Law Firm Marketing: Blogs Growing in Influence With Consumers
Distrust of traditional media sources is growing, and so is the influence of blogs on consumers’ purchase decisions, according to the 2011 State of the Blogosphere Report recently released by blog directory website Technorati.
The report shows that more than one-third of the consumers surveyed believe they will be getting their news and entertainment from blogs rather than traditional media over the next five years, and more than half said they trust traditional media less than they did five years ago:
More than half also said they visit blogs to get news or information:
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And almost one-third said that a blog is likely to influence a purchase decision:
There is no denying the value of blogging when it comes to law firm marketing.
When used properly, it becomes a clear, consistent voice for your practice. It entices prospects, referral sources, colleagues, clients and thought leaders to engage you in dialogue.
It keeps you top of mind. It builds visibility among your target clients. Ultimately, it earns you more of the kind of client you most desire.
Blogging is your forum to connect with the community at large and to make it clear that you are an expert in your field. But to make it the highly effective medium you need it to be, your law firm marketing and promotion strategy should include:
- A topic list designed to engage your target audience;
- A list of social media (such as Facebook and Twitter) to promote it;
- A list and schedule for article marketing services to add visibility and to feed it to reporters and thought leaders;
- An up-to-date blog that you write articles for at least 2 to 4 times per week;
- A search engine optimization formula to increase your page rank.
When you have all these things in place, you will be well on your way to creating a blog that will enhance your overall law firm marketing efforts.
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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 Insights From Larry Bodine & Stephen Fairley
My good friend Larry Bodine, Editor-in-Chief of Lawyers.com, and I got together recently to interview each other about law firm marketing. Here’s a short video from that conversation:
If you are interested in building a lifestyle law practice through effective law firm marketing, then register now for the last Rainmaker Retreat of this year:
December 2-3, 2011 – Los Angeles, CA
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 8,000 attorneys find more and better clients, then register now for one of our one-hour complimentary teleseminars:
Wednesday, November 30
11am PT | 12pm MT | 1pm CT | 2pm ET
Thursday, December 8
12pm PT | 1pm MT | 2pm CT | 3pm ET
Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!
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FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal
One of the secret tools of Internet marketing for attorneys is the power of having a targeted blog. In a new report on the influence of blogs, eMarketer.com found that in 2010, 51% of Internet users in the U.S. (that’s over 91 million people) read blogs, and they project that usage will go to 60% (150 million) in the next four years!
Still think blogs are a fad?
Here’s what you’ll discover when you read this report:
- Why you must have a blog in order to stay relevant
- 3 keys to successful blogging
- 7 Guidelines for achieving ROI
- Your 3 choices for managing your blog and social media efforts
- And much more!
Click here to order your free report now!
Law Firm Marketing: More Attorneys Choosing Entrepreneurship
A New York Times article last week noted a growing trend among attorneys in their mid-20s to early 40s: opening up their own shops in lieu of pursuing the partner track in larger law firms.
According to the article, a growing number of young attorneys want more control over their time and many are choosing to go it alone or with a like-minded colleague rather than be at the mercy of large law firm layoffs or what has become a slower slog to partnership.
The article profiled five new law firm start-ups and revealed some of the lessons learned from hanging out one’s own shingle:
- To reach profitability more quickly, run a lean operation
- Network at every possible opportunity
- The best clients are the people you would want to socialize with, not just anyone who walks through the door
- Challenge the status quo when it comes to billing practices – one firm charges a flat rate and bills upfront for third party services
- Create a realistic budget
- Effective time management is critical
- Learn to handle uncertainty – your monthly income is likely to be cyclical until you are well established
Want to learn more about building a successful law practice? See our free CD offer below.
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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 Strategies for This Never-Ending Recession
Listening to NPR the other day, I heard a report about how economic experts think that 2012 will be much the same as 2011 – very little if any growth, and no movement on the unemployment numbers.
Ugh.
If you are like many attorneys I know, this economy has really taken a toll on you. I’m not going to tell you to put on rose-colored glasses and pretend things are suddenly all better, but the reality is that we all have businesses to run and “waiting things out” is simply not an option.
What I am suggesting is that you turn this recession on its head and 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, then 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 this stressful time, 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. Start tomorrow by enjoying a wonderful Thanksgiving!
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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: Volumes 1 and 2!
Want to discover Proven Marketing Strategies that Top Law Firms are using right now to generate more leads and referrals and convert them into paying clients?
Rainmaker In A Box: Volume 1 and Rainmaker In A Box: Volume 2 contains highly valuable legal marketing information you absolutely need to know!
Rainmaker in a Box: Volume 1 includes:
- The 5 Immutable Secrets to Building a 7 Figure Law Practice
- Secrets of Building a Referral-based Law Practice for Busy Practitioners:
- The Top 6 Most Powerful Online Marketing Strategies for Attorneys:
- Action, Accountability and Next Steps
- 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 watch the 4 intense DVDs.
Rainmaker in a Box: Volume 2 includes:
- 8 Proven Steps for More & Better Referrals
- 7 Strategies to Recession Proof Your Law Firm
- 6 Keys to Unlocking the Secrets of Social Media
- 5 Core Components for Highly Successful Websites & Blogs
- 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!
Purchase both sets on our website and get 25% OFF!
Click herenow to order!
Law Firm Marketing: Doing More With Less & Achieving Success
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Everyone is cash-conscious these days. If you’re like most attorneys in small and solo law firms, you’re working harder than ever before just to get the same amount of business. Here are some specific strategies to help you bootstrap your way to marketing success:
Done is Better Than Perfect. When it comes to marketing your law firm, almost is almost always good enough! Get your website or blog to the point where it’s good enough and then launch it! You can always tinker with the photos at a later time.
I have encountered far too many attorneys who micromanage the marketing process to the point where nothing is done. Which means, of course, nothing is accomplished.
Niche Your Practice to Get on the Fast Path to Riches . I know you have heard me say this before, and I know you continue to resist it. However, the more you can target a specific niche, the easier you can dominate your target and the faster you can gain recognition as an expert.
Here's an example of a poorly defined niche: small business owners in Phoenix who need an estate plan. Here’s how to locate a better target: physicians in Phoenix who own a medical practice, gross at least $500,000 annually, and need asset protection strategies to grow and preserve their wealth.
Including highly specific categories in your niche will keep you on track, plus it’s easier to identify who these people or businesses are, so be sure you specify a profession or industry, geographical location, annual revenues, and core challenges.
Look at What the Crowd is Doing and Do the Opposite . Many of my best marketing strategies are based on contrarian thinking. I often tell my clients to look at what their competitors are doing and do the opposite.
Right now, I have heard some attorneys say they are doubling their advertising spend, believing that since they can negotiate a good deal they should buy more of it. That’s good news for you. Not only is advertising generally ineffective in growing a law firm, but they are wasting their precious cash flow while you are investing it wisely on strategies that actually work.
Emphasize Price at Your Own Peril. This is not the time to reduce your rates just to pull a few more clients in the door. It’s often the price shoppers who are the most demanding, take up more of your time, complain more frequently, and are slow payers.
By emphasizing your price and targeting the lower end of the marketplace, you kill your profit margins and destroy your chances at long-term wealth. Emphasize price at your own peril.
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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, and start using these proven strategies today!
Law Firm Marketing: How to Go From Vendor to Strategic Partner
Not only is there a process you use to move your prospects through the pipeline, but there is also a process YOU want to move through as you develop a relationship with your client. Many service providers fail to move themselves through this process so they become "stuck" at the bottom level, relegated to being perceived by their client as a supplier or vendor.
The key is to use your knowledge, influence, connections, commitment, results and perceived value to the organization to move up from Vendor status to a Consistent Problem Solver, and eventually to the level where clients perceive you as a Critical Strategic Partner.
There are several reasons why moving from vendor status to a critical strategic partner is necessary:
It is critical to building a long-term, mutually beneficial relationship with the client.
It will increase your profit margins. As a vendor, you must be very price conscious. When you become critical to their success, they value you and your services more, which allows you to significantly increase your profit margins.
It will assist you in retaining clients and building loyal clients who won't terminate your contract at the first sign of trouble.
It will increase your repeat business. The largest sale you receive from a company is usually not the first one. Often it is not until the 3'd or 4th sale that the client learns to really trust you and give you the big sale with the larger profits.
It enhances your credibility to have long-term, satisfied clients who are willing to provide references and referrals to their colleagues.
It is less stressful, because ultimately vendors are compared and replaced based on price. Critical Strategic Resources are not compared or replaced.
Learning to move from a vendor to a Critical Strategic Resource is just one of the things attorneys learn when they attend a Rainmaker Retreat. For more information on our two-day law firm marketing boot camp, visit www.rainmakerretreat.com.
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Want to Learn More Marketing Strategies for Attorneys? Attend a Rainmaker Retreat!
If you are interested in building a lifestyle law practice through effective law firm marketing, then register now for the last Rainmaker Retreat of this year:
December 2-3, 2011 – Los Angeles, CA
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 8,000 attorneys find more and better clients, then register now for one of our one-hour complimentary teleseminars:
Tuesday, November 22
1pm PT | 2pm MT | 3pm CT | 4pm ET
Wednesday, November 30
11am PT | 12pm MT | 1pm CT | 2pm ET
Thursday, December 8
12pm PT | 1pm MT | 2pm CT | 3pm 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: What High Growth Professional Firms Do Differently
Yesterday I blogged about a recent study of 500 professional services firms from Hinge Research Institute on how the use – or nonuse – of online marketing impacts the growth and profitability of professional services firms.
Today’s post is about what Hinge found that high growth firms do differently that make them high growth. They looked at high growth firms that generate 40 percent or more of their leads online and found that these organizations:
- Update their websites more frequently
- Use online contact forms much more frequently
- Were twice as likely to have redesigned their website over the past year
- Are generating five times more online leads and twice as many new hires
- Are twice as profitable than average growth firms
So what do high growth firms do differently than average growth firms? Take a look:
Examining the effectiveness of these online techniques, high growth firms showed an advantage in every category:
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Did you know that you can learn about all of these online strategies used by high growth professional services firms -- and how to implement them immediately at your law firm -- at a Rainmaker Retreat? For more information and to register for an upcoming session, visit www.rainmakerretreat.com.
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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.
Law Firm Marketing: Online Marketing Produces Higher Growth and Profits for Professional Services Firms
A study of 500 professional services firms from Hinge Research Institute has found that online marketing produces higher growth and bigger profits for those firms that utilize Internet marketing for lead generation.
According to the study, firms that generated 40 percent or more of their leads online grew four times faster than firms with no online lead generation strategy:
In addition, the study found that firms in the high growth category obtained at least 63 percent of their leads online, while those firms in the average growth category got 12 percent of their leads online.
And here’s the kicker: firms that generate more than 60 percent of their leads online are twice as profitable as those that generate less than 20 percent of their leads online:
What online techniques are professional services finding the most effective? Here’s a chart ranking them from 1 (ineffective) to 10 (highly effective):
This report is so relevant to law firm marketing that I will post more tomorrow, including what the research says high growth firms do differently.
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Looking for more proven tactics from The Rainmaker Institute?
Then subscribe to our FREE monthly e-newsletter. One click of your mouse will take you to our site where you can see the current issue and subscribe to our complimentary monthly e-newsletter that will be delivered to your inbox. Each issue is chock-full of legal marketing information you can put to use right away. I think you will find the information in every newsletter something you will want to share with your staff to maximize the effectiveness of your legal marketing plan.
26 Reasons Why Social Media Should Be Part of Your Law Firm Marketing Program
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A post last week at SocialMediaExaminer.com provided a list of 26 social media stats that demonstrate why social media is changing how small businesses market themselves.
If social media is not integrated into your law firm marketing program yet, there should be no doubt left as to why it shouldn’t be after you read these stats:
- Facebook now has over 800 million active users.
- More than 8 of 10 Americans use a social network.
- Americans spend more time on Facebook than any other website.
- 4 in 10 Americans access their social media accounts through mobile devices.
- Of all time spent online, 23 percent is spent on social networking sites.
- Facebook is the #1 social network with Americans spending 10 times more time on Facebook than Twitter or LinkedIn.
- Adult social media users are more active offline and have greater influence than their peers.
- More than 400 million Facebook users log in every day.
- The average Facebook user has 130 friends and is connected to 80 pages, events and groups.
- Facebook has 900 million pages, groups and events that people interact with on the site.
- Facebook hosts over 7 million apps – 20+ million are downloaded daily.
- Three-fourths of Facebook users are outside North America and Facebook supports 70 different languages.
- Business brands that post on Facebook every day reach 22 percent of their fan base every week.
- 91 percent of online Americans access a social media site every month.
- 98 percent of 18-24 year-olds access a social account every month.
- College towns log into Facebook the most.
- The average Facebook user spends 20 minutes on their account every visit.
- Most Facebook users log in 3-4 times weekly.
- 1 of 5 social network users visits another social site after leaving one.
- 81 percent of small businesses use social media to connect with customers and generate leads.
- 44 percent of small business decision-makers use social media.
- Of those small business decision-makers who use social media, 86 percent use Facebook, 41 percent used LinkedIn and 33 percent use Twitter.
- 50 percent of small business owners report getting new customers via social media, primarily Facebook and LinkedIn.
- Facebook and Twitter users who follow brands are more likely to buy from those companies.
- Small businesses don’t have to spend a lot to get results – 60 percent spend less than $100.
- It only takes 20 people to bring an online community to a significant level of activity.
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Free Report: 4 Myths That Keep Attorneys From Building A Referral-Based Practice
Referrals are the lifeblood of many law practices, and building a good referral program takes a proven process. Stephen Fairly unveils the 4 Myths That Keep Attorneys from Building a Referral-Based Practice in his new free report. Read and discover:
- How to determine the best source for your referrals
- How to explain your ideal target market to a referral source
- How to get referrals from other attorneys
- Whether online directories are a good referral source
- How to network effectively
- And much, much more!
Click here to get your free report today.
Is Your Law Firm Marketing Elevator Stuck Between Floors? Attend a Rainmaker Retreat!
I have just returned from a fantastic Rainmaker Retreat session last weekend in Chicago where I also had a not-so-fantastic personal experience of being stuck between floors in a hotel elevator!
Luckily, it wasn’t during a session – and it only took the fire department about 30 minutes to haul me out (literally).
What a perfect analogy, though, for the struggles that so many small firms and solo practitioners are facing – being stuck between failure and success by a lack of knowledge about how to use proven law firm marketing strategies to “unstick” their practices and enjoy the ride to the top.
Read what some of the attorneys who attended our session in Chicago had to say about their experience:
“Stephen did an excellent job communicating the dynamics surrounding the rapidly changing landscape of legal marketing. I’m convinced the tools available through The Rainmaker Institute will enable me to jump start my practice and achieve the results I seek and desire.” - Mark Slough, Partner
"Stephen is inspirational! He understands the 'business of law' well and lawyers better. I left the retreat motivated and with specific steps to implement to take my practice to the next level. I highly recommend the Rainmaker Retreat ” - Sharon Toerek, Partner
“The retreat contained tons of useful ideas that I expect to immediately implement in my practice. The best part however is that Stephen is very motivational and lights a fire in you to be more successful in growing your business.” - Adam Goodman, Partner
If you are stuck, then you owe it to yourself to attend a Rainmaker Retreat, where more than 8,000 attorneys have benefited from implementing our proven law firm marketing system.
We have one more session scheduled in 2011, and two on the books so far for 2012:
December 2-3, 2011 – Los Angeles, CA
January 27-28, 2012 – Las Vegas, NV
February 10-11, 2012 – Orlando, FL
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 8,000 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: Why You Need a Lead Management System
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If your law firm marketing program is working well, it should be producing a large number of lead opportunities for you. What you do with those opportunities is nearly as important has generating the opportunities.
First, you should develop strategies for increasing the number of leads and tracking them. Legal marketing can do some of the heavy lifting for you on identifying lead prospects. But going from a possible lead to a genuine lead and prospect requires a well-designed system that includes follow through.
Second, you should develop a system for tracking all incoming leads and where the leads are in the sales pipeline. Once a lead comes in, someone has to be tasked with keeping track of the lead status so leads do not fall through the cracks. Lost leads are lost opportunities, and are akin to leaving money on the table. They also hurt your reputation with your referral sources if they supplied the referral and you didn’t follow through on the lead.
A good lead system should:
- Sort and prioritize leads
- Assign leads to members of the firm for follow up
- Maintain the follow-up system and hold the firm members accountable
Converting possibilities and referrals into leads is one of the key conversion tasks of your firm. Generating referrals from your legal marketing strategy is the first step in building your business.
Converting those leads into clients, and ultimately referral sources, is how you grow your firm into what you envisioned when you began. Without a good lead flow system, the likelihood of you maximizing the possibilities of your marketing program is slim.
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Learn How to Convert Leads Into Paying Client at Nov. 17 Webinar
After paying your employees, the most costly part of your law firm is Lead Generation.
This year your law firm will spend almost 10 times as much generating new leads as it does servicing existing clients!
Generating leads for your law firm is very expensive, yet a common complaint of many attorneys is that they “need more leads.”
Lead Conversion is the most overlooked area at most law firms and it has the potential to save you tens of thousands of dollars this year!
How? By helping you convert more of those costly leads into more paying clients!
Come join us for a one-hour webinar on Thursday, Nov. 17 at noon PT/3 p.m. ET and learn:
- 3 major areas to examine when analyzing your law firm
- 5 numbers every law firm must track to increase their conversion rates
- A simple diagnostic tool you can use to track your leads and fix your follow up
- A proven system for converting more leads into paying clients
If you can’t sit in on the live version of this webinar, you can watch it at your convenience by registering now. All registrants receive a recording of the webinar to watch at their convenience.
Click here to sign up now.
Internet Marketing for Lawyers: How to Create a Loyal Following Online
Today is Veteran’s Day, which is about as good a day as any to think about loyalty. When it comes to legal services, law firms are facing the same problem many other brands are facing today: the erosion of customer loyalty.
Spurred by a weak economy, consumers are becoming less and less loyal to brands, and the cost of acquiring new customers is a real concern. Which is why social media – while not a panacea for all ills – can help attorneys close the loyalty gap. Here is an interesting infographic on the motivations behind brand loyalty online:
A personal note to our nation’s veterans: Everyone at the Rainmaker Institute joins me today in offering our sincere appreciation to you and your families for your service and your sacrifice. We can never say it enough: thank you.
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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:
December 2-3, 2011 – Los Angeles, CA
February 10-11, 2012 – Orlando, FL
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 8,000 attorneys find more and better clients, then register now for one of our one-hour complimentary teleseminars:
Wednesday, November 16
10am PT | 11am MT | 12pm CT | 1pm ET
Tuesday, November 22
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!
Wanna be a LinkedIn Lawyer? There's An App for That
Lawyers should love LinkedIn for its ability to help them expand their network of potential referrals and showcase their expertise. Use these apps to help you generate more leads and showcase your expertise:
JDSupra’s Legal Updates app allows you to upload your blog posts, articles, newsletters and other writings and makes them searchable on LinkedIn – a 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.
You can display your blog posts on your LinkedIn page with this WordPress app to drive more people to your website and promote your profile.
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.
If you have written a book, you can use The Reading List by Amazon app to help promote your tome and raise your visibility.
Sync your Twitter account with LinkedIn, which helps you stay top-of-mind on LinkedIn even if you’re not there very often.
Use the LinkedIn Events app to feature and promote any events you are hosting or where you will be speaking.
LinkedIn is one of the most dynamic online tools 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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FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal
One of the secret tools of Internet marketing for attorneys is the power of having a targeted blog. In a report on the influence of blogs, eMarketer.com found that in 2010, 51% of Internet users in the U.S. (that’s over 91 million people) read blogs, and they project that usage will go to 60% (150 million) in the next four years!
Still think blogs are a fad?
Here’s what you’ll discover when you read this report:
- Why you must have a blog in order to stay relevant
- 3 keys to successful blogging
- 7 Guidelines for achieving ROI
- Your 3 choices for managing your blog and social media efforts
- And much more!
Click here to order your free report now!
Internet Marketing for Attorneys: Tips to Produce Content for New Google Update
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I blogged earlier this week about the recent Google algorithm update that rewards fresh and relevant content. This is great news for all of you who are already participating in Social Media and who update your websites regularly.
Here is what Google wants – and how you can get it:
Press releases – these are timely and can be easily optimized for your keywords and key phrases. You need to not only post them to your own site, but also utilize a distribution service like PRWeb that blasts your optimized news out to the online world, including the major search engines.
Blogs – if you are not blogging yet, you need to be. If you are, you need to be sure you are posting a new blog at least 3-5 times every week. Tie your posts to something in the news and you make it even more relevant and timely.
Social Media – posting on Facebook, LinkedIn, Twitter and other social media sites provide you with the fresh, relevant juice that Google loves to reward. Contribute comments on other people’s posts for another boost.
Articles – Repurpose your press releases into articles and submit them to free article directories as well as post them on Avvo. Or grab something from the headlines and write your own spin on it for a fresh article.
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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, and start using these proven strategies today!
Nov. 17 Webinar: How to Convert More Leads Into Paying Clients
After paying your employees, the most costly part of your law firm is Lead Generation.
This year your law firm will spend almost 10 times as much generating new leads as it does servicing existing clients!
Generating leads for your law firm is very expensive, yet a common complaint of many attorneys is that they “need more leads.”
Lead Conversion is the most overlooked area at most law firms and it has the potential to save you tens of thousands of dollars this year!
How? By helping you convert more of those costly leads into more paying clients!
Come join us for a one-hour webinar on Thursday, Nov. 17 at noon PT/3 p.m. ET and learn:
- 3 major areas to examine when analyzing your law firm
- 5 numbers every law firm must track to increase their conversion rates
- A simple diagnostic tool you can use to track your leads and fix your follow up
- A proven system for converting more leads into paying clients
If you can’t sit in on the live version of this webinar, you can watch it whenever you want by registering now. All registrants receive a recording of the webinar to watch at their convenience.
Click here to sign up now.
Internet Marketing for Attorneys: Google Algorithm Update Rewards Fresh Content More
When it comes to taking advantage of the latest algorithm update on Google, remember two R’s: relevant and recent.
According to the official Google blog, the latest update to the search engine giant’s algorithm gives precedence to content that is fresh as well as relevant for the search terms people are using to find what they want.
The blog notes that Google uses “a freshness algorithm” to give users the most up-to-date results that builds on their Caffeine web indexing system introduced last year, which indexes for fresh content. Google says this new update will affect approximately 35 percent of its searches.
Here are 5 steps to produce relevant and recent content for your law firm marketing blog:
1. Schedule time to write. Pick a time when you are most likely to have 30 to 45 minutes of uninterrupted writing time and put it on your calendar. Maybe it’s early morning or at the end of the day, or even the lunch hour. Schedule it at least three times a week.
2. Create a fodder file. You can use a tool like Google Reader to subscribe to RSS feeds of news organizations or other blogs, set a Google Alert for topics in your field of practice, or use a free program like Evernote to clip web pages when you come across something online that would be a good blog subject. Blogging about news from larger organizations and associations is a perfect way to tie your blog into timely news subjects.
3. Write and schedule ahead. If you have an extra hour, turn out a few new posts and schedule them in advance – WordPress, LexBlog and most blog publishing platforms allow you to do this.
4. Invite a guest. Invite someone else whose expertise your target market is interested in to blog as a guest. This could be as simple as walking down the hall and asking another partner to join in!
5. Publish an interview. Email some experts in your field a series of questions and ask them to respond, then publish that response as an interview on your blog. In return, you can provide them with links back to their website, book or blog to give them the extra exposure to a new audience.
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Looking for more proven tactics from The Rainmaker Institute?
Then subscribe to our FREE monthly e-newsletter. One click of your mouse will take you to our site where you can see the current issue and subscribe to our complimentary monthly e-newsletter that will be delivered to your inbox. Each issue is chock-full of legal marketing information you can put to use right away. I think you will find the information in every newsletter something you will want to share with your staff to maximize the effectiveness of your legal marketing plan.
Law Firm Marketing: Is Facebook Taking Over the World?
The world recently celebrated (depending on how you look at it) the arrival of the 7 billionth person on the planet. With Facebook now at 800 million users worldwide and growing, it won’t be long before one-seventh of the world’s population is on this robust social media platform.
Here’s a deeper look at the numbers:
Want to Learn About Social Media Marketing 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:
- November 11-12, 2011 – Chicago, IL ***4.25 Hours of General MCLE credits***
- December 2-3, 2011 – Los Angeles, CA
- February 10-11, 2012 – Orlando, FL
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 8,000 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: 7 Ways to Find Referrals Through Formal Networking
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One law firm marketing tactic that consistently helps most law firms get new clients is referrals. There are several different ways to get those referrals: initiating a strategic referral development program, informal networking and formal networking.
“Formal networking” involves attending an organized group event such as industry trade shows, bar meetings, rotary clubs, special interest groups, political groups, etc.
Here are 7 ways to find new clients through formal networking:
Join the right groups: Not legal groups or groups where a lot of attorneys gather (unless you get a lot of your business from other attorneys). You need to go where the decision makers meet, not the gatekeepers.
Join elite groups: Groups that cost several hundred dollars a year are better than cheap groups; groups that require a member to sponsor you are even better.
Use an “audio logo”: An audio logo is an idea or statement that clearly and succinctly tells who your intended audience is and what you can do for them.
Most people want to talk about what interests them. They don’t want to talk to someone who’s only interested in how to get their business. So you can use an audio logo to attract attention. Be prepared to give case examples of how you have helped others.
Here is an example of an audio logo: “I help (who your clients are) to (what your solution is or how you solve their problems.)”
Remember your primary purpose: Remember your primary purpose in going to networking events is NOT to get new clients. Your primary purpose is to BUILD A RELATIONSHIP with potential referral sources and to offer yourself as a referral source to them. If you’re going to networking events to get new clients you are not only wasting your time, but you are also coming across as either pushy or desperate to the people you’re meeting.
When you understand the real reason for going to networking events, it takes all the pressure to perform off and keeps you focused on a more productive purpose—building relationships with people you could help and who may also be of help to you.
Ask open-ended questions: Use the 80/20 Rainmaker Rule when you meet them. Ask open ended questions like:
- What do you like best about the work you do?
- What are the biggest challenges your industry/company/profession is facing?
- Where do you find most of your clients?
- Who is your target market?
- If one of your prospects asks what makes you different from your competitors, what do you say?
- How would I know if the person I’m talking to would be a good referral for you?
Be intentional in your follow-up: It does absolutely no good to go to a bunch of networking events, talk to people, collect business cards, and not follow-up. You must have a plan and reasons for following up with people you meet. Your primary reason is to learn more about their business and see if you would be a good referral source for them.
Track your efforts:
- Contact’s name and full information.
- Follow-up method used—phone, email letter.
- Date of 1st follow-up.
- Dates of each additional follow-up.
- Date of first face-to-face meeting.
- Follow-up efforts.
- Results of efforts.
- Notes.
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Network With The Rainmaker Institute Tonight!
The Rainmaker Institute is co-sponsoring the Building Your Connections 2011 event tonight – Thursday, Nov. 3 -- beginning at 5:30 p.m. at the Tempe Center for the Arts in Tempe, Arizona. Join members of the Arizona Society of CPAs, the State Bar of Arizona and The Risk Management Association for this great networking opportunity.
Be sure to stop by our exhibit booth and pick our brain with your burning law firm marketing questions – plus, pick up a complimentary copy of our CD packed full of successful law firm marketing strategies!
For more information, click here.
Law Firm Marketing: 3 Types of Content You Must Produce to Win Prospects Over
I just came across a great eBook written by Ardath Albee, a B2B marketing strategist and founder of Marketing Interactions, Inc., entitled Content is Currency.
In it she identifies the three types of content most effective in generating leads: education, expertise and evidence. Here’s a brief explanation of each:
Education: Before they buy, prospects research so educational content is essential to grab them in the early stages of the buying process. This kind of content is designed to help prospects answer the questions they have about the problems they are facing.
Expertise: Like it or not, prospects view most legal services as commodities and to get them to buy from you, you must demonstrate your difference and how you add value.
Evidence: Prospects look for endorsement from many sources about the services you offer – they won’t just take your word for it. Telling stories about how your legal services have helped real people and including testimonials will help you provide evidence that you can do what you say you can do.
To get her free eBook on how to create a successful online content strategy, click here.
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FREE "Top 10 Mistakes Attorneys Make and How to Avoid Them" eBook
In a newly revised eBook, 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 eBook 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.
Top Strategies to Build a Better Law Firm: Follow Up or Fail
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Everyone who has ever attended a Rainmaker Retreat knows this is one of my mantras, but it bears repeating:
"The Fortune is in The Follow-up!"
I was speaking with an estate planning attorney who mentioned he’d recently had a fantastic meeting with an interested, and very wealthy individual. The attorney made a proposal to the prospect for a comprehensive estate plan and quoted him a fee around $5,000. He was confident in his belief that the prospect would sign up.
However, after thinking about it for a few days, the prospect declined, citing the attorney's high fee as the reason. Now, this potential client's estate is worth well north of a million dollars. His parents are multi-millionaires, so it's not a matter of not being able to afford it.
When I inquired as to what my client was doing to follow up and re-sell the prospect, my client stated nothing because his partner told him, "We don't chase clients."
Now, I am all for attracting clients and not being perceived as an "ambulance chaser." However, I rather pointedly stated I thought his partner was dead wrong! Now is the time to increase your follow-up, not eliminate it.
I coached him to immediately call and email the prospect and ask for a meeting with him and his parents and in this meeting to emphasize the value of having a comprehensive, bullet proof estate plan versus one cranked out by a trust mill or a generic online form.
In the law firms who have hired The Rainmaker Institute to consult with them on improving their conversion rates, we have found if they fix their follow-up they will fix their cash flow! If you are struggling with negative cash flow you need to immediately look to your system of follow-up or the lack thereof.
Every lead, every prospect, every referral source and every client needs to have a follow-up in a timely and consistent fashion. Since you have a very limited amount of time to do so, you must learn how to automate the follow-up process. We recently helped one of our clients set up an autoresponder series to do just this.
An autoresponder is an automated process that sends out a pre-written series of emails to a qualified list to encourage them to take a desired course of action.
For example, if you meet with a prospective client who does not make a decision to retain you immediately, you can set them up (with their full permission of course) to receive information from your law firm via email.
This may consist of a series of five to ten emails that is sent every three to five days. The first email may consist of a simple "Thank you for coming in to see us. Here's a link to our website for more information." The second email may be "There are 10 questions you must ask any attorney before you hire them to take your case. Here's the first two questions..."
On average, people require at least seven to ten meaningful touches to move from being interested in you to being ready to buy from you. Most attorneys stop after two or three touches because they falsely believe they are "bothering" or "chasing" the person.
As long as you are professional and courteous in your email communications, most people perceive your persistence as caring about them and wanting their business, not bothersome.
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Want to Learn More 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:
- November 11-12, 2011 – Chicago, IL ***4.25 General MCLE credits***
- December 2-3, 2011 – Los Angeles, CA
- February 10-11, 2012 – Orlando, FL
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 8,000 attorneys find more and better clients, then register now for one of our one-hour complimentary teleseminars:
Wednesday, November 2
1pm PT | 2pm MT | 3pm CT | 4pm ET
Thursday, November 10
12pm PT | 1pm MT | 2pm CT | 3pm ET
Wednesday, November 16
10am PT | 11am MT | 12pm CT | 1pm ET
Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!
