We had our first Rainmaker Retreat of the year last weekend in Las Vegas and it was a super way to start 2016! Lots of energy in the room — and of course, lots of questions. Especially about social media:
How do ethics play into social media?
The same ethics rules apply online and offline. However, with the exception of direct solicitation and making blatant self-promoting statements, educating prospects and those who follow you online and social media platforms is perfectly OK. Of course, you must be mindful of what you put out there, but writing blogs and doing social media updates about new laws and other type of educational information is perfectly acceptable and very valuable to those who are looking to hire an attorney.
I don’t get any business off LinkedIn. Do you have any suggestions on how to make the platform more effective for me?
I see attorneys make this mistake a lot. They simply set up a profile and do nothing with it and then are shocked when they don’t get business. You have to build a strong profile. Put your entire resume in there, list all your awards and education, give endorsements and recommendations and then ask for them in return.
Join groups and contribute in a meaningful way. Start your own groups and moderate appropriately. Post articles you’ve written and respond to comments. The most important thing is to be active on the platform, use it to give out valuable and helpful information to those you want to do business with or those you want to send you business. Lastly, reach out to potential referral sources and ask them to meet up for lunch. At the end of the day, you can’t replace face-to-face and building rapport with someone with an in-person meeting. It takes time and effort, but LinkedIn is a very powerful platform when used correctly.
I’m on social media and haven’t gotten a single client, what am I doing wrong?
Many attorneys are using social media but they are not using it in a way that allows for engagement, builds relationships and compels people to do business with them.
There are a few major mistakes attorneys make when using social media:
- They have a Facebook fan page, but never post anything new, they have a Twitter account but have never tweeted and have no followers, or they have a YouTube channel and their most recent video is 3 years old. Essentially, they have the social media platforms but they don’t use them.
- They use the social media platforms to sell.Social media platforms are about engaging with clients, prospects and referral sources in meaningful ways and directing them to your website. It is then your website’s responsibility to let others know who you are, how you are different and how you can help!
- They don’t keep the conversation going. Social media is a long-term play, so don’t think you will set up your Facebook page today and get 20 clients tomorrow. It takes time, dedication and using the platforms effectively in order for it to give you a return and help you get more clients and referrals. If someone makes a comment on a post or a tweet or a video, it is key to keep that conversation going and get others engaged. Social media is a two-way conversation, not a platform to say what you want to say and then never address the comment, video, etc. again.
If you want to get the right answers to your marketing questions and discover real-world strategies that work for attorneys in generating and converting leads, then you should attend a Rainmaker Retreat. Here are our upcoming dates:
- January 15-16, 2016 — Las Vegas, NV/Venetian Casino Resort
- February 10-11, 2016 — Miami, FL/Loews Miami Beach Hotel*
- March 18-19, 2016 — Dallas, TX/Renaissance Dallas Hotel
- April 23-24, 2016 — Las Vegas, NV/Four Seasons Hotel Las Vegas
- May 13-14, 2016 — Atlanta, GA/The Ritz Carlton Buckhead
- June 10-11, 2016 — Boston, MA/Doubletree Suites Cambridge
*This special Wednesday-Thursday Rainmaker Retreat will directly follow the National Trial Lawyers Summit on Feb. 7-9, 2016 at the Loews Miami Beach Hotel.
Plan ahead and take advantage of the Early Bird pricing, where you can save 30% off the regular price.
If you’d like a preview of what we teach at each Rainmaker Retreat, join me for a free 60-minute webinar that will show you:
- 3 critical areas you must focus on to make this your best year ever!
- Why your law firm is not getting more referrals and how to change it fast
- How to find more clients you love to work with and who consistently pay you on time
- How to select the right marketing tools that will work for your practice and personality
- The most cost effective online and offline marketing strategies for your practice area
- The 5 critical components of a Marketing Action Plan (MAP)
This webinar is scheduled for January 27, February 2 and February 9. You will be able to choose the best date and time that works for you when you register for this free webinar.