The Rainmaker Blog

The Rainmaker Blog

Law firm marketing and business development strategies

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The Success of Your Law Firm Depends on Your Grit

Posted in Law Firm Development, Law Firm Marketing

Are you gritty? Your personal success — and that of your law firm — depends on it.

Dr. Angela Lee Duckworth gave a TED Talk in 2013 about grit as the key to success. As she defines it, grit is “passion and perseverance for very long-term goals. Grit is having stamina. Grit is sticking with your future, day in, day out, not just for the week, not just for the month, but for years, and working really hard to make that future a reality.”

Duckworth, a psychologist and MacArthur Foundation Genius Award winner, has been studying grit and its importance in achieving success for more than a decade. She has researched grit extensively, studying it primarily in schools and universities. And what she has discovered is this: a person’s success is not predetermined by talent, IQ, or looks. It is determined by grit.

And one of the most important parts of having grit is enduring failure. No one likes to fail, yet we will all experience failure, both in our personal and professional lives.

Standing firm against failure makes you gritty.

Wading through hundreds of “no’s” to get to a few “yes’s” makes you gritty.

Belief in yourself above all evidence to the contrary makes you gritty.

And all of these things are necessary to build a thriving legal practice.

Here is Dr. Duckworth’s TED Talk:

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Small Business Week Rainmaker Giveaway #2: The Top 10 Habits of Successful Rainmakers WebinarSmall Business Week Rainmaker Giveaway #2: The Top 10 Habits of Successful Rainmakers Webinar

Successful rainmakers have certain characteristics and habits in common which propel them to higher levels of success.

As Booker T. Washington famously said, “Success always leaves footprints!”

In this free webinar, we examine the characteristics of top Rainmaker attorneys—lawyers who consistently bring in the big files and the big clients—so you can learn from and adapt these qualities to your personal marketing approach.

We explore how these characteristics manifest themselves as key behaviors and specific actions that can propel your practice to higher heights. Understanding how to implement these proven, actionable steps on a consistent basis will distinguish you from your competitors and add to your top line revenues!

If you’re currently seeing lower revenues or struggling to land bigger and better clients on a consistent basis, then you absolutely cannot afford to miss this compelling webinar.

Join us and learn:

  • How to devise a dynamic and highly effective marketing action plan, and actually implement it!
  • The imperative of stepping up your communications with clients and contacts
  • Cost effective techniques for staying in touch with referral sources, clients, and contacts.
  • Techniques for leveraging social media marketing tools without being time intrusive.
  • The secret sauce to marketing success – it works every time!
  • Tips for turning contacts into contracts.

Sign up online now for free access to this one-hour webinar on The Top 10 Habits of Successful Rainmakers.

Lessons for Lawyers from Steve Jobs

Posted in Law Firm Development, Law Firm Marketing

This is Small Business Week and I’m going to share with you some inspiring talks by business visionaries in this week’s blog posts.

The first is one of the most famous commencement speeches ever given — the 2005 Stanford commencement address by Steve Jobs. One of my favorite lessons from Jobs’ talk is “Don’t be trapped by dogma — which is living with the results of other people’s thinking.”

The most successful lawyers I know have followed the less-traveled road to success. They have freed themselves from conventional thinking within the legal profession. They have marketed when others have not. They were among the first to adopt alternative fee structures while others lost clients to the hidebound billable hour. They have recruited Superstars for their firms while others were happy just to fill office chairs.

Our success in helping more than 18,000 lawyers grow their firms has always been rooted in contrarian thinking.   When firms have believed that the best path to fill their coffers was to be everything to everyone, we have demonstrated the profitable power of specialization. When firms have clung to traditional advertising, we have shown lawyers that the road to better ROI lies in isolating a target market and reaching out to them one-on-one for a more engaging experience. When the legal professional scoffed at Internet marketing and social media, we proved how having a strong online presence led to more leads.

Steve Jobs was a contrarian his whole life. Listen to Jobs speak about seeing opportunities in setbacks — even his own death, which was much closer than he knew at that time:

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Small Business Week Rainmaker Giveaway: Top 10 Law Firm Marketing Strategies for 2016Small Business Week Rainmaker Giveaway: Top 10 Law Firm Marketing Strategies for 2016

Are you ready to take your law firm to the next level? Are you ready to move from a job to a practice and a practice to a business? Do you want to build a law firm that not only provides for your family and your future, but also generates more revenues while giving you more time off?

As the saying goes, if you always do what you’ve always done, you’ll always get what you’ve always got.

As you plan for your future, I would like to personally invite you to invest 60 minutes of your time to work “on your business, instead of just working in your business” (a la Michael Gerber).

Learn about the Top 10 Law Firm Marketing Strategies for 2016, including:

  • 3 critical areas you need to focus on to make this your best year ever
  • The 4 stages of law firm growth…and what you need to do to go to the next level
  • 5 key components of a Marketing Action Plan (MAP)
  • The 2 biggest reasons why you’re not getting more referrals…and how to change that
  • How to significantly increase your revenues without spending more money on marketing

FREE BONUS: When you sign up for this webinar you will also be given free access to a 10-page, comprehensive Marketing Action Plan you and your team can use to create your 2016 plan!

Sign up now to access this free one-hour webinar on the Top 10 Law Firm Marketing Strategies for 2016.

VIDEO: Get Inside a Rainmaker Retreat

Posted in Law Firm Marketing, Rainmaker Retreat Boot Camp

You never know exactly what will resonate for each attorney who attends a Rainmaker Retreat, our two-day law firm marketing seminar, but you can be sure that each and every one of them will take away something they can put to use right away in their legal practice.

We schedule a session every month around the country and spend two intensive days teaching the principles and strategies of what works when it comes to legal marketing for small law firms and solo practitioners, including:

  • Over 65 proven online and offline legal marketing and business development strategies tailored specifically for small firms and solos;
  • Lead generation techniques that will teach you how to generate more leads from your website, social media and blogs;
  • Proven strategies for converting leads to clients and ways to increase your conversion rate so you don’t have to spend so much time and money generating new leads;
  • Ways you can double your referrals over the next 90 days.

Nothing replaces the experience of being at a Rainmaker Retreat in person, since group participation and learning from peers is also part of the success of this program. To get a feel for a real Rainmaker Retreat experience, take a few minutes and watch this video:

Whatever you learn at a Rainmaker Retreat will help you transform your practice. We have these sessions scheduled in 2016:

You can get more information and register online for any of these sessions at RainmakerRetreat.com or by calling 888-588-5891.

How to Increase Your Law Firm Website’s Lead Generation Capability

Posted in Law Firm Websites, Lead Generation for Law Firms

How to Increase Your Law Firm Website’s Lead Generation CapabilityIs your website operating to maximum efficiency for lead generation? Do people who come to your site stay or do they jump off after the home page?

Do you know what your “bounce rate” is?

If someone visits only one page on your site and then leaves, that’s a “bounce”. They haven’t found what they are looking for, or for some reason decided to abandon the site without doing any further investigating.

Bounces are bad for business. If people are coming to your website and then immediately abandoning it, you have lost a potential lead.

So how do you know what the bounce rate is for your site? Most websites have reporting tools already built in, but in case yours doesn’t, here’s one of the best (and it’s free!): Google Analytics.

Google Analytics will provide you with insights into your website traffic that will help you improve your marketing effectiveness – for free! It’s a simple sign-up process, they furnish you with a bit of code to tag your pages with, and then your free monitoring and reporting system is in place.

What you learn from being bounced.

If you have a high bounce rate – 60% or more – then something is probably wrong with your home page or landing page. People are leaving because their needs are not being met…but how do you know what changes to make?

It depends on where your traffic is coming from.

If you have a high bounce rate from your pay-per-click or paid search campaign, there is obviously a disconnect between your ad or the keywords you used and your landing page.

Maybe the keywords you chose are not really working for you and your content is therefore not relevant to site visitors. The Google Analytics tool provides you with data on your site’s keyword bounce and conversion rates.

If you suspect your keywords could use some improvement, use the Experiments tool in Google Analytics to help you determine whether or not you have the right keywords. You can also use this tool to learn what changes to your site can drive the most conversions. And that means sales.

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NACBA MEMBERS! Be Sure You Join Me Tomorrow for This Free Webinar!NACBA MEMBERS! Be Sure You Join Me Tomorrow for This Free Webinar!

On Thursday, April 28, I will be presenting a special free webinar for NACBA members on Building a 7-Figure Lifestyle Law Firm: Upscaling from a Job to a Practice to a Business.

The webinar starts at noon PT/3 p.m. ET and you can register online now.

There are three 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. The Rainmaker Institute has trained over 18,000 attorneys and helped hundreds of their clients break that 7-figure barrier.

This free 60-minute webinar for NACBA members will show you strategies specifically for attorneys looking to build a multi-million dollar lifestyle law firm. You will learn:

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

Hope to see you tomorrow!

4 Steps to Increase Your Law Firm’s Online Visibility

Posted in Internet Marketing for Lawyers, Law Firm Marketing

4 Steps to Increase Your Law Firm’s Visibility OnlineThere is one simple marketing strategy that can mean real money in your pocket: increasing the online visibility of your law firm. If you increase your online visibility, you improve your chances of having potential clients find you because online is where consumers are looking for attorneys these days.

Here are some tasks you should consider undertaking in an effort to improve your visibility online:

Review your website – Approach your website as a client would and ask yourself these questions:

  • Is the design appealing and professional?
  • Is it easy to navigate around the site?
  • Are all the links working?
  • Is my content relevant and fresh?
  • Are online tasks intuitive and easily managed?
  • Are my download times reasonable?

Be prepared to fix or update anything that doesn’t pass the test.

Fresh content – Fresh, relevant content is essential since Google includes real time search results in their search algorithms. This means that when you add new content to your site or update your social media pages – LinkedIn, Facebook, Twitter, etc. – you will improve your online visibility.

Social media – With the growing popularity of real time search, the impact of social media on your law firm website has increased dramatically. Social media is important for building relationships with prospects, but is now equally important for organic search optimization.

But beyond search, social media — primarily Facebook — is where your prospects are every day. A recent comScore study showed that almost 100% of Internet users aged 18-34 and 92% of those over age 35 are on Facebook an average of 30 minutes a day. Those are your prospective clients! Posting content to Facebook on a regular basis will broaden both your online visibility and your appeal to those prospects.

Landing pages – The use of landing pages as a destination for PPC campaigns and to drive traffic deeper into your site is also monitored by search engines. If visitors abandon your landing page without going further into your site and return to their search results, your site ranking may suffer. Landing pages need to enhance your site’s user experience as a relevant gateway to your website.

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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 Plan, where 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 to substantially 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.

FREE Lead Conversion Webinar for PI & Mass Tort Law Firms on May 11

Posted in Lead Conversion

FREE Lead Conversion Webinar for PI & Mass Tort Law Firms on May 11Personal injury and plaintiff law firms spend millions of dollars every year to generate leads, but very few pay attention to the most cost effective way to sign up more cases—improving their intake and lead conversion rate!

The Rainmaker Institute has helped over 18,000 attorneys grow their law firms, including many of the fastest growing (and most profitable) PI and Mass Tort firms in the nation. We have clients who are spending $10K, $50K, $250K, even upwards of $1M per month trying to get more leads for their law firm.

Because of our relationship with Advocate Capital, Inc., we would like to invite you to attend this moneymaking webinar — Top 10 Ways To Drastically Increase Lead Conversion — on Wednesday, May 11 at 2 p.m. ET/11 a.m. PT at no cost to you.

If you’re spending money on lead generation for PI cases, then you will love this webinar because we are going to pull back the curtain and show you exactly how high-performing law firms are converting cases like crazy using these proven strategies!

You will discover:

– The single biggest mistake attorneys make with their intake

– How long it takes for a lead to go from hot to cold

– 3 goals for your first call with a new lead

– 7 specific strategies to convert more leads into appointments

– Top 3 ways to get more leads to sign up fast

– Case study of a law firm who tripled their conversion rate in 90 days

– The who, when, and how of following up with your leads

Register online now for this FREE webinar on Top 10 Ways To Drastically Increase Lead Conversion. If the time doesn’t work for you, register anyway and we’ll send you a link to the recording to watch at your convenience.

Guidelines for Law Firms on Using Facebook for Business Development

Posted in Social Media Marketing for Law Firms

With the new features announced at Facebook’s annual developer conference earlier this month, it is clear that Facebook is becoming much more business-friendly.

Long recognized for its reach and success in keeping people connected with friends and family, this social media behemoth has woken up to the opportunities that come from connecting businesses to their target markets and is taking steps to elevate the experience for everyone, including law firms.

Your law firm’s presence on Facebook all starts with your business page and there are some features I’ll bet you’ve overlooked that can help you improve your traffic, build your brand and generate more leads as well.

This infographic from Cafe Quill provides 13 tips for creating a successful Facebook business page:

Guidelines for Law Firms on Using Facebook for Business Development

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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 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.

Why Law Firms Need to Focus on Lead Conversion (Hint: $$$)

Posted in Lead Conversion

Why Law Firms Need to Focus on Lead Conversion (Hint: $$$)I am in Las Vegas where I made a presentation yesterday during the Mass Torts Made Perfect Spring Seminar on lead conversion strategies for law firms.

Lead conversion is often overshadowed by lead generation at law firms, even though it has been proven time and again that even small increases in conversion rates can make a significant difference in your revenues.

The average consumer law firm only converts 5-15 percent of their leads into paying clients (out of 100 leads, they sign up 5-15 new clients)! However, by taking a systematic approach to lead conversion, you can increase your lead conversion rate to 25, 35, even 45 percent. Translated – that means you can double or even triple your revenues without getting any more leads!

You can begin to understand the value of lead conversion when you think about the people who don’t retain you at the first meeting. Realize that they are not saying “no;” they are usually saying, “not yet” or “I’m not ready.” If you have a lead conversion system that helps you stay connected with them via email or periodic phone calls, they will more than likely retain you when they are ready versus going to one of your competitors.

Let me give you a simple illustration. When an attorney calls me to get some ideas on how to market their law firm, I often end up inviting them to attend one of our Rainmaker Retreat legal marketing seminars, but often the dates of our seminar conflict with their schedules. It’s not that they don’t want to go, it’s “not yet” or perhaps they are not mentally ready to make the jump to the next level. Either way, if I depended on my memory to follow up with them some time in the future, we would be in serious trouble!

Instead, we have implemented a comprehensive follow-up system that includes multiple keep in touch emails and automated reminders that help us remember to call that person weeks or even months after the initial call. In addition, we are committed to sending out a newsletter every single month and have been doing so for years.

I regularly hear from new clients how they have been receiving my newsletter for 5 to 10 years and were finally ready to sign up and start working with us. Talk about a long sales cycle!

The point here is, if you have a comprehensive system that follows up with potential clients for long periods of time, you will reap the benefits.

If you would like to learn more about implementing a follow-up process for converting leads for your law firm, check out the Rainmaker Intake University. We’ll secret-shop your law firm for free and critique you on the 10 critical factors for creating an exceptional experience for callers so you stand apart from your competition.

We will review the results with you over the phone and discuss a variety of effective strategies to implement immediately so your firm can convert more prospects into paying clients.

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Why Your Law Firm is Failing at Lead ConversionFREE REPORT: Why Your Law Firm is Failing at Lead Conversion

A topic that should be at the top of every law firm’s radar is how to improve your intake and lead conversion. This skill is woefully overlooked by most attorneys, who continue to focus 99% of their efforts and money on lead generation, fallaciously thinking this will solve their declining revenue problems.

Logically speaking, why would someone continue to spend an increasing amount of money on lead generation if they aren’t doing everything they can to actually convert those leads into paying or retained clients?

Lead generation too often comes down to a firm’s financial ability to “throw money at the problem,” but a lead conversion system can level the playing field and give small firms a true unique competitive advantage.

In the new free report, Why Your Law Firm is Failing at Lead Conversion, you will discover:

  • The 12 critical steps to set your law firm apart and convert more leads into clients
  • The shocking results of our secret shopper calls to 126 law firms
  • How to create a true, unique competitive advantage
  • How to dramatically improve your intake process to convert more clients

Get your FREE report now on Why Your Law Firm is Failing at Lead Conversion and start succeeding at turning prospects into clients!

 

 

 

Why Visual Content Matters for Your Blog & Social Media

Posted in Law Firm Marketing

There is a reason why we absorb only 20% of what we read but we retain 80% of what we see.

We’re human — we’re built that way.

Humans are visual beings, so if you can deliver your data visually in an engaging way – through a photo, a video, an infographic, a slide show – you are likely to see better results than if you just convey your message in words.

I can tell you in words why visual content matters so much for your website, blog and social media posts.  But you’d only retain a fraction of what you read.  So I am going to show you, courtesy of Ethos3:

Why Visual Content Matters for Your Blog & Social Media

Tax Day Freebie: Leveraging the Power of Social Media Webinar

Posted in Social Media Marketing for Law Firms

Tax Day Freebie:  Leveraging the Power of Social Media WebinarI used to recommend that attorneys be somewhat active on all social media networks. That was when there were only a handful of them. Now it would be silly to make that recommendation. Instead, you need to narrow your focus to the networks that your clients frequent. And how do you know what those are?

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

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.

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.

You can register online now for immediate access to this free one-hour webinar. Uncle Sam isn’t handing out any freebies today, but we are!