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Law firm marketing and business development strategies

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Category Archives: Legal Marketing Strategies

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Cash Flow is King of your law firm and legal marketing plan

Posted in Law Firm Marketing, Legal Marketing Strategies
Any law firm that is planning to be successful must have a positive cash flow.  Your goal is to make your law firm profitable and then invest a percentage of that profit into additional marketing and resources to improve your client experience.   Your law firm marketing plan should be designed to generate positive cash flow in … Continue Reading

Stephen Fairley’s Law Firm Marketing Presentation on the Front Page of the State Bar of California’s Website

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
  Okay, so this is a little self-promotional (even for me)… But I just can’t contain my excitement! I’m very excited to announce I will be giving a keynote presentation at the upcoming 82nd Annual Conference of the State Bar of California and they are promoting my presentation on their event’s homepage! Here’s the link … Continue Reading

Legal Marketing Strategies: 13 Ideas to Jump-start Your Formal Networking

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
Identify 2-3 specific networking groups to attend. Indentify at least 1 “elite” group and attend 1-2 times per quarter. Refine your “audio logo.” (For a definition of audio logo and an example of one, see Wednesday’s post.) Develop 3-5 open-ended questions you can ask at a networking event. Join your local bar association. Join your … Continue Reading

Law Firm Marketing: 7 Tips on Finding Clients Through Formal Networking

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
One law firm marketing tactic that consistently helps most law firms get new clients is through referrals. Now there are several different ways to get those referrals: initiating a strategic referral partner mail & meet campaign; informal networking and formal networking. “Formal networking” involves attending an organized group event such as industry trade shows, bar meetings, … Continue Reading

Legal Marketing Strategies: Tips for Conducting a Client Satisfaction Survey

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
Client satisfaction surveys are information gold mines. Through these surveys, you understand what your client thinks: about how you delivered your service; what you could have improved upon; what they actually gained from your service and what they really need from you. Although this insight is vital, the benefits to client satisfaction surveys don’t stop … Continue Reading

Legal Marketing Strategies: 10 Different Ways to Create a Unique Competitive Advantage (UCA)

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
A Unique Competitive Advantage (UCA) answers the questions: Why should we hire you versus your competition? What’s unique about your firm and your services? Here are 10 ways you can begin answering those questions: Benefits. What are the benefits of working with your firm as compared to working with others? What do you do that other … Continue Reading

Law Firm Marketing: Is Your Marketing “on Target?”

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
One of the biggest mistakes I see most attorneys make in the legal marketing is defining their target market way too broadly. For example, a PI attorney might say: “My target market are those people who have been injured in Texas.” Although this statement is certainly true, that’s a lot of people and it certainly … Continue Reading

State Bar of California Rainmaker Retreat Legal Marketing Boot camp: Round Up and Recap!

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
I just flew back from San Francisco. This last Friday & Saturday we had a fantastic group of attorneys for the first ever Rainmaker Retreat sponsored by the State Bar of California. The staff at the Bar was fantastic. I was very impressed with their level of attentiveness and kindness. We look forward to working … Continue Reading

Legal Marketing Strategies: The Legal Specialization Model

Posted in Law Firm Marketing, Legal Marketing Strategies
When it comes to legal marketing strategies, there are five main components emanating from an “action” core that I discuss in my Rainmaker Retreats, like you see below. In today’s post, I will discuss these five and their core in a bit more detail. Expert Positioning: Media and Market Specialization. To differentiate yourself from your competitors, you … Continue Reading

Legal Marketing: The Big 3 Reasons Why Attorneys Fail to Grow Their Practices

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
Law firm marketing is a complex and competitive business. And there are many reasons why certain law firms fail to grow or even fail to survive. However, in my working with more than 6,000 attorneys over the years, I’ve come to find out that there are essentially 3 main reasons why attorneys fail to grow … Continue Reading

Legal Marketing Strategies: 3 Strategies to Staying Positive in a Negative Climate

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
Fear and negativity are pervasive and everywhere you look these days. I don’t know about you, but I’m getting really tired of it. I’m on a personal crusade to promote a positive culture based on positive relationships and positive solutions. No, I’m not sticking my head in the sand, but I do believe that if … Continue Reading

Law Firm Marketing: A Step-by-Step Referral System that Gets Results

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
In this blog post, I’m letting you peek behind the curtain. I will give you the steps involved in this law firm marketing system that has helped many a client increase business. Identify several professions or industries that already have trusted relationships with your target market. Build or buy a database of potential referral sources … Continue Reading

Law Firm Marketing: Where’s Your Focus?

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
I’ve been talking to quite a few attorneys over the past several months who are increasingly concerned about how the tough economy is affecting their practice and their ability to focus on marketing their law firm. Let’s have a little perspective on this. As a business owner, you can either focus on the fear and … Continue Reading

Legal Marketing Strategies: What Business Are You Really In?

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
When someone asks you, “What business are you in?” What do you answer? I suspect, if you’re like most attorneys, you’d answer: law, real estate law, probate law, family law . . . or anything related to the word “law.” Logical, right? It may be logical but it’s wrong. You may have a legal practice, but … Continue Reading

Law Firm Marketing: Does Twitter Change the Game?

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
Shortly after the Total Attorney’s Get a Life Conference in Chicago, a firestorm started in the legal blogosphere around the question: “Is Twitter the legal marketing tool it’s cracked up to be?” This firestorm was ignited by legal marketing consultant Larry Bodine when he contended during a Get a Life panel discussion that Twitter is not … Continue Reading

Changing the Rules of the Game (Rules #1 & #2)

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
In the past few years of my working with attorneys across the country, I’ve discovered that the legal marketing game has quickly changed. Sadly, many attorneys are still playing the old game by the same old rules. No wonder they’re seeing fewer clients, making fewer dollars and witnessing the erosion of their practices. That’s got … Continue Reading

Legal Marketing Strategies: 15 Ideas for Keeping in Touch with Referral Sources: Ideas 11-15

Posted in Law Firm Marketing, Legal Marketing Strategies
  Our legal marketing strategy for all this week is discussing 15 ideas you can use to keep in touch with your referrals. Today we’ll cover Ideas 11-15 #11. If you’re really into social media, try www.Twitter.com, a microblogging site. You can post updates on your status, but it limits you to only 140 characters. You … Continue Reading

Legal Marketing Strategies: 15 Ideas for Keeping in Touch with Referral Sources: Ideas 6-10

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
  #6. Send them a holiday card, but not on the major holidays like Christmas. Instead, try a Thanksgiving card or a St. Patrick’s Day card so it will stand apart. #7. Set-up a Google alert for a topic of interest to your referral sources. For example, “tax law changes” for CPAs or “Los Angeles commercial real … Continue Reading

Legal Marketing Strategies: 15 Ideas for Keeping in Touch with Referral Sources: Ideas 1-5

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
  Our legal marketing strategy for all this week is discussing 15 ideas you can use to keep in touch with your referrals. Today we’ll cover Ideas 1-5. #1. Send them an email immediately after each meeting with them. Send it the same day whenever possible. In the email express thanks for meeting with you, add … Continue Reading

Law Firm Marketing: Keys to Reaping Rewards of Relationships–Key #2

Posted in Internet Marketing for Lawyers, Law Firm Marketing, Legal Marketing Strategies
  Of the many legal marketing strategies, one of the most powerful is leveraging relationships to boost referrals. In today’s post, I’m going to be talking about the 2nd key to reaping the rewards of your relationships. Key #2: Increase the Frequency of Your Contact Try as we might, it’s difficult with our hectic schedules to … Continue Reading