Law Firm Marketing: Failure to Follow-Up Can Stop You From Finishing First
Probably one of the biggest reasons why law firm marketing efforts fall flat is the lack of a powerful follow-up system.
Every success depends on following through. The Indy 500 celebrated its 100th year on Sunday and it was a heartbreaking finish for rookie J.R. Hildebrand, who crashed in turn 4, just before the finish line, giving the victory to Dan Wheldon.
To finish first, you have to be disciplined enough to see something through to the end.
I realize that following up with prospects is probably the most difficult part of the entire marketing process for attorneys. But you won’t get to the finish line unless you do it.
If you’re like most people, you go to a networking event and probably meet anywhere from 10, 20, maybe even 30 people. You take their business cards, you have some interesting conversation, and then you don’t do a darn thing.
But to cross the finish line, this is where you’ve got to be different. You’ve got to think differently in terms of your marketing and, significantly, you have to act differently. And one of the best ways that you can set yourself apart is to commit to having a follow-up system.
Here’s a quick tip I use: after I get someone’s business card, I scribble a quick note on the back – something like “hot prospect” or “referral source” so I remember and do the appropriate follow-up. My assistant then takes those cards, enters them into a spreadsheet, and I review it for follow-up.
Who do I need to call? Who do I need to email? And if they’re actually a prospect, if they’re a qualified prospect, I send them a card or a personal note and make sure I keep in touch.
Whatever kind of follow-up system that will help you cross that finish line, you need to implement it. It’s got to be easy to create, easy to follow, easy to implement or you just won’t do it.
But once you do, I promise you’ll see how following up makes a huge difference and a huge impact on your bottom line.
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Stop Wasting Precious Time and Money
Feel like you don’t have time for marketing? Let us show you how to make a plan that runs on “autopilot” – one that attracts new and lucrative clients while you focus on your practice.
Learn how easy it can be to create an effective law firm marketing plan that performs by getting our Free Guide: 5 Easy Steps to Create Your Law Firm Marketing Plan.
After working with many ultra-successful lawyers we found five common threads in their marketing plans. This guide outlines these shared elements to provide insight into strategies that work and how to make them work for you.
There are two versions: one for Attorneys in Solo Practice and one for Attorneys in a Small Firm. Go here to download them now for free, and start using these proven strategies today!
Memorial Day: Remembering What Connects Us All
I often think about connections, since it is truly at the heart of effective law firm marketing. There are many things that connect us today: country, love of family, love of freedom and honoring all of those who sacrifice to serve our nation.
I am pretty sure that every one of us knows someone who has served – a family member, a friend, or a friend’s family member. Maybe it’s someone you know from work or from your place of worship.
And, to me, this is the tie that binds. Each one of us has benefitted from that service, even if we have only a distant connection to the person who sacrificed some – or all – so we can live in freedom.
There are few things more profound than service to others. Whatever you are doing today, I hope you will join me in thinking about those who have served and who are still serving today.
I would like to think that today, we can all share this indebtedness -- and that those who are the focus of our thanks truly feel a free nation’s gratitude.
The Rainmaker Retreat: A Law Firm Marketing Seminar You Can Take to the Bank!
Watch as Darren Mish, a Tampa, FL tax attorney who attended our recent Las Vegas Rainmaker Retreat, explains why he expects to earn an extra million dollars this year using the law firm marketing principles he learned in just his first day:
If you need help to build your legal practice or want to learn a proven attorney marketing system, you owe it to yourself to attend the Rainmaker Retreat. Register now for one of our upcoming sessions:
- July 22-23, 2011 in Orlando, FL
- August 19-20, 2011 in Las Vegas, NV
- October 7-8, 2011 in San Francisco, CA
- Dec. 2-3, 2011 in Los Angeles, CA
Early-bird registration for the Rainmaker Retreat is available for a limited time, and provides you with $300 of extra benefits. A special VIP registration is also available for attorneys looking for more personalized attention.
You can register online at the Rainmaker Retreat website, www.RainmakerRetreat.com or by calling 888-588-5891.
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Exclusive Rainmaker Retreat Preview Call – Learn Before You Go!
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 7,000 attorneys find more and better clients, then register now for our free one-hour teleseminar.
Hosted by Rainmaker Institute CEO Stephen Fairley, this teleseminar will give you a preview of the valuable material that is taught at our 2-day Rainmaker Retreat as well as teach you:
- How to Avoid the Most Deadly Marketing Mistakes Attorneys make
- 3 powerful strategies you must put into action in your practice immediately
- How to set yourself apart from your major competitors
- Secrets top attorneys are using to generate more referrals right now…
- How attorneys are winning even in this economy by implementing this proven 8-step system
Sign up now for one of these upcoming one-hour teleseminars:
Thursday, June 2, 2011
1pm PT | 2pm MT | 3pm CT | 4pm ET
Tuesday, June 7, 2011
1pm PT | 2pm MT | 3pm CT | 4pm ET
Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!
Law Firm Marketing: Yet Another Secret Top Rainmakers Use to Fill Their Practice
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Earlier this month I blogged about the secrets top Rainmakers use to fill their practice, gleaned from more than 10 years of working with small law firms and solo practitioners. Here’s the next one:
Strategy 3. Keep In Touch With Clients
The best source of referrals is often a satisfied client, but only if the client remembers you when one of their friends or colleagues needs your help. If you're like most attorneys, you have helped hundreds of people over the years, so staying connected to them every 4-8 weeks can be an overwhelming task. Here are a few tips we recommend for keeping in touch with your clients:
Use a contact management system. Have your assistant enter their contact info into a database program like InfusionsoftforAttorneys.com, ACT!, Goldmine or Salesforce.com. Information is only as useful as it is accessible.
Collect their email addresses. Add a place for their email addresses on your intake form.
Send out a "Keep In Touch" letter to former clients thanking them for the opportunity to serve them.
Conduct an Annual Client Satisfaction Survey. Ask clients what they liked most and least about your firm as well as what upcoming challenges you could assist them with.
Offer them a special report or "Top 10 Tips" sheet and request they update their contact information.
Send them practical, educational information every 4-6 weeks. Electronic newsletters, called E-newsletters, are the best way to stay connected. Make them short. Focus on informing, educating and adding value to your clients (do not turn this into a sales pitch). We recommend www.ConstantContact.com to manage your e-newsletter.
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Practice Made Perfect for Lawyers CD Set
The Practice Made Perfect CD set and manual applies Stephen Fairley’s unique High Impact Marketing System to the practice-building challenges faced by solo practitioners and partners at small law firms.
It includes dozens of specific marketing and sales recommendations that can be easily and quickly applied to your firm, including:
- The only 7 sure-fire ways to get clients in your door NOW
- Why advertising doesn’t work for most small law firms
- The 7 reasons why people don’t buy from you
- How to market and sell with USP’s (Unique Selling Proposition)
- Using audio logos to attract immediate attention for your business
- Using low-cost, high impact marketing strategies
- Strategies for achieving maximum results from all of your marketing efforts
- How to discover your Ideal Target Market
- 3 critical factors to remember when looking for new clients
- The NEW sales cycle for professional services
- How to retain your best clients
Click here to order your Practice Made Perfect for Lawyers CD set and manual now.
Law Firm Marketing: How to Ask for Referrals Without Embarrassment
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A member of our marketing team was discussing with me a problem that I find a lot of our clients have: asking for referrals without feeling embarrassed. We know that many attorneys build a good portion of their practices on referrals – yet, why is it so many feel almost ashamed to ask for a referral?
I believe that these attorneys are not looking at referrals in the right way. They see them as asking for a favor, when in fact you should regard it as extending a favor. That’s right. You are not asking to get a favor, you are asking to bestow one.
The secret to getting lots of referrals is to make it about them, not about you. Think about what benefits you offer your referral sources and what problems you may help them solve. When you help someone help a friend, family member or colleague, you have done them a favor.
Think about how referring you can make your client’s life better, and you will never be embarrassed to ask for a referral again.
Attorneys who rely on referrals for new clients also have to have a referral mindset. Always look for those moments in your relationships with others to create referrals – when you have won a case for a client, when you have helped someone avoid litigation, when you have provided a referral – all opportunities for you to generate referrals.
You also need to make it as easy as possible for people to refer you. Provide them with a written document that outlines the characteristics of your ideal client. Create white papers or give seminars that solve problems their clients may be experiencing and co-brand them, so your referral source benefits.
The real secret to feeling comfortable about generating referrals is to think give, not take. And to implement a system that creates a referral mindset throughout your organization.
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Free CD: Insider Small Law Firm Marketing Practices
Get your free CD on Insider Small Law Firm Marketing Practices by #1 Best-Selling Author And Nationally Recognized Law Firm Marketing Expert Stephen Fairley, and listen as he reveals A Proven System To Generate More and Better Referrals, Find New Clients Fast, and Fill Your Law Practice!
Discover:
- How 1 piece of simple technology in your practice will drastically increase your communication with prospects, clients and referral sources – resulting in a major revenue boost
- 5 ways to market and position yourself as a recognized expert
- How 2 Attorneys promoted their law firms to over 100,000 people for less than $100 in 2 hours
- The 1 item you must absolutely have to create a Million Dollar Law Practice (hint: Not having this will almost guarantee your failure!)
- 6 BIGGEST secrets to generating more and better referrals
- How to create a proven network of 30 new Strategic Referral Partners in the next 90 days
To obtain your free CD, click here now.
June 8 Webinar on Getting to the Top of Google: The Power of Link Building for Lawyers
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Getting to the top of Google, Yahoo! and Bing for any term related to the legal industry is highly competitive! Attorneys spend millions of dollars every year on Pay Per Click (PPC) and banner advertisements trying to drive more traffic to their websites.
Far too often it comes down to how much money a law firm has to spend on PPC to outbid their competition. How are small law firms and solo practitioners supposed to compete when attorneys are spending $20 to $100 per click for keywords?
If you're thinking, “there must be a better way!” then this webinar is for you!
Join me on Wednesday, June 8 at 3 p.m. ET for a one-hour webinar on Getting to the Top of Google: The Power of Link Building for Lawyers. I will share a little known secret of how hundreds of attorneys are rapidly increasing their website rankings in 90 to 120 days through building targeted links back to their websites.
In this 60-minute webinar, you will learn:
- One of the fastest ways to get your website blacklisted by Google (make this mistake at your own peril)
- Link building on the low down—building links on a shoestring budget
- What an “inbound link” is and why Google loves them
- The metric Google uses to determine if a link is good or worthless
- Why you should almost never pay for a link
- Selecting the right keywords to go after
- The benefits of being at the top of the rankings
- Which directories are worth paying for...and which ones are not
- The top 5 questions you must ask before you hire any link building company
To register for the one-hour webinar on Getting to the Top of Google: The Power of Link Building for Lawyers on Wednesday, June 8 at 3 pm ET, click here now.
This event will be presented live by phone with a web connection available for those wishing to view the presentation on their personal computers. Internet access is not required for phone-only participants. A copy of the presentation and downloadable materials will be provided after the event.
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FREE "Top 10 Mistakes Attorneys Make and How to Avoid Them" E-book
In a newly revised e-book, legal marketing expert Stephen Fairley outlines 10 of the most common marketing mistakes attorneys make that can lead to the failure of their business, and provides specific strategies and proven principles for avoiding these deadly errors.
Click here to get your complimentary copy online.
Regardless of your specific situation, this free e-book will help you examine how you are currently finding new clients and recommend specific steps you can immediately start using to grow your practice.
We have helped thousands of attorneys achieve their goals of creating a financially successful and personally satisfying legal practice. In this e-book you will discover specific principles and tools you can use to grow your practice, too.
Law Firm Marketing: Bing Brings More Facebook Search Results on Board
Bing is betting we’d all like a little more help from our friends when it comes to search, so it has added even more Facebook into its search results in an effort to steer more search traffic from giant rival Google.
Microsoft, the owner of Bing and a minority owner in Facebook, thinks that making this data available in search will prove to be a large competitive advantage since Google does not have access to this data, and is unlikely to anytime soon.
To integrate your friends’ likes into your search results, you’ll need to let Bing access your Facebook account. Then, every time you search, you’ll see which sites your friends have liked for that search term. If you want to ask one of your friends a question, you click on their profile picture to send them a Facebook message.
If you’re shopping on Bing and happen to be one of those people who likes input from others, you can post a photo of your choices to your Facebook wall and ask just one or all your friends what they think.
There’s also a new Bing toolbar with a “universal Like button” that allows users to more easily “Like” a web page. And if you’re looking for something in a particular city – say, Orlando hotels – images of your friends who live in the Orlando area will pop up, just in case you need to ask their opinion on your choices.
With social media becoming more integrated with search, it is even more important for attorneys to integrate social media into their law firm marketing programs. The fact is, many attorneys cannot devote the time necessary to become educated about it, nor devote the time it takes to do it effectively. This is why we developed the Rainmaker Automated Blogging and Social Media Program. You can get new leads for your law firm through blogging and social media done for you, for one simple and affordable monthly investment.
The Rainmaker Institute will develop, maintain, manage, track and measure your blogging and social media program across multiple platforms, including Facebook, Twitter, LinkedIn, JDSupra, Avvo, YouTube and more.
To learn more about the Rainmaker Automated Blogging and Social Media Program, click here.
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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!
Newly released! Rainmaker in a Box: Volume 2 includes:
8 Proven Steps for More & Better Referrals
Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!
7 Strategies to Recession Proof Your Law Firm
Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!
6 Keys to Unlocking the Secrets of Social Media
Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.
5 Core Components for Highly Successful Websites & Blogs
Stephen Fairley's interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.
Data DVD: Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!
***For Blog Readers, Facebook Friends, Twitter Followers and LinkedIn Connections – we are offering you a $50 discount for Volume 2 and a $100 discount for both Volume 1 and Volume 2 because of your social media presence with The Rainmaker Institute.
Click here now to order!
Will Avvo Help You Land More Clients? Here's How to Tell
Since it’s Friday, I’ll go ahead and put the punch line right up front: Avvo is probably the best advertising vehicle for attorneys out there. But you’ll never know if it works for your practice unless you try it!
While I am not a big fan of traditional advertising, I am a fan of targeted, localized advertising, especially on a site like Avvo that does a great job of SEO, driving over 2 million consumers to its site every month. And every one of those consumers is a potential client for some attorney!
There are two ways attorneys can use Avvo: as part of their overall online law firm marketing program, and as a targeted local advertising vehicle. I have blogged previously on how to do the first; savvy attorneys will at least try the second and there are a couple of ways to do that:
Avvo Pro – For $50 a month, you are not only able to “supercharge” your Avvo profile by spotlighting your peer endorsements and other profile staples, you can also add your blog posts and your live Twitter feed, and get detailed analytics that show you how many people have visited your profile, clicked through to your website and saw your listing in search results. You can also get information on the percentage of Avvo users who searched for an attorney by your practice area and location, and how many of those saw your profile page.
Avvo Ads – Avvo offers two advertising options: sponsored listings that show up at the top of search results, and display ads that appear on Avvo’s most highly trafficked pages. Your ad is targeted by practice area and location – so if a consumer is searching for a DUI attorney in Seattle and you are one, your ad will pop up. Avvo doesn’t make you commit to any long-term contracts (it’s month-to-month), and there are no set-up costs or annual fees for their ads or sponsored listings. You will receive a detailed report on how many potential clients have seen and clicked on your ads. You also have the option of buying out a practice and location category to block competitive ads.
Before you start an Avvo advertising program, I highly recommend polishing your profile so you can earn the highest possible rating. Visit my previous blog on How to Use Avvo.com to Market Your Law Practice for tips on how to do this.
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Stop Wasting Precious Time and Money
Feel like you don’t have time for marketing? Let us show you how to make a plan that runs on “autopilot” – one that attracts new and lucrative clients while you focus on your practice.
Learn how easy it can be to create an effective law firm marketing plan that performs by getting our Free Guide: 5 Easy Steps to Create Your Law Firm Marketing Plan.
After working with many ultra-successful lawyers we found five common threads in their marketing plans. This guide outlines these shared elements to provide insight into strategies that work and how to make them work for you.
There are two versions: one for Attorneys in Solo Practice and one for Attorneys in a Small Firm. Click here to download them now for free, and start using these proven strategies today!
Rainmaker Retreat Continues to Exceed Expectations for Law Firm Marketing Expertise
Our latest Rainmaker Retreat law firm marketing boot camp has just ended and the positive feedback is rolling in:
“Excellent seminar. It gives me confidence that my practice will be successful.” - Jerry Morgan, Of Counsel, Phoenix, AZ
“If you want to become a lean and mean money making machine, this program is for you!” - Mark Gilling, Partner, Phoenix, AZ
“Fantastic seminar! I believe Stephen and crew have all the tools necessary to make my start-up solo practice overwhelmingly successful.”- Chris Caine, Solo, Tucson, AZ
The attendees at the Scottsdale Rainmaker Retreat this past weekend all had a couple of things in common:
- They came with expectations of learning how to take legal marketing to the next level
- They left with specific guidelines and tips instructing them how to do just that and so much more!
Here are just a few of the topics we cover in each Rainmaker Retreat:
- Building a Strategic Referral Network
- Leveraging Technology: Beating the Big Firms on the Internet
- Social Media for Small Law Firms
- Generating More Clients Using the Power of Speaking
- Advanced Technology Tactics for Small Law Firms and Solo Practitioners
- Achieving Expert Status as an Attorney
- Creating Credibility in Your Practice Area
- Secrets of Highly Successful Attorneys
If you are struggling to build your legal practice or want to learn a proven attorney marketing system, you owe it to yourself to attend the Rainmaker Retreat. Register now for one of our upcoming sessions:
- July 22-23, 2011 in Orlando, FL
- August 19-20, 2011 in Las Vegas, NV
- October 7-8, 2011 in San Francisco, CA
- Dec. 2-3, 2011 in Los Angeles, CA
Early-bird registration for the Rainmaker Retreat is available for a limited time, and provides you with $300 of extra benefits. A special VIP registration is also available for attorneys looking for more personalized attention.
You can register online at the Rainmaker Retreat website, www.RainmakerRetreat.com or by calling 888-588-5891.
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FREE Rainmaker Retreat Preview DVD – Learn Before You Go!
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 7,000 attorneys find more and better clients, then click here to receive a free DVD of your colleagues (and even your competitors) describing their experiences at our 2-day law firm marketing boot camp, the Rainmaker Retreat.
Yes, we know you are skeptical. So instead of us telling you how these 2 days will transform your business, you can listen to your peers describe their experiences in their own words.
Click here to order your complimentary DVD right now.
Law Firm Marketing: How Caring Can Be a Competitive Advantage
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Referrals continue to play a huge part in new business for attorneys because they are based on trust, and trust is based on the customer experience.
People will forget what you tell them. They may even forget your name, but they will never forget how you made them feel.
One of my employees recently had an experience that illustrates this powerful marketing principle beautifully. She relates...
"I went to the dermatologist the other day for my annual skin scan, a necessary evil when you live in Arizona. As usual, I was handed several forms to update my medical records. The receptionist also handed me another piece of paper and asked me to read it as I waited for the doctor, telling me it was mine to keep.
"I didn’t keep the paper, but I can’t quite forget what was written on it. First, it was clear the doctor had written it himself. My doctor has quite a personality, and it shone through immediately. It was typed with no capitalization and haphazard grammar – clearly not a professional writing job – and it looked as if it had been Xeroxed a thousand times.
"The gist of his message was this: There are circumstances when I will have to take a piece of your skin for a biopsy. Your insurance company requires that we send it to their preferred lab, where results are read by machine. However, my preferred method is to send it to X Lab, where results are examined by medical technicians and shared with me. This gives me the opportunity to confer directly with the biopsy specialist about your diagnosis. I am ultimately the responsible medical party for your health, and this provides me with the comfort of knowing I have obtained the most accurate diagnosis. You should know that your insurance company may charge you a bit more for using X Lab since it is not their policy to use X Lab as a preferred vendor, but it is my policy to obtain the most accurate diagnosis.
"I was unbelievably impressed by this. I did not care one whit that any biopsy may have cost me a little more out-of-pocket. But I did care a lot that my doctor explained this to me in a way that clearly demonstrated his top priority was my health. If anyone I know ever needs a referral to a dermatologist, this guy is certainly at the top of my list!"
What does this have to do with law firm marketing? This story is a perfect illustration of how doing something simple to build trust and a relationship with clients can come back to you many times over in new client referrals and repeat business.
If your clients spend time waiting at your office, consider handing them something to read that will reinforce their trust in you and help you build that referral relationship. When’s the last time a magazine did that for you?
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Free CD: Insider Small Law Firm Marketing Practices
Get your free CD on Insider Small Law Firm Marketing Practices by #1 Best-Selling Author And Nationally Recognized Law Firm Marketing Expert Stephen Fairley, and listen as he reveals A Proven System To Generate More and Better Referrals, Find New Clients Fast, and Fill Your Law Practice!
Discover:
- How 1 piece of simple technology in your practice will drastically increase your communication with prospects, clients and referral sources – resulting in a major revenue boost
- 5 ways to market and position yourself as a recognized expert
- How 2 Attorneys promoted their law firms to over 100,000 people for less than $100 in 2 hours
- The 1 item you must absolutely have to create a Million Dollar Law Practice (hint: Not having this will almost guarantee your failure!)
- 6 BIGGEST secrets to generating more and better referrals
- How to create a proven network of 30 new Strategic Referral Partners in the next 90 days
To obtain your free CD, click here now.
Law Firm Marketing: How to Market Your Practice in Difficult Times
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I’m in Atlantic City today to make a presentation on 7 Strategies to Recession-Proof Your Practice at the New Jersey State Bar Association’s Second Annual Solo and Small Firm Conference.
For many solos and small firms, the Great Recession is far from over. I’ve had many conversations with clients all across the country and I know many of you are hurting.
But the reality remains that we all have businesses to run and “waiting things out” is simply not an option.
What I am suggesting is that solos and small firms turn this recession into an opportunity to grow by doing what may seem counter intuitive. For example:
Don’t cut back on your level of customer service—increase it. Think of this as your unique competitive advantage.
Continue to invest in marketing. Done properly, marketing is not an expense; it’s an investment. And since your competitors are holding back, this is the perfect time to continue your marketing to help you pull past those competitors.
Call all your best clients every month. Check in with them to see how things are going and how you can help. They’ll appreciate being able to talk business owner to business owner.
Don’t make major decisions based upon your emotion. During stressful times, it’s easy to do so. Therefore, talk to a trusted adviser or mentor and ask for their advice before you make that final decision on major issues.
Take care of yourself. Last, but not least, make sure you’re taking care of yourself—get plenty of rest and balanced nutrition and take time out just for yourself, to recharge your own batteries.
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FREE "Top 10 Mistakes Attorneys Make and How to Avoid Them" E-book
In a newly revised e-book, legal marketing expert Stephen Fairley outlines 10 of the most common marketing mistakes attorneys make that can lead to the failure of their business, and provides specific strategies and proven principles for avoiding these deadly errors.
Get your complimentary copy online here.
Regardless of your specific situation, this free e-book will help you examine how you are currently finding new clients and recommend specific steps you can immediately start using to grow your practice.
We have helped thousands of attorneys achieve their goals of creating a financially successful and personally satisfying legal practice. In this e-book you will discover specific principles and tools you can use to grow your practice, too.
Phoenix Legal Networking Group: Learn Ways To Effectively Market And Grow Your Law Firm
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On Tuesday, May 24, I will be making a law firm marketing presentation on Generating More Referrals from Attorneys, CPAs, Financial Advisers & Other Professionals at the monthly meeting of the Phoenix Legal Networking Group.
Every lawyer wants to say they have a “referral based” practice. For many attorneys, a large percentage of their practice comes from referrals from current and former clients, but how do you generate more and better referrals from other attorneys, CPAs, financial advisers and other professionals, especially if you can't offer them a referral fee?
I will walk you through the steps of building a network of strategic referral partners. You will learn practical skills for:
- Identifying who the best referral sources are for your practice area
- 3 ways to get introduced to them
- How to talk about cross referrals
The networking event and marketing seminar will be held from 5:30-7:30 p.m. on Tuesday, May 24 at Monti’s, 100 S. Mill Ave. in Tempe.
Cost is $25 if you register by May 20, $30 if you register by May 23 and $35 on the day of the event. This covers drinks, hors d’oeurves, the networking event and the workshop.
To register for our May 24 networking and legal marketing event, co-hosted by FindLaw, Attorney at Law Magazine, Coash & Coash Court Reporting and The Rainmaker Institute, visit www.therainmakerretreat.com/network or call 888-816-8935.
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Exclusive Rainmaker Retreat Preview Call – Learn Before You Go!
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 7,000 attorneys find more and better clients, then register now for our one-hour complimentary teleseminar.
Hosted by Rainmaker Institute CEO Stephen Fairley, this teleseminar will give you a preview of the valuable material that is taught at our 2-day Rainmaker Retreat as well as teach you:
- How to Avoid the Most Deadly Marketing Mistakes Attorneys make
- 3 powerful strategies you must put into action in your practice immediately
- How to set yourself apart from your major competitors
- Secrets top attorneys are using to generate more referrals right now…
- How attorneys are winning even in this economy by implementing this proven 8-step system
Sign up now for one of these upcoming one-hour teleseminars:
Tuesday, May 17, 2011
1pm PT | 2pm MT | 3pm CT | 4pm ET
Wednesday, May 25, 2011
11am PT | 12 pm MT | 1pm CT | 2pm ET
Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!
New Rainmaker Retreat Session Added: July 22-23, 2011 in Orlando
Our February Rainmaker Retreat in Orlando was so successful that we have scheduled another session in this fabulous resort city on July 22-23, 2011 at the exceptional Peabody Orlando hotel.
This is a great opportunity for attorneys to get a full-fledged law firm marketing education and bring the family to enjoy the many Orlando activities.
The Rainmaker Retreat is designed for solo attorneys and those in small practices who do not have the marketing resources of the larger firms. It is a working retreat that will help you:
- Create a written 90-day master marketing plan for your firm
- Discover your Unique Competitive Advantage
- Have a written plan for improving your Internet presence
- Outline either an article or produce a professional press release to submit online
- Create a letter of introduction to potential Strategic Referral Partners
Here are just a few of the topics we cover in each Rainmaker Retreat:
- Social Media for Small Law Firms
- Building a Strategic Referral Network
- Leveraging Technology: Beating the Big Firms on the Internet
- Generating More Clients Using the Power of Speaking
- Advanced Technology Tactics for Small Law Firms and Solo Practitioners
- Achieving Expert Status as an Attorney
- Creating Credibility in Your Practice Area
- Secrets of Highly Successful Attorneys
Each Rainmaker Retreat runs from 8:30 a.m.- 5:30 p.m. on Friday and 8:00 a.m. – 2:00 p.m. on Saturday (plenty of time left for you to get out and enjoy a full round of golf!).
Early-bird registration for the Rainmaker Retreat is available for a limited time, and provides you with $300 of extra benefits. A special VIP registration is also available for attorneys looking for more personalized attention.
You can register online at the Rainmaker Retreat website, www.RainmakerRetreat.com or by calling 888-588-5891.
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FREE Rainmaker Retreat Preview DVD – Learn Before You Go!
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 7,000 attorneys find more and better clients, then click here to receive a free DVD of your colleagues (and even your competitors) describing their experiences at our 2-day law firm marketing boot camp, the Rainmaker Retreat.
Yes, we know you are skeptical. So instead of us telling you how these 2 days will transform your business, you can listen to your peers describe their experiences in their own words.
Click here to order your complimentary DVD right now.
TV Advertising: The Gray Area of Law Firm Marketing
I received an email the other day from a writer doing a piece on law firm marketing, asking my opinion on TV advertising for attorneys. Does it work? Does it threaten credibility?
If you are a regular reader here, you know I am not a big fan of television ads for lawyers because most of them don’t produce the kind of ROI that I like to get my clients. Most ads fail because they are not meaningful, they don’t target a specific market, or they don’t have a specific call to action.
That being said, whether TV ads work or not depends on a number of variables including:
Practice area – generally, television is used as a medium for consumer law -- PI, bankruptcy, family law, and DUI/criminal – because logically, TV advertising has the greatest reach to the most consumers. There are many group advertising models out there that produce tens of millions of dollars in cases every year from TV ads. Some of my clients have participated in them, but they usually require a $10K to $100K initial buy-in. Usually they are for product liability like Phen-Phen, Vioxx, Prozac and other popular drugs or something like Meso.
Budget —TV ads are known as ‘interruption-based marketing’ -- in other words, they depend on interrupting the consumer who is trying to watch their favorite TV show and get their attention for 30 seconds. All interruption-based marketing is dependant on multiple viewings (repetition) by the consumer of the same ad before they actually take action. So, if you don’t have a big enough budget to repeat the ad multiple times, then it won't likely work very well. Plus, the popularity of DVRs also makes it more likely that consumers will zip right through your TV ad.
Competition -- if you have a lot of competition already using TV ads, then it may be a lost cause because TV is a learned expertise and he/she who has the most experience usually ‘wins’ in advertising. You have to test, test and retest to find out what works and when you figure out the winning combination then you repeat it and test some more. Most attorneys/law firms aren't willing to truly “test” their marketing efforts to verify if they really work.
Attorneys are always afraid of any marketing they perceive to threaten their credibility. Most of this is baloney. The 2 greatest threats to attorneys' credibility are:
The rotten apples. Every city has them—the bad apples in the bunch. If the bar associations were more aggressive in disbarring the truly egregious cases of attorneys who defraud their clients versus going after the small / solo practitioner who can't afford to hire high priced defense counsel, we would all be better off.
Ignorance about legal issues. The internet is clearly the leading source of information people get about lawyers...and many times the internet is WRONG—either because it's outdated or only tells part of the truth.
I can't honestly make a blanket statement that TV ads ‘never work’ because the truth is, if it never worked no one would do it and we can all attest to the number of attorney ads on TV. However, I continue to favor more targeted approaches that can be measured and that have a track record of producing a good return for my law firm marketing clients – developing referral sources through a Strategic Referral Partner program, Internet marketing and social media marketing through blogs and participation in sites like LinkedIn, Facebook, Twitter, etc.
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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!
Newly released! Rainmaker in a Box: Volume 2 includes:
8 Proven Steps for More & Better Referrals
Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!
7 Strategies to Recession Proof Your Law Firm
Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!
6 Keys to Unlocking the Secrets of Social Media
Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.
5 Core Components for Highly Successful Websites & Blogs
My interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.
Data DVD: Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!
***For Blog Readers, Facebook Friends, Twitter Followers and LinkedIn Connections – we are offering you a $50 discount for Volume 2 and a $100 discount for both Volume 1 and Volume 2 because of your social media presence with The Rainmaker Institute.
Click here now to order!
Law Firm Marketing: Try a New Twist to Attract More and Better Clients
It wasn’t too long ago that attorneys who merely had a website stood out for that reason alone. However, that is no longer the case as more and more law firms are waking up to the incredible power the Internet has to help them attract clients.
So what can you do to stand out online in a way that will bring you more and better clients? Here are some tips:
Create a website that zeroes in on your ideal clients. Don't make the common mistake of trying to be everything to every person. People don't want to work with a generalist. They want to trust specialists. When it comes to marketing your law firm online, focus is critical to your success.
Give website visitors a reason to visit you. Every law firm's website has a place for a free consultation. How boring! That's simply not enough to attract someone's attention. Instead, offer an incentive for paying you a visit – start with that free consultation, but then partner with another local business to offer something of value for every visit. What divorcing woman couldn’t use a spa treatment?
If you have multiple practice areas, develop a micro-site for each one. Again, focus is key here. For example, a personal injury lawyer may have a practice specific website for: SUV rollovers, construction accidents, dog bites, and automobile accidents.
Have your content speak your target’s language. Please remember, writing for the Internet is not the same as writing a legal brief. My recommendation is to hire a professional copywriter who has experience writing for law firms.
Work with an SEO firm. Search engine optimization is the technical process of improving the volume and quality of traffic to your law firm's website. Once you have developed your website into exactly the format you want, you can begin using online legal marketing strategies to market it.
Make sure they have experience in the highly competitive field of legal marketing.
Submit educational articles to online directories. There are hundreds of places online where you can submit articles for prospective clients for free. At the very least, post helpful guides on legal directory sites like Avvo and JD Supra, sites that spend much more than you are ever likely to invest to drive traffic to their sites -- use their marketing muscle to expose your expertise to potential clients.
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Free CD: Insider Small Law Firm Marketing Practices
Get your free CD on Insider Small Law Firm Marketing Practices by #1 Best-Selling Author And Nationally Recognized Law Firm Marketing Expert Stephen Fairley, and listen as he reveals A Proven System To Generate More and Better Referrals, Find New Clients Fast, and Fill Your Law Practice!
Discover:
- How 1 piece of simple technology in your practice will drastically increase your communication with prospects, clients and referral sources – resulting in a major revenue boost
- 5 ways to market and position yourself as a recognized expert
- How 2 Attorneys promoted their law firms to over 100,000 people for less than $100 in 2 hours
- The 1 item you must absolutely have to create a Million Dollar Law Practice (hint: Not having this will almost guarantee your failure!)
- 6 BIGGEST secrets to generating more and better referrals
- How to create a proven network of 30 new Strategic Referral Partners in the next 90 days
To obtain your free CD, click here now.
Law Firm Marketing: 3 Simple Strategies to Generate More Website Traffic
Build it: Write and publish highly targeted articles. Remember to:
- Clearly identify your target market
- Identify their most painful problem
- Provide your solution to their problem
- Include a call to action – i.e, go to your website to get a free report.
Borrow it: Find a Strategic Referral Partner who currently supports your target market, yet isn't your direct competitor. This could be another attorney, an accountant or CPA, a business coach, or any number of professionals, and is a true win/win relationship. As you share their services with your contacts, they will in turn share your services with the people they know, like, and trust.
Buy it: Pay Per Click (PPC) marketing is probably the most important development in advertising in the past decade. Never before has it been possible to spend so little to have new, precisely targeted customers coming to your website within minutes. However, if all your competitors are using the same keywords to target prospects, you don’t need to add your voice to that fray. Talk to your prospects and clients and find out what words and phrases they use to look for a lawyer in your practice area. Research those keywords and find out how many other people use them, then make a list of 20 to 30 words and phrases to use in your PPC campaign.
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Want to Learn More Internet Marketing Techniques for Attorneys? Attend a Rainmaker Retreat!
If you are interested in building a lifestyle law practice through effective law firm marketing, then come to one of our upcoming Rainmaker Retreats:
May 13-14, 2011 – Scottsdale, AZ
August 19-20, 2011 – Las Vegas, NV
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 7,000 attorneys find more and better clients, then register now for one of our one-hour complimentary teleseminars:
Thursday, May 12, 2011
12pm PT | 1pm MT | 2pm CT | 3pm ET
Tuesday, May 17, 2011
1pm PT | 2pm MT | 3pm CT | 4pm ET
Wednesday, May 25, 2011
11am PT | 12 pm MT | 1pm CT | 2pm ET
Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!
Law Firm Marketing: 3 Myths Attorneys Believe About Referrals
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One of the questions I am asked most frequently is: "How do I find more clients?" We all know that referrals are the best way of finding new clients, but there are 3 common myths I would like to dispel about referrals:
1. Clients are the best source of referrals. This surprises a lot of attorneys when I tell them this is a myth. Clients are simply 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? Can they accurately explain who your ideal target market is? Will they remember you when they meet someone who needs your services? Did they just receive a large bill from you? Every firm should have a client education plan that positions your firm, explains what you offer and keeps your current clients informed as to what's going on in your firm (we will show you how to do this in a future issue), but most attorneys find referrals from current clients happens haphazardly, not consistently.
2. Most referrals come from other attorneys. According to industry research, 25% of an established attorneys practice comes from referrals from other attorneys, so logically about 75% of your clients will 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 where those leads came from.
3. Formal networking is a great way to get more referrals. Over the years of helping attorneys, we have found that formal networking events (like trade shows and chamber of commerce, etc.) work exceptionally well for a select group of attorneys and not at all for most attorneys. There are a few reasons why: (1) they attend the wrong kind of group -- one filled with their peers not their prospects; (2) most people don’t know how to network properly and so it becomes a game to see how many business cards you can pass out in 2 hours; and (3) there is no plan for following up in a timely manner. You have 48 hours to follow up with a hot lead or they will likely forget about you. If you are a solo practitioner or just starting out we do recommend trying out a formal leads groups, depending on your practice area.
By now you're probably thinking, if all these are myths, then what's the best source of referrals? Strategic Referral Partners (SRPs) are the best source of new referrals. SRPs are people who already have a relationship with or already do business with the people you want to reach. By building a large network of people who already have relationships with your target market, you can reap the benefits of more referrals.
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Learn How to Generate More Referrals at May 11 Webinar
What would happen to your practice if you could have 20, 40, or even 60 new referral sources every single year who consistently send you new clients?
On Wednesday, May 11, I will walk you through the 8 steps of building a network of strategic referral partners during a one-hour webinar beginning at 2 p.m. ET.
You will learn practical skills for:
- Identifying who the best referral sources are for your practice area
- 3 ways to get introduced to them
- How to talk about cross referrals
- Setting, meeting and exceeding expectations
- 7 ways to keep in touch after the initial meeting
Here are the details for the May 11 Webinar on 8 Steps to Generating More Referrals from Attorneys, CPAs, Financial Advisors & Other Professionals:
Wednesday, May 11, 2011
11am-12pm PT | 12-1pm MT | 1-2pm CT | 2-3pm ET
Cost: $97
Click here to register now!
Law Firm Marketing: How to Use Social Media for Competitive Intelligence
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By nature, attorneys are a competitive bunch, but very few know how to turn that competitive nature into a legal marketing advantage. This is especially important for small law firms and solo practitioners, who rarely have the resources to out-market the big law firms.
So if you can’t out-market them, why not out-smart them by using social media tools to gain insight into what your competitors are doing and – more importantly – if what they are doing works or not.
Here are some tips on using social media tools for competitive intelligence:
Find their social media footprint. Go to each competitor’s website and look for links to their social media pages – usually it’s an icon that you can click on that will take you directly to their LinkedIn and Facebook pages, Twitter feed, etc. If it is not displayed on their website, you can search for them on each social media site.
Using LinkedIn for competitive intel. If your competitors have a company page on LinkedIn, you can see a list of their followers (kind of like an online client and prospects list!). You can also scour information on employees and the activities they are engaged in on LinkedIn, which will give you some insight into how they are marketing themselves on this business site.
Using Facebook. You may have to become a fan of your competitor’s page to see everything they are doing. It’s worth it to get inside their Facebook marketing strategy! You can find out how (or if) they are using Facebook to generate leads and how their fans are reacting to what they are doing.
Using Twitter. You can view your competitors’ tweets to learn what kind of strategy they are using and judge its success by the number of followers they have. You can also view all those followers and get information on them through their short bios. One Twitter tool – Tweepi – allows you to see follower details on one screen. Be sure to search on Twitter by username so you can see replies to your competitors’ tweets, which can provide some valuable information on the feedback they’re getting. You can also research what content on a website gets the most retweets – a good sign it’s something followers like that you may want to consider emulating – by using another Twitter search tool called Topsy.
Using social media for competitive intelligence gathering not only helps you learn about what your competitors’ law firm marketing strategies are and how they are working, but also lets you identify areas they may be missing – areas you can fill to fill your legal practice!
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Free CD: Insider Small Law Firm Marketing Practices
Get your free CD on Insider Small Law Firm Marketing Practices by #1 Best-Selling Author AndNationally Recognized Law Firm Marketing Expert Stephen Fairley, and listen as he reveals A Proven System To Generate More and Better Referrals, Find New Clients Fast, and Fill Your Law Practice! Discover:
- How 1 piece of simple technology in your practice will drastically increase your communication with prospects, clients and referral sources – resulting in a major revenue boost
- 5 ways to market and position yourself as a recognized expert
- How 2 Attorneys promoted their law firms to over 100,000 people for less than $100 in 2 hours
- The 1 item you must absolutely have to create a Million Dollar Law Practice (hint: Not having this will almost guarantee your failure!)
- 6 BIGGEST secrets to generating more and better referrals
- How to create a proven network of 30 new Strategic Referral Partners in the next 90 days
To obtain your free CD, click here now.
Law Firm Marketing: Use LinkedIn Legal Apps to Promote Your Practice
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Lawyers should love LinkedIn for its ability to help them expand their network of potential referrals and showcase their expertise. To ensure you are getting everything you can possible squeeze out of LinkedIn’s usefulness, add these apps to your profile page:
JDSupra’s Legal Updates App – allows you to upload your blog posts, articles, newsletters and other writings and makes them searchable on LinkedIn – another great way to raise your profile among potential clients. Its Custom Distribution feature also allows you to deliver your insight to those beyond your own network.
Martindale-Hubbard’s Lawyer Ratings App – displays your Martindale-Hubbard rating on your profile and lets your clients provide testimonials with one click.
If you have a blog that is hosted by WordPress, be sure you display each post on your LinkedIn page with this WordPress app.
Do you have some videos? The SlideShare.net app allows you to add a video that plays automatically each time someone visits your LinkedIn page.
Referrals are the lifeblood of many law practices, and LinkedIn is probably the most dynamic online tool to expand your referral network. However, just like getting referrals the old-fashioned way, you need to connect and engage. These apps help you do a better job at both.
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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!
Newly released! Rainmaker in a Box: Volume 2 includes:
8 Proven Steps for More & Better Referrals
Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!
7 Strategies to Recession Proof Your Law Firm
Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!
6 Keys to Unlocking the Secrets of Social Media
Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.
5 Core Components for Highly Successful Websites & Blogs
My interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.
Data DVD: Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!
***For Blog Readers, Facebook Friends, Twitter Followers and LinkedIn Connections – we are offering you a $50 discount for Volume 2 and a $100 discount for both Volume 1 and Volume 2 because of your social media presence with The Rainmaker Institute.
Click here now to order!
Law Firm Marketing: Another Secret Top Rainmakers Use to Fill Their Practice
Last Friday I blogged about the secrets top Rainmakers use to fill their practice, gleaned from more than 10 years of working with small law firms and solo practitioners. Here’s the next one:
Strategy 2: Build A Powerful Online Presence
The Internet has changed everything when it comes to law firm marketing and how consumers and business owners select law firms. Many attorneys do not realize that most prospects will research them online before they ever hire them (likewise with potential referral sources).
Having a great website is essential to your law practice. The only thing worse than not having a website is having one that looks like every other law firm's. Hire a website development company that specializes in legal websites, but make sure you end up with a custombuilt website, not a template that can also be used by dozens or hundreds of other law firms. However, Internet marketing goes way beyond having a great website.
Here are some other ways to boost your online presence:
Get a Blog! Blogs, also known as weblogs or blawgs, are a great, inexpensive way to get online fast. There are a growing number of journalists who look to "bloggers" as experts. The search engines love blogs because they provide fresh content and are usually very search engine friendly. However, if you are going to have a blog, be sure you are ready for the commitment: to work effectively, you must update your blog a minimum of three to five times per week. If you don't have time to do that, find someone who can help, but make sure it's unique content otherwise it will not help you with ranking well on the search engines.
Online Article Marketing. Did you know there are hundreds of websites that will publish your articles for free? All you have to do is submit them and within a matter of weeks you will begin to see your online presence grow. These short, education-based articles are written specifically for your niche. If you can write 500 words on a topic, you can use this simple strategy. When you search for my name on Google (be sure to spell it correctly), I generally come up on over 350,000 websites. I don't tell you this to impress you, but to impress upon you that this was not a mistake! It was a marketing strategy and online article marketing is one of the ways I achieved this.
More Rainmaker secrets and practical knowledge on how to implement them are the focus of every Rainmaker Retreat. I invite you to join us for our next Rainmaker Retreat on May 13-14 in Scottsdale, co-sponsored by CLE West (9 hours of MCLE credits, including one hour of Ethics Credit, may apply).
If you take advantage of the Early Bird Special (it ends tomorrow, May 5!) you receive $300 worth of extra benefits!
Discount Pricing is available for multiple attendees from the same firm.
For more information please call: 888-588-5891 or visit www.RainmakerRetreat.com.
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FREE Rainmaker Retreat Preview DVD – Learn Before You Go!
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 7,000 attorneys find more and better clients, then click here to receive a free DVD of your colleagues (and even your competitors) describing their experiences at our 2-day law firm marketing boot camp, the Rainmaker Retreat.
Yes, we know you are skeptical. So instead of us telling you how these 2 days will transform your business, you can listen to your peers describe their experiences in their own words.
Click here to order your complimentary DVD right now.
Law Firm Marketing: 3 Key Reasons to Optimize Your Website Now
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The old saying, “He who hesitates is lost” is more applicable now than ever when it comes to search engine optimization.
Search engine optimization (SEO) is the art and science of artificially boosting your website or blog to the organic results (versus paid advertising) for specific search terms. Optimizing your website makes it easier for prospective clients to find you, and for your site to rise above all the others that are clamoring for their attention.
Here are three key reasons why you need to optimize your website now:
More and smarter competitors. More and more law firms are getting web savvy as they wake up to the fact that people use search engines today more than ever to find just about everything. SEO is becoming a higher priority for law firm marketers who realize the intrinsic value of not just being found, but of being found first.
It’s a digital world. Most of the communication taking place today occurs digitally via email or online via web chat. Not only is digital a greener technology, it lets us communicate and gather information in the way we want: faster. Our communication lives have changed forever and there’s no going back, only forward.
Growth of mobile technology. Mobile marketing is growing at an explosive rate, so those who have already optimized online can make an easier transition as communication migrates to new mobile platforms.
Because of these three reasons, SEO is more essential than ever to the success of your law firm marketing program.
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FREE "Top 10 Mistakes Attorneys Make and How to Avoid Them" E-book
In a newly revised e-book, legal marketing expert Stephen Fairley outlines 10 of the most common marketing mistakes attorneys make that can lead to the failure of their business, and provides specific strategies and proven principles for avoiding these deadly errors.
Get your complimentary copy online here.
Regardless of your specific situation, this free e-book will help you examine how you are currently finding new clients and recommend specific steps you can immediately start using to grow your practice.
We have helped thousands of attorneys achieve their goals of creating a financially successful and personally satisfying legal practice. In this e-book you will discover specific principles and tools you can use to grow your practice, too.
May 11 Webinar: 8 Steps to Generating More Referrals from Attorneys, CPAs, Financial Advisers & Other Professionals
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The holy grail of law firm marketing is referrals! Every lawyer wants to say they have a “referral based” practice. For many attorneys a large percentage of their practice comes from referrals from current and former clients, but how do you generate more and better referrals from other attorneys, CPAs, financial advisers and other professionals, especially if you can't offer them a referral fee?
On Wednesday, May 11, I will walk you through the 8 steps of building a network of strategic referral partners during a one-hour webinar beginning at 2 p.m. ET.
You will learn practical skills for:
- Identifying who the best referral sources are for your practice area
- 3 ways to get introduced to them
- How to talk about cross referrals
- Setting, meeting and exceeding expectations
- 7 ways to keep in touch after the initial meeting
Here are the details for the May 11 Webinar on 8 Steps to Generating More Referrals from Attorneys, CPAs, Financial Advisors & Other Professionals:
Wednesday, May 11, 2011
11am-12pm PT | 12-1pm MT | 1-2pm CT | 2-3pm ET
Cost: $97
Click here to register now!
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Stop Wasting Precious Time and Money
Feel like you don’t have time for marketing? Let us show you how to make a plan that runs on “autopilot” – one that attracts new and lucrative clients while you focus on your practice.
Learn how easy it can be to create an effective law firm marketing plan that performs by getting our Free Guide: 5 Easy Steps to Create Your Law Firm Marketing Plan.
After working with many ultra-successful lawyers we found five common threads in their marketing plans. This guide outlines these shared elements to provide insight into strategies that work and how to make them work for you.
There are two versions: one for Attorneys in Solo Practice and one for Attorneys in a Small Firm. You can download them now free! Click here to download, and start using these proven strategies today!
