The Rainmaker Blog : Law Firm Marketing and Business Development : The Rainmaker Institute : Stephen Fairley : Professional Legal Marketing

• Email This
• Print
• Trackbacks
• Share Link

I can’t tell you how many times I’ve had attorneys come in and say, “I just gave this great presentation to my target market, and it was just fantastic. I talked to dozens of people afterwards and it was great. I got a bunch of business cards and a bunch of contact information.”

But the attorney never follows up on those people Many attorneys would say they don’t want to seem ‘pushy,’ or they don’t want to “bother” the other person.

The truth is, those excited people you spoke to are probably wondering why they haven’t heard form you. They expect to hear from you. And you can believe if they don’t want to be bothered, they’ll let you know.

To succeed in marketing your small or solo law firm, you must be persistent. It’s a numbers’ game, where you have to get in front of X number of people in order to get X number of prospects, then follow-up with these prospects X number of times to get a client. This goes against the grain of traditional legal advertising, but remember that traditional advertising no longer works.

And don’t give up and take a passive approach to building your practice. A passive approach is like waiting for the phone to ring, waiting for a knock on the door or waiting for a referral to come in.

Like it or not, to survive, attorneys have to get in the game. On average, it requires 6 to 8 follow-up attempts to get in front of a prospect, even a prospect who is interested in what you are offering. So in building your practice, you must take an active approach to marketing.

************************************

If you think . . . you can’t make more money and have the time to enjoy your life . . . you’ve never been to a Rainmaker Retreat. If you’re a partner in a small law firm or are on your own and want to grow your practice while enjoying the lifestyle you deserve, you owe it to yourself to attend a Rainmaker Retreat. In this two-day marketing boot camp for small and solo law firms, you’ll learn valuable information and practical steps to take to better market your practice. The next Rainmaker Retreat is scheduled for Friday, March 27^th and Saturday, March 28^th in Las Vegas. Register early and receive $200.00 off your registration fee and $800.00 worth of bonuses. To register or for more information, go to: www.RainmakerRetreat.com or call 1-888-588-5891.