More Research on Social Media Marketing by Attorneys: Some Doing It, Many Not Doing It Right

If you wanted to buy a new golf club, would you go to a tennis shop? According to a new research study conducted by Vizibility Inc. and LexisNexis, apparently some attorneys would. 

One of the more interesting factoids the survey revealed is that only 4 percent of lawyers use the word “lawyer” in their online profiles. Yet people who search online for legal services use that term almost 40 percent of the time. 23 percent of attorneys use “counsel” in their profiles, but only 3.5 percent of people use that search term.

As they say in Texas, too many of y’all are drilling a dry hole.

The survey turned up significant differences in how small firms (1-5 attorneys) use social media vs. how large firms market on social media networks. Small firms and solos rely much more on social media to generate leads (70 percent), while only 37 percent of large firms utilize social media networks for new business opportunities.

The survey results were released as an infographic:

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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 Online Marketing Can Grow Your Law Firm

Last month, I blogged here and here about a study by Hinge Research Institute that found that professional services firms that engage in online marketing for lead generation grow four times faster and are twice as profitable as firms that do not.

The online marketplace has changed the way referrals are made as well as the speed in which they are made, and if you’re still relying on getting referrals “the old fashioned way,” you are missing a very great opportunity for growth and profitability.

Here’s the Hinge infographic that tells the story:

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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.

 

One Minute in the Life of Law Firm Internet Marketing

Do you ever wonder what happens in one minute on the Internet? I’ve really never given it much thought myself (at least not in those terms) until I came across this interesting infographic from Go-Globe.com:

Of particular interest to law firm marketers is the fact that every minute of every day, there are 600 new videos being added to YouTube, 60 new blogs, 1,500 new blog posts, 168 million emails sent, more than 695,000 status updates on Facebook and almost 695,000 Google searches being initiated. 

If you’re not involved in any of this activity, then 2012 needs to be the year you get engaged in Internet marketing!

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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.  

 

Internet Marketing for Lawyers: How to Use Avvo to Generate Leads

If you've been ignoring your profile on Avvo, here's something to consider: Avvo is very good at search engine optimization.  Which means they could be one of your sources for lead generation if you know how to use the site right. 

Here are the steps you should take for taking full advantage of the Avvo website:

Claim your profile. This process is free and allows you to update your contact information and add information about you and your law firm.

Put your full resume into Avvo. This can go a long way to improving your rating.

Add all the seminars you have given, awards you have received, and articles you have written. These items can also improve your rating.

Add your photo. I have heard reports that profiles with a photo are clicked on up to 10 times more than profiles without photos.

Add videos. If you have videos put them into your Avvo profile. While they won't improve your rating, it will give potential clients who are checking you out online an opportunity to see who you are, how you articulate your answers, and will position you as more of an “expert.” The production quality of your videos does not matter nearly as much as the information you include in them. It's all about education-based marketing—educating your prospects.

Answer user’s questions. Over 5,000 consumers every week ask legally related questions on Avvo. Please be sure to put a standard disclaimer on each response, i.e., that your reply does not constitute legal advice or the establishment of an attorney-client relationship, etc.

Create Avvo “Legal Guides” for your top 10 questions. If you're like most attorneys, you constantly get asked a common set of questions. Write down these FAQs and write a short (1-3 pages) response to each one. Make each question a legal guide. Keep the questions and answers highly focused on a specific topic. Be sure to add a disclaimer on each guide.

Ask other lawyers to endorse you. This can make a big difference in your rating. Just like a referral from another attorney in the real world makes a big impression on a prospect, so having a reference from another attorney or a judge on your Avvo profile can improve your rating.

Ask clients to write a testimonial for you. Client testimonials do NOT have a positive or negative impact on your rating. However, I assure you, potential clients read them!

Put your Avvo badge on your website or blog. Avvo allows you to create a “badge” with your profile score on it that links directly to your Avvo profile.

Consider signing up for Avvo Pro. There is a small monthly fee for this, but it provides you with all sorts of statistics like, how many people clicked on your profile, etc.  You may also want to consider advertising on Avvo.  I've heard anecdotally from attorneys who are finding some success with an Avvo ad campaign in their local areas. If you have the budget, I think it's worth testing it.

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Register for a 2012 Rainmaker Retreat by Jan. 1 and Get a $397 Gift FREE

Is growing your law practice to greater and more profitable levels on your list of New Year’s resolutions this year?

If so, then your first step is to register for our Rainmaker Retreat two-day law firm marketing boot camp.  We have two sessions coming up:

January 27-28, 2012 – Las Vegas, NV

February 10-11, 2012 – Orlando, FL

And if you register before January 1, 2012, you’ll get the Rainmaker in a Box Volume 1 DVD set for FREE, as our holiday gift to you!

For years, the Rainmaker in a Box set has been a consistent best seller at the Rainmaker Institute. It includes four separate presentations on four DVDs as well as a Data DVD including PowerPoint slides from all four presentations that cover the law firm strategies you can employ to create a seven-figure law practice.

Here's just a sample of what you will discover:

The 5 Immutable Secrets to Building a 7 Figure Law Practice:

How to create an automated marketing system to transform your law firm from a practice into a business. I share with you the 5 unchanging secrets top-earning attorneys use to build a multi-million dollar law firm.

Secrets of Building a Referral-based Law Practice for Busy Practitioners:

Every lawyer wants more referrals, yet for many the steps to get there remain an elusive secret. Listen in and watch as I lay out the 8-step proven system to triple your referral sources in 90 days or less!

The Top 6 Most Powerful Online Marketing Strategies for Attorneys:

Internet marketing is one of today's fastest growing and most powerful marketing tools for lawyers. Yet much of how to generate more business and attract more clients online is still a mystery. Watch as I pull back the veil and walk you through the core concepts and key principles every attorney must understand in order to dominate their competition online and build a powerful Internet presence on a shoestring budget.

Action, Accountability and Next Steps:

Knowledge is power. The most difficult part for most attorneys is putting that knowledge into action. In this DVD you will discover an 8-step system for creating your law firm marketing plan and how to take action immediately.

We sell a bunch of these every year for $397.  Click here to register for a 2012 Rainmaker Retreat and claim your FREE Rainmaker In a Box DVD set now!

 

Internet Marketing for Attorneys: Avoid These 5 Costly Errors on Your Law Firm Website

You should know by now that if you do not actively market your law firm, few people will know you exist. Your law firm relies on finding quality prospects – and there is no better tool for this than the Internet (remember that referrals will likely check out your website prior to calling you to see if you might be a good fit for their needs).

Here are five law firm marketing mistakes many lawyers make on their websites:

1. Using legal jargon - Although your website is for a law firm, you will want to stay away from the legal terminology. You must remember that your potential clients are average citizens who do not have a law degree. More than likely, if you create a website that is too hard to read, people will quit without getting too far. You actually only have about thirty seconds before they decide to either keep reading or move onto the next website.

2. Not targeting your Ideal Target Market (ITM) - Many times lawyers will not take the time to evaluate their ITM. This mistake can very well cost you quality prospects. Once you clearly define your target market you need to clearly communicate it on your website. Otherwise, you end up wasting time and energy on low quality prospects.

3. Using a legal directory website - This is not a good idea for your first website. They will set you up with a sub domain on their website. You must have your own domain. You should not lease, rent or license your website domain from anyone. 

4. Not incorporating a blog into your website – Google loves fresh content, and the best way to keep adding fresh content to your website is by incorporating a blog.  Attorneys who consistently rank high in search add content to their site 3-5 times a week through blogging. 

5. Not using the right keywords - This can be a very serious website mistake. Your goal is to have qualified prospects visit your law firm's website. Those people will be searching by typing in familiar words or phrases for what they need information on. These words or phrases are known as keywords. You want to include these keywords in your content, so that your website will be one that pulls you up on the ranking page.

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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!

 

The BEST Office Christmas Party EVER!

Stephen doesn’t know I’m making a “guest” post on
our Rainmaker blog today, but I just had to
share this with you...

I'm the Director of Marketing at The Rainmaker Institute and I just wanted to tell everyone that last Friday I attended the BEST office holiday party EVER and I really wanted to share what our CEO, Stephen, did to make this office tradition so exciting and special for all of us this year.
 
We had about half of our Team members meet up in Phoenix for our annual Christmas party. Not everyone could make it as we are a hybrid company—half of us are in Phoenix, but the other half live all around the country. However, some of our Team came from as far away as Chicago and Philadelphia to attend!

After a great meal, we all participated in our usual white elephant gift exchange that included some good-natured “stealing” and side deals. Stephen’s Executive Assistant, Maria, thought we could spice up the luncheon with a little holiday karaoke so Kenny, one of our Rainmaker Advisors, brought his impressive music equipment and had the ensemble all set up at the front of the room ready to go.

After we concluded the white elephant frivolity, Stephen gave a touching and heartfelt thank you to The Rainmaker Institute Team for their collective efforts in the record-breaking success the company has achieved this year (in case you didn’t hear, we doubled our revenues in the last 6 months)!

THEN, he announced we would begin the second half of the party...but we would NOT be singing karaoke! I'm pretty sure I heard several audible sighs of relief. 

We adjourned to another room that had 3 six-foot tables filled with wrapped gifts!

By the way—NOBODY knew about this...not even Maria! How Stephen arranged all of this without her help is beyond belief! Sometimes it seems he can hardly walk out the door without asking Maria where he's going first (just kidding Stephen, not really).

Stephen announced that we were doing ANOTHER gift exchange, except he was providing all of the gifts!  He shared that there were over $4,000 in items up for grabs and that nothing was valued less than $100. You could feel the excitement building in the room!

As people were called up one by one, they had the opportunity to either steal someone’s gift or select a new one from the table.

I was the first one to go and opened up a gift card that included $100 in Wal-Mart gift cards—which drew a lot of laughs as I am NOT ALLOWED to shop at Wal-Mart as my husband has worked for one of their fierce competitors for 30 years!

Some items were quickly out of circulation as they were “stolen” the maximum number of times. First to go were 2 Southwest airline tickets that included two free round-trip tickets to anywhere Southwest flies! They were hidden inside a piece of luggage with a cryptic message to ‘pack your bags.” Nice!

Next to go was a brand new Visio 42 inch HDTV (internet ready and built in wi-fi)! Followed quickly by the brand new Amazon Kindle Fire!

Other popular gifts included: multiple paid days off; $100 Amazon gift cards; multiple massages at Massage Envy; a day on Canyon Lake in Stephen’s Sea Ray boat with 4 guests of your choice; multiple pairs of shoes from your favorite shoe store; a top of the line digital camera, and several “all expenses paid nights on the town” in some of the best restaurants in the Phoenix-Scottsdale area!

We had such a great time! It felt like we were all lucky contestants on a game show, except everyone walked away a winner! The creativity and thought behind each of the gifts was amazing and Stephen did it ALL himself.

I was grateful that someone eventually “stole” my Wal-Mart gift cards and so I “stole” an all-expenses paid 2 night stay at a luxury resort & spa in Sedona from one my co-workers PLUS ½ day paid time off to get an early start on the weekend get-away!

Rikki, one of our 6 Social Media Assistants, successfully “stole” one of the other top gifts—a “37 minute shopping spree at your favorite store!” But knowing Stephen, there were “terms and conditions”:
1.    She must set the date for the shopping spree at least 1 week in advance so anyone at The Rainmaker Institute can go watch.
2.    She can't have any outside help.
3.    Everything must fit into 2 shopping carts that she has to push.
4.    The time starts the moment she steps into the store and she must be at the checkout counter before the timer runs out and here's the BEST part—
5.    It ALL has to be videotaped so everyone can watch the experience!
You can be sure I’ll be there firsthand! Maybe we can even get Stephen to post the video on our blog. Let me know if you want to see it in the comment section below.

When the gift exchange was over, Stephen thanked US again. After his unbelievable generosity, he was thanking us! Can you believe it?

Thank YOU to all of our faithful readers for letting me share our TRI holiday fun!  
Here's to wishing you all a very Merry Christmas and a safe, happy New Years!

(Stephen, when you read this…THANK YOU from all the TRI team for the opportunity to work for such an amazing company)!

 

Internet Marketing for Lawyers: Why SEO is Critical

If gaining new clients is important to your business, then making sure your site is optimized is vitally important. If your site doesn’t come up on top when people are searching for keywords related to your services, you are missing out on getting new clients – and your competitors are likely picking them up.


Here is some important information that explains why Search Engine Optimization (SEO) is important to attorneys:

Validation: Potential clients may have already decided that they are likely to hire your firm or possibly a specific lawyer at your firm due to your existing reputation or based on a referral. However statistics and Internet studies show that now, more than ever, people are searching online to help establish trust and comfort before engaging someone’s services. They want to see pictures, read credentials and they also try to get a glimpse of your vibe and style from your website. They may search by an attorney’s name or the firm name, but they are also likely to search by keyword phrases like “family law attorney in Los Angeles”.

Searching is a habit: It has been noted that a lot of people (probably more than you think) use Google instead of typing in a URL. They often have Google set as their home page and find it easier to just search for a keyword phrase or your name or firm name, rather than type in a URL. Even though it is usually pretty easy to get ranked on your name or firm name, that isn’t always the case and they may not find you unless you have good search engine presence.

Hitting the Web before the pavement: Before going to physical office locations, consumers are using search engines to find service providers and doing research before calling or going for a consultation.

Local Search and Geo-targeting: An increasingly popular vertical of the search industry is local search, especially with the advent of smart phones and mobile Internet access. People are more often searching for region-specific products and services. We see more and more searches like “Los Angeles criminal attorney” and with geo-targeting, people no longer even need to type in the regional parameter. The engines can pinpoint your location to within 7 miles of where you are from your IP address (the exception to that is AOL, where it appears that everyone is in Virginia).  So a search for “criminal attorney” by someone in Los Angeles would turn up different results than the same search done by someone in San Francisco. Making sure you are optimized is important so your site comes up on top – especially if someone is searching on their Blackberry and looking specifically for a local office.

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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.

 

 

Jan. 18 Webinar: Developing Your Law Firm Marketing Roadmap

There’s no better way to start the year off right than to create a Marketing Action Plan (MAP).

On Wednesday, Jan. 18, I will lead you through the 5 critical steps of developing a 90-day game plan for marketing your law firm and give you viable options to help you implement the MAP.

The webinar begins at 2 p.m. ET/11 a.m. PT and goes for one hour.

You will learn:

  • The 5 critical components of a Marketing Action Plan (MAP)
  • How to select the right marketing tools that will work for your practice and personality
  • View examples of Marketing Action Plans for various practice areas
  • How to create a roadmap to make 2012 your Best Year Ever!

All attendees will also receive a FREE 40 page marketing plan workbook at the end of the webinar.

If you would like to view this webinar at your convenience, then go ahead and register to receive a recording of this impactful one-hour session that will help you plan your work, and then work your plan!

Click here to register now.

 

Law Firm Marketing: How to Promote & Grow Your Blog

Blogs are one of the best ways to get to the top of Google for targeted search results. Google loves fresh content and when done right, a blog is the best way to push fresh content into the search engines.

In addition, social media research indicates companies with blogs generate 67% more leads than companies that do not have a blog!

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.

Blogs hold a unique position in the online media landscape because they have become an accepted source of information. Here are some tips on how to successfully grow your blog:

Engage with other online communities. Become known on other relevant blogs by contributing valuable content to pick up audiences for your own blog.

Write about what you know. If you are passionate about your law practice, share it.

Provide engaging content. Be the spark that starts smart conversations online.

Answer questions. Solicit feedback and keep the conversation going.

Offer real value. Dive deep into your subject matter to keep readers wanting more.

Create content to match needs. Speak to your target market in your blog about the legal issues that concern them.

Make readers feel good. If someone posts a thoughtful comment, respond to it with appreciation. If you disagree, do so gracefully.

Give more than you get. Offer readers something of value like a free e-book or newsletter subscription. Post on a regular schedule so your readers are always getting something new from you.

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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: Make Getting More Referrals Your New Year's Resolution

When it comes to the different kind of leads that attorneys can generate for new business, referrals are the gold standard.  They come to you pre-qualified and ready to “buy” from a source they trust – and with a trust transference to you that is built-in.

If you do nothing else with your law firm marketing this year, make a resolution to cultivate more referrals.  Cultivating referrals is low-cost and high-reward, and should be at the top of your list when it comes to new business development for your law firm.

Consider the following as you build your base of referrals this year:

Categorize – there are two categories of referrals for attorneys: current clients and strategic partners.  Comb through your client list and identify those clients who already refer, those most likely to refer (happy with your services) and those that will need some special attention to become a good referral source.  To develop a list of potential strategic partners, examine that client list again and see if you can find some commonality among other professional service providers that your clients also utilize – other attorneys, accountants, CPAs, business coaches, etc. 

Educate – your referral sources will likely need to be educated about the kind of referrals you are seeking.  Teach them about who your ideal client is so they won’t waste their time and yours referring potential clients that are not a good fit for you.

Motivate – look for ways to incentivize and reward your referral sources for sending you potential clients.  Maybe it’s a free consultation or a gift card to a favored store.  Be creative about it.

Follow Through – one of the worst things you can do is not follow through with potential clients who are referred to you.  This will dry up your referral pipeline faster than anything.  Let your referral sources know how you plan to follow up with the people they are referring, then do it.  Keep your sources up to date periodically on the new relationship and be sure to thank them again.

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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.

 

Want to Potentially Double Your Revenue in 2012? Attend a Rainmaker Retreat!

California attorney Robert Firth attended a Rainmaker Retreat in Las Vegas recently and has “no doubt” that implementing the strategies he learned will double his revenues in 2012:

 

 

Now you can register for a 2012 Rainmaker Retreat by Jan. 1 and Get a $397 Gift FREE

Is growing your law practice to greater and more profitable levels on your list of New Year’s resolutions this year?

If so, then your first step is to register for our Rainmaker Retreat two-day law firm marketing boot camp.  We have two sessions coming up:

January 27-28, 2012 – Las Vegas, NV

February 10-11, 2012 – Orlando, FL

And if you register before January 1, 2012, you’ll get the Rainmaker in a Box Volume 1 DVD set for FREE, as our holiday gift to you!

For years, the Rainmaker in a Box set has been a consistent best seller at the Rainmaker Institute. It includes four separate presentations on four DVDs as well as a Data DVD including PowerPoint slides from all four presentations that cover the law firm strategies you can employ to create a seven-figure law practice.

Here's just a sample of what you will discover:

The 5 Immutable Secrets to Building a 7 Figure Law Practice:

How to create an automated marketing system to transform your law firm from a practice into a business. I share with you the 5 unchanging secrets top-earning attorneys use to build a multi-million dollar law firm.

Secrets of Building a Referral-based Law Practice for Busy Practitioners:

Every lawyer wants more referrals, yet for many the steps to get there remain an elusive secret. Listen in and watch as I lay out the 8-step proven system to triple your referral sources in 90 days or less!

The Top 6 Most Powerful Online Marketing Strategies for Attorneys:

Internet marketing is one of today's fastest growing and most powerful marketing tools for lawyers. Yet much of how to generate more business and attract more clients online is still a mystery. Watch as I pull back the veil and walk you through the core concepts and key principles every attorney must understand in order to dominate their competition online and build a powerful Internet presence on a shoestring budget.

Action, Accountability and Next Steps:

Knowledge is power. The most difficult part for most attorneys is putting that knowledge into action. In this DVD you will discover an 8-step system for creating your law firm marketing plan and how to take action immediately.

We sell a bunch of these every year for $397.  Click here to register for a 2012 Rainmaker Retreat and claim your FREE Rainmaker In a Box DVD set now!

 

 

What Lawyers Can Learn About Social Media From Holiday Shoppers

A recent poll of 4,500 adult consumers by a marketing firm called Mr. Youth, a FastCompany Top 10 Most Innovative company, showed that social media has been a significant influence on holiday shopping purchases this year. 

The survey showed that 66 percent of the respondents said that they had made a purchase based on recommendations made by friends or family on a social media site. Which shows the growing influence of social media sites as forums for referrals – and, as we all know, referrals are the lifeblood of many a law practice!

Here’s an infographic on the survey results:

Note that businesses using social media correctly enjoy higher levels of trust among consumers, and are able to command a higher price because of it.

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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.

 

LexisNexis Survey Finds Law Firms Still Lagging in Social Media Adoption

The results of a survey by Burson-Marsteller, commissioned by LexisNexis, finds that social media adoption – at least by what is classified as “leading law firms” around the world – is still lagging behind many professions.

Here’s an infographic snapshot of the results:

Perhaps what is most surprising is the low usage of two of the most powerful social media tools for attorneys: blogging and online videos. These tools are terrific for attorneys to help establish credibility and authority, to speak directly with prospects and to get your voice out there. So why are they lagging behind LinkedIn, Twitter and Facebook?

My guess is, the amount of effort it takes to produce blogs and videos.   Which is too bad, because this kind of content is what Google and other search engines reward the most. 

I recently posted a blog giving 26 reasons why social media should be a part of law firm marketing programs. If you didn’t read it here, perhaps you picked it up in the latest LexisNexis Best Practices in Lawyer Blogs newsletter...they graciously included my post in their roundup.

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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: 7 Tools for Gathering Content Ideas

One of the biggest complaints I hear from attorneys is the difficulties they encounter coming up with ideas for their articles, blogs and other content-based marketing. 

If you’re doing content marketing like it should be done – creating fresh content and posting it 5-7 times a week – it is hard to come up with a fresh idea almost every day. Which is why it is so important to have tools to help you aggregate ideas from as many different sources as you can find.

A post a couple of days ago at Mashable.com provides a list of 7 online tools that can help you gather lots of fodder for your content files – from news sources, your industry, or even your personal networks:

Twitter – for staying on top of breaking news. Check out @AP, @Reuters and @BBCBreaking.

Tweeted Times – for aggregating all the news in your Twitter stream and ranking items by popularity.

Google Reader – for aggregating multiple news sources, including other blogs and industry newsletters, via RSS feed.

Flipboard – this is an app for your iPad or iPhone that displays the news from any RSS source as well as your social networks.

Instapaper and Read It Later – for bookmarking articles to save for later reading on your laptop, desktop, iPhone, iPad or Android.

Link Aggregators – sites like Google News that collect and rank news on any given topic. 

LinkedIn Today – for aggregating news by industry.

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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!

 

Insight on Building a Multi-Million Dollar Law Practice From One Who Did It

Mark Herrman, who is VP and Chief Counsel-Litigation at Aon and writes the Inside Straight blog at AbovetheLaw.com, wrote a tremendously insightful post yesterday about building a law practice from scratch. 

I recommend you read the entire piece here.

Herrman’s post resonates as a candid glimpse into the reality of what it takes to build a solid, profitable practice – namely, lots of hard work and plenty of persistence! For Herrman, who built an eight-figure pharmaceutical product liability practice from nothing at his former law firm, there are no magic bullets for picking off the big clients he was finally able to attract...just years of nose-to-the-grindstone effort in marketing and business development.

Herrman boils success down to two actions: get famous and make contacts. Getting famous means establishing your authority in a niche practice area, so you can carve out a true competitive advantage and really focus. 

Hermann “got famous” by authoring articles, co-authoring books, giving talks, meeting people in his field of practice and blogging. One great piece of advice for article marketing: “Don’t do it alone. Contact in-house lawyers, and explain that you’d like to co-author articles with them. That gives you a chance to impress an in-house person with the quality of your mind and written work, and it lets the two of you work together. That’s a good way to convince a potential client that you’re competent.”

In fact, the client that launched Herrman’s pharmaceutical product liability practice came as a direct result of his business development efforts – his firm was invited to participate in an RFP from someone he had co-authored articles with and spoken with on panels. 

But that first client came only after seven years of work by Herrman to “get famous and make contacts”! My takeaway from Herrman’s career case study:

  • Marketing and business development are hard work, not magic.
  • Persistence pays off.
  • It’s the niches that lead to riches – go deep, not broad.
  • Article marketing works (this free report gives more details on how to do it).
  • Blogging works, but is a long-term investment (Herrman started in 2006), not a get-rich-quick scheme! You must do it consistently. If you’re not ready to do that, then give us a call, because we can help.

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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.

 

Register for a 2012 Rainmaker Retreat by Jan. 1 and Get a $397 Gift FREE

Is growing your law practice to greater and more profitable levels on your list of New Year’s resolutions this year?

If so, then your first step is to register for our Rainmaker Retreat two-day law firm marketing boot camp.  We have two sessions coming up:

January 27-28, 2012 – Las Vegas, NV

February 10-11, 2012 – Orlando, FL

And if you register before January 1, 2012, you’ll get the Rainmaker in a Box Volume 1 DVD set for FREE, as our holiday gift to you!

For years, the Rainmaker in a Box set has been a consistent best seller at the Rainmaker Institute. It includes four separate presentations on four DVDs as well as a Data DVD including PowerPoint slides from all four presentations that cover the law firm strategies you can employ to create a seven-figure law practice.

Here's just a sample of what you will discover:

The 5 Immutable Secrets to Building a 7 Figure Law Practice:

How to create an automated marketing system to transform your law firm from a practice into a business. I share with you the 5 unchanging secrets top-earning attorneys use to build a multi-million dollar law firm.

Secrets of Building a Referral-based Law Practice for Busy Practitioners:

Every lawyer wants more referrals, yet for many the steps to get there remain an elusive secret. Listen in and watch as I lay out the 8-step proven system to triple your referral sources in 90 days or less!

The Top 6 Most Powerful Online Marketing Strategies for Attorneys:

Internet marketing is one of today's fastest growing and most powerful marketing tools for lawyers. Yet much of how to generate more business and attract more clients online is still a mystery. Watch as I pull back the veil and walk you through the core concepts and key principles every attorney must understand in order to dominate their competition online and build a powerful Internet presence on a shoestring budget.

Action, Accountability and Next Steps:

Knowledge is power. The most difficult part for most attorneys is putting that knowledge into action. In this DVD you will discover an 8-step system for creating your law firm marketing plan and how to take action immediately.

We sell a bunch of these every year for $397.  Click here to register for a 2012 Rainmaker Retreat and claim your FREE Rainmaker In a Box DVD set now!

 

Law Firm Marketing: The Rise of Inbound Marketing

Those of us immersed daily in the world of law firm marketing sometimes tend to forget that attorneys speak a language all their own...the language of law, not marketing. 

There are times when I am making a presentation at a Rainmaker Retreat or Bar Association meeting that I see confusion creep across the faces of the lawyers in attendance when I sprinkle that presentation liberally with law firm marketing terminology.

The Internet was the catalyst for the rise of inbound marketing via social media, blogging, search engine optimization, online video, etc. The Internet has also led to the ongoing demise of traditional outbound marketing techniques – TV ads, telemarketing, snail direct mail, and so on – which are intrusive forms of marketing we no longer tolerate.

Here is a succinct visualization of Inbound Marketing by upstate New York web marketing firm Volinsky Consulting:

Inbound Marketing Ecosystem - Infographic

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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: The Top 10 B2B Content Marketing Tactics

We all know that “cash is king” when it comes to successfully managing your own business, but when it comes to B2B marketing, content is king.  

A new study by MarketingProfs and the Content Marketing Institute, which surveyed almost 1,100 B2B marketers in August 2011, has found that 90 percent of B2B marketers use content marketing to grow their businesses – and 80 percent of those use at least eight content marketing tactics to achieve their marketing goals. 

The top 10 B2B content marketing tactics include:

The study found that the three content marketing tactics that have grown the most since last year are blogs (65% in 2011 vs. 51% in 2010), videos (52% in 2011 vs. 41% in 2010) and white papers (51% in 2011 vs. 43% in 2010).

Social media networks grew substantially over the past year as vehicles for distributing content:

The biggest challenge facing B2B content marketers today is, not surprisingly, producing the kind of content that engages prospective customers. To produce this content, more marketers are turning to outsourcing – 62% of those surveyed said they use a combination of in-house and outsourced content, up from 55% one year ago.

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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.

 

Marketing for Lawyers: Highlights from a Recent Rainmaker Retreat

The last Rainmaker Retreat for 2011 was held last weekend in Los Angeles, attracting an enthusiastic group of attorneys and staff eager to learn about the proven law firm marketing strategies that will help them generate more leads, convert more prospects to clients and achieve greater levels of success in 2012.

Listen to the takeaways from three of last weekend’s Rainmaker Retreat participants:

Business litigator Jim Negele talks about how the Rainmaker Retreat helps take away the fear of engaging in social media marketing:

 

Jeanne Malone, a 20-year law firm marketing veteran (http://giddenslaw.com), shares how the Rainmaker Retreat has helped add new weapons to her marketing arsenal:

 

Family law attorney Don Schweitzer (www.pasadenadivorce.com) is ready to implement what he’s learned at 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:

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 register now for one of our one-hour complimentary teleseminars:

Thursday, December 8

12pm PT | 1pm MT | 2pm CT | 3pm ET 

Thursday, December 15

11am PT | 12pm MT | 1pm CT | 2pm ET  

Tuesday, December 20

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: Knowing the Numbers That Run Your Practice

Key Performance Indicators (KPIs) are the numbers that make your law firm run.  Here are some common numbers you should know:

How much money do you need each and every month to make payroll and keep your doors open?

How many new clients do you need to bring in every month to break even?

What is your average profit margin per client?

Which types of cases produce the highest profit margin?

What percentage of people who visit your website end up calling your office?

What percentage of prospects that call your office come in for a free consultation?

What percentage of prospects that come in for a free consultation become clients?

What is your average new client worth?

If you don’t know these and other important numbers, how on-target are the decisions you are making about marketing and running your law firm on a daily basis likely to be?

Learn all about it by joining me next Thursday, Dec. 15 for a one-hour webinar on Key Performance Indicators: Knowing The Numbers That Run Your Law Firm at 3 p.m. ET/11 a.m. PT

In this fast paced webinar, sponsored by the Legal Marketing Association, I will give you the specifics that will allow you to view KPIs from the Partner’s perspective, how to determine which analytics you need to measure, and how to communicate the relevant data to Partners so you are viewed as a valued member of the decision-making leadership team.

Discounts are available for LMA members. For more information and to register online, click here.

 

Law Firm Marketing: How to Develop Online Videos That Produce Leads

YouTube set a new record this October with more than 20 Billion video views, according to comScore Video Matrix data. Approximately 184 million U.S. Internet users watched an average of 21.1 hours each of online video in October. 

The comScore data also showed that for the first time Facebook ranks 2nd in online video viewers, with 59.8 million viewers.

When we build a client’s website, we always try to add video features.  We know that lawyers love words.  But your potential clients love video, and hosting your video clips on YouTube and Facebook is an excellent way to state your case to those potential clients as well as improve your search engine ranking.

Plus, it’s easy and economical to do. So whether or not you have video features on your website, you can create a YouTube channel for your practice that will do double duty for you, persuading potential clients why they should hire you, and boosting your Google ranking.  Here’s how:

Pick your specialty.  You’ve heard me say it before, but it bears repeating:  one of the biggest legal marketing mistakes attorneys make is generalization.  You need to promote yourself as a specialist (in the marketing sense) – you’re a divorce lawyer, or a car accident attorney, or an estate planning lawyer.  Choose 3-4 topics within your area of specialization and develop informational talking points (no more than 3-4 minutes each) that potential clients will find useful.  And remember, you are not shooting a commercial – make it short and informational.

Shoot your videos.  Your clips do not need to be Hollywood-quality productions.  You can get an inexpensive HD camcorder for around $200 and have one of your staff shoot the videos of you in your office or conference room.  These camcorders have a built-in USB connection so you can upload each clip to your computer, edit it, and create a file for YouTube.

Set up your channel.  With YouTube, you can create your own TV channel.  The website will walk you through the process, including uploading and tagging your video.  Be SURE you title and tag your video with your keywords (i.e., “Atlanta divorce lawyer”) so you feed those search engines.  You will also need to add a description – be as specific as possible and load up on those keywords.

Promote your channel.  Add your YouTube channel URL to all your social media pages – LinkedIn, Facebook, Twitter, etc. – as well as to your email signature.  Have everyone in your practice add it to their social media and electronic signatures as well.  You can also search for relevant videos on YouTube and post a video reply linking your channel to those relevant videos.  And, of course, embed the clips into your website and link to your YouTube channel from there.

Online video is a great social media tool for your law firm marketing arsenal that can help you with SEO and attracting new clients.

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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: Give Yourself the Gift of More Referrals This Holiday Season

The holidays provide an excellent opportunity for attorneys to rededicate themselves to cultivating referrals for the upcoming year. Interestingly, many attorneys fall short when it comes to cultivating referral sources as part of their law firm marketing efforts.  

Below are six proven steps you can take in your law firm marketing and referral strategy to build a large referral base and to catalyze multiple, repeat referrals from each contact.

All are designed to keep your name and your reputation top of mind with your contacts and to reward and recognize them appropriately to encourage referrals short-term and long-term as part of your overall law firm marketing strategy.

1.       Get Contacts Thinking Referral: Don’t assume your contacts are thinking about referrals for you. Let them know your practice relies on referrals and how much you would appreciate them passing your name along.

2.       Immediate Appreciation: When a contact does refer you, call or send a thank-you note the very same day.  

3.       Reward: Within the next two days, send your referral source a small gift of appreciation like a gift card to Starbucks.

4.       Recognition: Once you’ve successfully scheduled a meeting with the potential client, e-mail your referral source to let them know you have scheduled that meeting and that you will update them again.

5.       Reward and Recognition 2: When the referral becomes a new client, send a “level 2 gift” to your referral source. A level 2 gift should be something your referral source will really value. However, be aware of dollar-amount gift limits your referrals are able to accept.  Also, be sure to include a personal note that tells your referral source the positive outcome of their recommendation. 

6.       Stay Top of Mind: Even when your referral sources haven’t referred, stay top of mind. Send a note to your contacts 1-2 times per year to your entire contact list thanking them for past and future referrals. The holidays provide you with the perfect opportunity to get back in touch.

Implement these six simple steps, and you will see a sharp increase in referrals while adding to the positive reputation you strive for in your law firm marketing efforts.

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Want to Learn More Marketing Techniques for Attorneys? Attend a Rainmaker Retreat in 2012!

If you are interested in building a lifestyle law practice through effective law firm marketing, then come to one of our upcoming Rainmaker Retreats:

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 register now for one of our one-hour complimentary teleseminars:

Thursday, December 8

12pm PT | 1pm MT | 2pm CT | 3pm ET 

Thursday, December 15

11am PT | 12pm MT | 1pm CT | 2pm ET  

Tuesday, December 20

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: How to Build Authority for Your Law Firm Website

A primary goal of law firm marketing is to build authority for you and your practice among likely prospects. This is done via a myriad of law firm marketing strategies, both offline and online. 

Internet marketing firm Vertical Measures developed this insightful infographic that shows all the steps necessary to build authority for your law firm website. The strategies center around three key areas: content marketing, social media marketing and link building:

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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!