’t try to just use one — you need to experiment with all of them to see where you get the best ROI.
  8. Not using social media to build your database –contacts are leads, and social media provides some great ways to build your contact list by pushing out calls-to-action to download a free report, attend a free webinar, etc.
  9. Not taking your social network contacts “offline” – the fortune is in the follow-up!
  10. Outsourcing your social media marketing to an individual or firm that doesn’t have experience working with attorneys – it is important for lawyers who outsource their social media programs to ensure those executing the programs understand and abide by the rules and regulations attorneys must adhere to in their marketing.

The bottom line with social media is that – like most things in life – your return on investment is directly related to the effort you put into it.

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Leveraging the Power of Social MediaFREE Webinar: Leveraging the Power of Social Media

For solos and small firms, the goal of social media is lead generation and business development, pure and simple. How you get there is by building targeted relationships, providing solid content, and consistently adding value. Attorneys we have worked with at The Rainmaker Institute regularly receive 100-250 new leads every month just from efforts online and via social networking.

Learn about the social networks that will work best for your firm and how to leverage them to get more leads by watching my latest free webinar – Leveraging the Power of Social Media.

During this free one-hour webinar, you will learn:

  • 3 low cost marketing tools for maximizing your results from social media
  • The 3 biggest mistakes lawyers make with social media and how to avoid them
  • Top 10 steps to jumpstart your referrals on LinkedIn
  • Using Facebook to connect with potential clients and referral sources
  • How to get qualified leads on Facebook for 90% less than on Google PPC
  • How to use content marketing to position yourself as an industry thought leader
  • Insider secrets to getting more leads from your blog

If you want to discover real-world strategies that work for attorneys when it comes to generating and converting leads using social networks, learn how by watching this free webinar.

Register online now for immediate access to this free one-hour webinar.

 

How Attorneys are Using Social Media in 2016 [INFOGRAPHIC]

Posted in Social Media Marketing for Law Firms

LinkedIn was founded in 2003, Facebook in 2004 and Twitter in 2006. That means social media has been on the marketing radar for over a decade. Lawyers were late to the party, with many skeptical that social media could add value to their practices.

Today, we know that social media has a lot to offer service businesses that rely on relationship building and trust as the foundation for their growth. Networking that was once done in person has moved online and lawyers are making more connections than they ever dreamed possible.

According to the latest ABA Legal Technology Survey Report, 57% of law firms say they are active on LinkedIn but only 35% are active on Facebook and just 21% on Twitter. That’s a lot of opportunity going to waste!

This infographic from mycase.com breaks down the results from the ABA technology survey and illustrates how attorneys are using social media in 2016:

How attorneys are using social media in 2016

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SocialMediaFREE Webinar: Leveraging the Power of Social Media

For solos and small firms, the goal of social media is lead generation and business development, pure and simple. How you get there is by building targeted relationships, providing solid content, and consistently adding value. Attorneys we have worked with at The Rainmaker Institute regularly receive 100-250 new leads every month just from efforts online and via social networking.

Learn about the social networks that will work best for your firm and how to leverage them to get more leads by watching my latest free webinar – Leveraging the Power of Social Media.

During this free one-hour webinar, you will learn:

  • 3 low cost marketing tools for maximizing your results from social media
  • The 3 biggest mistakes lawyers make with social media and how to avoid them
  • Top 10 steps to jumpstart your referrals on LinkedIn
  • Using Facebook to connect with potential clients and referral sources
  • How to get qualified leads on Facebook for 90% less than on Google PPC
  • How to use content marketing to position yourself as an industry thought leader
  • Insider secrets to getting more leads from your blog

If you want to discover real-world strategies that work for attorneys when it comes to generating and converting leads using social networks, learn how by watching this free webinar.

Register online now for immediate access to this free one-hour webinar.

 

23 Tweaks to Polish Your LinkedIn Profile

Posted in Social Media Marketing for Law Firms

Having a polished LinkedIn profile is about to become more important now that Microsoft has announced its acquisition of the B2B social media giant.

That is because one of the initiatives Microsoft plans to undertake in order to put itself at the center of our business lives is to make LinkedIn profiles much more visible. That’s right, they plan to serve up your profile to people you have scheduled a meeting with, people who have a work project that requires legal expertise and even beyond the LinkedIn site to Microsoft users who may benefit from any content you’ve posted on LinkedIn.

Bottom line: your profile will be exposed to more people, both on LinkedIn and Microsoft. Will it stand up to this increased scrutiny?

The most important piece of real estate for lawyers on LinkedIn is your profile. You need to spend the necessary time to build and maintain it in order to stand out from all the other lawyers on LinkedIn and cultivate those important referral relationships.

Here are 23 tweaks you can make to your LinkedIn profile right now that will help you present a compelling presence online:

23 Tweaks to Polish Your LinkedIn Profile

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Learn to Master the Art of Lead Conversion and Social Media at The State Bar of California Solo and Small Firm SummitHope to See You at the Summit on June 16-18!

I hope you plan on joining me at the event of the year for California solo and small firm practitioners:The State Bar of California’s Solo & Small Firm Summit on June 16-18, 2016, at the Newport Beach Marriott Hotel & Spa in Newport Beach, California.

I will be delivering four keynote addresses during this conference that are sure to be of interest to attorneys wishing to hone their law firm marketing and development skills, including:

  1. Thursday, June 16, 11:30 a.m. — Building a 7-Figure Lifestyle Law Firm: Upscaling from a Job, to a Practice, to a Business
  2. Thursday, June 16, 5 p.m. — Top 10 Mistakes Lawyers Make That Kill Their Intake & Lead Conversion Rate…And How to Fix It!
  3. Friday, June 17, 8:30 a.m. — Leveraging the Power of Social Media (Part 1): Using Facebook and Content Marketing to Get More Leads
  4. Friday, June 17, 4 p.m. — Leveraging the Power of Social Media (Part 2): From LinkedIn to Lunch

You can still register online by visiting The State Bar of California’s Solo & Small Firm Summit home page or call 415-563-2508 for more information. Attendees can receive up to 10 hours of MCLE credit.

Microsoft Acquiring LinkedIn as Move into Enterprise Social Media

Posted in Social Media Marketing for Law Firms

Microsoft Acquiring LinkedIn as Move into Enterprise Social MediaMicrosoft has announced that it is buying LinkedIn for $26.2 billion, one of the largest tech acquisitions in history, and that it intends to use the business social media giant to put Microsoft at the center of our work lives.

Currently, LinkedIn has 433 million members in 200 countries. Microsoft has 1.28 billion Office users worldwide. Microsoft CEO Satya Nadella said in an interview with Bloomberg:

“This is about the coming together of the leading professional cloud and the leading professional network. This is the logical next step to take. We believe we can accelerate that by making LinkedIn the social fabric for all of Office.”

Nadella said that Microsoft’s vision is to place your LinkedIn profile at the center of your online work life, connecting it with Windows, Outlook, Skype, PowerPoint and other Microsoft products.

For example, Cortana (Microsoft’s digital assistant) could provide users with information on other participants in an upcoming meeting by pulling data from LinkedIn profiles. Members working on a project could pull up LinkedIn articles concerning their project or use LinkedIn profiles to search for an “expert” to help with the project.

Microsoft also sees LinkedIn playing a major role in developing a new customer relationship management (CRM) tool for sales organizations. LinkedIn analytics could be integrated with Microsoft’s Dynamics tool, which competes with Salesforce.com, to assist companies with managing their customers.

Here’s a CNBC interview with Nadella and LinkedIn CEO Jeff Weiner explaining the opportunities.

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FREE Webinar: Leveraging the Power of Social MediaFREE Webinar: Leveraging the Power of Social Media

For solos and small firms, the goal of social media is lead generation and business development, pure and simple. How you get there is by building targeted relationships, providing solid content, and consistently adding value. Attorneys we have worked with at The Rainmaker Institute regularly receive 100-250 new leads every month just from efforts online and via social media.

Learn about the social media networks that will work best for your firm and how to leverage them to get more leads by watching my latest free webinar – Leveraging the Power of Social Media.

During this free one-hour webinar, you will learn:

  • 3 low cost marketing tools for maximizing your results from social media
  • The 3 biggest mistakes lawyers make with social media and how to avoid them
  • Top 10 steps to jumpstart your referrals on LinkedIn
  • Using Facebook to connect with potential clients and referral sources
  • How to get qualified leads on Facebook for 90% less than on Google PPC
  • How to use content marketing to position yourself as an industry thought leader
  • Insider secrets to getting more leads from your blog

If you want to discover real-world strategies that work for attorneys when it comes to generating and converting leads using social networks, learn how by watching this free webinar.

Register online now for immediate access to this free one-hour webinar.

9 Steps to Cultivate Referral Sources on LinkedIn

Posted in Generating Referrals for Attorneys, Social Media Marketing for Law Firms

9 Steps to Cultivate Referral Sources on LinkedInWe all know that building long-term, meaningful and influential relationships is foundational to a successful legal practice. People don’t hire law firms; they hire an attorney.

The more people you connect with, the more opportunities you have to build meaningful relationships, and the more potential clients and referral sources you can generate.

Here are the 9 steps you need to take to cultivate referral sources on LinkedIn:

  1. Complete Your Profile. Put in as much information about yourself as you can. Use the same keywords and phrases prospects would use to search for an attorney in your practice area on Google. Sometimes just where you went to college or law school can drive business or referrals to your firm. I know plenty of attorneys who have generated referrals because they went to the same school as someone else on LinkedIn, or grew up in the same hometown. Creating a shared reality with a prospect can be a powerful step toward acquiring their business.
  2. Add Your Photo. Don’t be shy here. Don’t think about whether it’s right or wrong, just do it. A profile with no picture is a bad thing. LinkedIn is a social network for business professionals so your photo should convey that. Stay away from the photo of you on the golf course or holding a glass of wine. If you don’t have a professional headshot, they are available from any photography business for a nominal fee.
  3. Use The Headline Below Your Profile To Make People Want to Know More. When you set up your profile, LinkedIn uses your name, title or position as your headline, but you can edit this to make it more powerful. Try to think of your headline as your professional tagline. You have the opportunity to describe the type of attorney you are and the type of work you are currently doing. Do not make the mistake of listing more than two areas of law here, as you want to appear as a specialist. Specialists generate more referrals than generalists.
  4. Post Often. If you want to see the social power of LinkedIn, this is where you will find it. The Post area of LinkedIn allows you to share articles or other content — like repurposed blog posts — to extend your reach to your LinkedIn network.
  5. Include All Your Web Links. You can add up to three links to your firm’s websites. There are default settings, but these are also customizable. So instead of www.TheRainmakerInstitute.com, I customized it to say “law firm marketing experts”, but it still links to my website. This is another place where you should use your keywords like: “Scottsdale bankruptcy attorney” or “Gilbert divorce lawyer” and link it to your website, blog or even your Facebook fan page.
  6. Make Your Profile Public. Be sure to make your LinkedIn profile “public”, which means all the information you put in it is available to search engines to make it easier for people to find and connect with you.
  7. Don’t Use The Same Copy For Your Summary As Your Bio. The summary is not a place to talk about all the things you have done in your life. This is the place to position yourself as the go-to attorney in your particular practice area and geographical region.
  8. Use LinkedIn Groups. LinkedIn Groups can be a very effective way to increase your visibility among niche audiences, like your target market. It takes a little while to get used to how this works. I recommend you start by ‘listening’ before diving in. There are some places you should start with, such as alumni groups and groups in the industry segments you follow. We run several LinkedIn groups you can join for free including: Phoenix Attorneys, Personal Injury Attorney Network and the Rainmaker Law Firm Marketing Group. Simply log into your LinkedIn account and search under groups. Once you understand how groups work, join those focusing on your target market or potential referral sources (like CPAs, financial advisors or business brokers) or even start your own.
  9. Add LinkedIn To Your Email Signature. Most attorneys put their contact information in their email signature; add a link to your LinkedIn account. Here’s mine: http://Rainmaker.MyLinkInvitation.com. I would welcome the opportunity to connect with you on LinkedIn.

As soon as you start networking with LinkedIn, you increase your chances of reaching new clients and referral partners. However, be willing to work at it. This is not something you can “set and forget”.

linkedin-report

Learn to Master the Art of Lead Conversion and Social Media at The State Bar of California Solo and Small Firm Summit

Posted in Law Firm Marketing, Lead Generation for Law Firms

Learn to Master the Art of Lead Conversion and Social Media at The State Bar of California Solo and Small Firm Summit I hope you plan on joining me at the event of the year for California solo and small firm practitioners: The State Bar of California’s Solo & Small Firm Summit on June 16-18, 2016, at the Newport Beach Marriott Hotel & Spa in Newport Beach, California.

I will be delivering four keynote addresses during this conference that are sure to be of interest to attorneys wishing to hone their law firm marketing and development skills, including:

Thursday, June 16, 11:30 a.m. — Building a 7-Figure Lifestyle Law Firm: Upscaling from a Job, to a Practice, to a Business

There are 3 stages every law firm goes through to break the 7-figure barrier. At each stage there are challenges that must be faced and changes that must be made. Since 1999, The Rainmaker Institute has trained over 18,000 attorneys and helped hundreds of their clients break 7 figures. If you’ve struggled to scale to a million dollars or more in your law firm, you need to attend and discover:

  • What are the 5 key challenges you must face to grow to the next level
  • The 10 major parts of every successful law firm
  • Specific steps you must take to build a lifestyle law firm that provides the income you want to enjoy the life you want

Thursday, June 16, 5 p.m. — Top 10 Mistakes Lawyers Make That Kill Their Intake & Lead Conversion Rate…And How to Fix It!

Top 5 Mistakes Law Firms Make When Following Up With LeadsLead generation is expensive! You have companies that will sell you SEO, PPC, direct mail, TV advertising, and PPL (pay per lead), but who will help you convert more of these costly leads into more retained clients? Is the person who answers your phone doing everything they can to convert? Do you have a simple system in place to track all of your leads and measure your true conversion rate to determine if you are making a profit on these leads? In this fast-paced workshop attendees will discover:

  • The 5 stages of lead conversion
  • 7 specific strategies to immediately double your lead conversion rate
  • Implementing simple systems to track your leads
  • How to overcome pricing objections

Friday, June 17, 8:30 a.m. — Leveraging the Power of Social Media (Part 1): Using Facebook and Content Marketing to Get More Leads

How to Create a Law Firm Social Media Marketing PlanFacebook and content marketing are two of the most cost effective ways to generate high quality leads for your law firm. Many law firms have tried social media and failed because they didn’t have a proven blueprint that shows them exactly how to do it…until now! In this information-packed session you will discover:

  • The 3 biggest mistakes lawyers make with social media and how to avoid them
  • 7 key strategies to tap into the power of Facebook
  • How to get qualified leads on Facebook for 90% less than with Google PPC
  • How to use content marketing to position yourself as an industry thought leader
  • Insider secrets to getting more leads from your blog
  • The Rainmaker Social Media Marketing Blueprint®

Friday, June 17, 4 p.m. — Leveraging the Power of Social Media (Part 2): From LinkedIn to Lunch

10 Steps to Jumpstart Your LinkedIn Presence & Get More Referrals FastLinkedIn is a powerful tool to build referral relationships for your law firm. In this fast paced session you will learn 10 steps to jumpstarting your marketing efforts on LinkedIn and how to go from LinkedIn to lunch!

  • Creating a powerful profile
  • How to ethically increase your profile views by 400%
  • Where to quickly find hundreds of potential referral partners
  • How to approach referral partners online and build the relationship offline

Registration deadline is Monday, June 13, 2016. You can register online by visiting The State Bar of California’s Solo & Small Firm Summit home page or call 415-563-2508 for more information. Attendees can receive up to 10 hours of MCLE credit.

3 Crucial Questions Your Law Firm Must Answer to Succeed

Posted in Law Firm Marketing

3 Crucial Questions Your Law Firm Must Answer to SucceedIf we all knew the right formula for success, every business would succeed. However, when it comes to building a successful law firm, there are many attorneys still struggling to find that formula.

A recent post at Digital Marketer detailed three essential questions that every business must answer if they want to succeed and these questions certainly apply to the legal profession.

Question #1: What value do you provide?

We are not talking about your “product” — whatever type of law it is that you practice. We are not talking about your hopes and dreams for your practice because your clients do not care about that. We are talking about what kind of value you deliver to your clients. If someone hires you, what will they have tomorrow that they didn’t have today? How will they feel after working with you? How will their lives or the things or people they care about be better because they hired you? These are the questions you must answer to articulate the value you bring to a working relationship with your clients.

Question #2: Whom do you serve?

The idea of practicing law to serve the ideal called “justice” may be noble but it will not put dinner on the table. The ideal you must serve is the client and you must organize your firm around your ideal client. Identifying and defining your ideal client will tell you who your target market should be.  Without knowing your target market, you are wasting money marketing to the universe of “everyone.”

Question #3: How will you say no?

It’s not unusual for attorneys, especially those just starting out, to take on any client with a pulse. This is a mistake because you will work yourself and your staff to death on marginal business.

One of the biggest misconceptions is if you market like a specialist and niche your legal practice, your business is going to dramatically diminish. The truth is, when you niche your legal practice, you speak and communicate more powerfully to your ideal market than if you say you can help anyone and everyone.

Of course, there may be a few prospects you will no longer reach…but because you are stating a compelling reason why your ideal target should do business with you, your firm will begin to attract your ideal target market more powerfully.

This is exactly what you want. You want to attract the people or companies that are most likely to do business with you initially, repeatedly and at the highest profit margin.

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FREE Online Seminar: How to Develop Your Law Firm Marketing PlanFREE Online Seminar:  How to Develop Your Law Firm Marketing Plan

Join Stephen Fairley for a free 60-minute legal marketing webinar: Develop Your Law Firm Marketing Planwhere you will learn…

A proven legal marketing system that has helped 18,000 attorneys convert more prospects into paying clients.

Step-by-step actions you should take throughout the course of the next 12 months tosubstantially increase your revenues.

Effective strategies to win clients in today’s hyper-competitive online focused marketplace.

Creating a marketing plan for your law firm is the first step in building a foundation for a profitable future.  During this complimentary webinar, learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place for today’s hyper-competitive online focused marketplace

Stephen will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.

There are several sessions of this free webinar scheduled; you can choose what works best for you from the drop-down menu when you click on the following link to register online for our FREE Develop Your Law Firm Marketing Plan online seminar.