Law Firm Shows the Power of the Positive Review

Yesterday I wrote about how to handle negative online reviews; today I’d like to share something I’ll bet most of my readers here will find astounding.

We have a client -- a Phoenix family law practice -- that currently gets 80-90% of its leads from the Internet.  The majority of those leads come from review sites like Yelp, Google and Avvo and even some from YellowPages.net and less travelled review sites.

And these leads are above average.  The firm is good about a quick response to an email or phone call, following up to book an appointment the next day and calling to make sure the prospect shows.  They have a very low no-show rate in their main office -- these people come ready to engage and, usually, hire the firm for their family law problem.

This firm has done a great job of leveraging happy client experiences into positive online reviews.  While many firms are wary of online reviews, this firm embraces them and even posts links on the home page of their website with a large banner that touts what their clients are saying about them.

Yes, there are a couple of negative reviews in their pile of client ratings online, but those few serve to legitimize the entire process for them.  People find balanced reviews more believable; all positive ratings are usually suspicious.

However you craft your approach to online reviews, you need to be aware that they are not going away.  People want to share their experiences, and others looking for those same services want to know what experience others have had with a service provider.  People are not dumb; they will weigh the good with the bad in their own minds and discount those reviews that are clearly irrational or offbeat. 

If you are not harnessing the power of the online review like my family law client then you are missing a golden opportunity to increase your Internet-based leads.  If you let the good work you have done for years speak for you, it will do more for you in bringing you prospects who will already have a propensity to buy from you.

Converting prospects into clients

Lead conversion is a generally overlooked area at many law firms, yet learning lead conversion techniques that help you convert prospects into clients could save you thousands of dollars every year and make you 10 times that.

We have an on-demand seminar that is available for you to download and watch at your convenience, that will teach you what types of intake analysis you should be doing and the numbers you should be tracking to increase your conversion rate as well as show you a proven system for converting more leads into clients.

You can watch the How to Convert Leads Into Paying Clients seminar at your convenience by clicking here now.

What You Need to Know About Marketing to Older Americans

If the target market for your legal services includes older Americans – those 65+ -- you will be interested in a new study out from Pew Internet Research on Older Adults and Technology Use that was released late last week.

Today, nearly 60% of Americans over the age of 65 go online, a six percent increase over one year ago.   Not surprisingly, older Americans continue to lag behind younger Americans when it comes to embracing technology:

However, the fact is that they are embracing it – 71% of older Internet users say they go online every day and 27% participate on social media networks. 

The study found that older Americans differ from the general population in terms of the devices they own.  While a majority of younger American adults own smartphones, for those 65+,  tablets and e-book readers surpass smartphone ownership.

When looking at the group of older Americans who use the Internet, certain demographic factors for this population stand out:

  • 74% of those aged 65-69 go online
  • 90% of online seniors have an annual household income of $75,000 or higher
  • 87% of online seniors have a college degree
  • More senior men than women are online (55% vs. 45%)

The research revealed that once seniors are online, the Internet quickly becomes a part of their daily lives.  Like other Americans, the most frequent use of the Internet is for email – which makes an e-newsletter an attractive tool for attorneys seeking to market to this older, richer and more educated demographic.

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FREE REPORT:  8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

How To Differentiate Your Law Firm Online

The legal profession as a whole is slow to adapt to new technologies, and it really wasn’t that long ago that lawyers could stand out online simply by having a basic website.  However, that is no longer the case in 2014. 

So how do you build a credible online reputation for your firm while differentiating yourself from competitors?  Here are some tips:

Zero in on your ideal clients. Don't make the common mistake of trying to be everything to everyone. People don't want to work with a generalist; they want a specialist because, to them, they have a very specific need.

Give website visitors a reason to visit you. Offer an incentive for paying you a visit.  Most firms already offer a free consultation, so that’s a given these days.  What more can you offer?  A free report?  A robust FAQ section that provides education on specific legal issues that goes beyond the obvious?  You may even want to think about partnering with another local business to offer something of value – just make sure it is something that appeals to your target market.

Landing pages for each practice area. Again, focus is key here. For example, a personal injury lawyer may have a practice specific landing page for: pedestrian accidents, construction accidents, dog bites, and automobile accidents.

Create content that speaks your target’s language. Writing for your target market online is not the same as writing a legal brief.  Hire a professional copywriter who has experience writing for law firms.

Submit articles to online directories. Post helpful articles on legal directory sites like Avvo and JD Supra, sites that spend much more than you are ever likely to invest to drive traffic to their sites.  Use their marketing muscle to expose your expertise to potential clients.

Blog!  Adding a blog to your website not only helps you with SEO (since you are adding fresh content to your site regularly), but it also helps visitors to your site gain insight into how you practice and your level of expertise.

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NEW “Rainmaker Retreat: Unplugged”
DVD Set Now Available!

The 6 DVD set is a live recording of the Rainmaker Retreat, a 2-day legal marketing intensive led by legal marketing expert Stephen Fairley that covers over 65 proven online and offline marketing and business development strategies for law firms.

You will discover:

  • Lead Generation Techniques: how to generate more leads from the Internet, social media and blogs.
  • Lead Conversion Techniques: a proven system to track incoming leads and improve your conversion rates to turn more of those prospects into paying clients.
  • Client Retention Techniques: specific tools to double your referrals and to help you with “Building a Lifestyle Law Firm®”
  • Engaging activities to help you identify your ideal target market so you can powerfully market to them.
  • Over 65 PROVEN online and offline legal marketing strategies.

Click here now to order Rainmaker Retreat: Unplugged.

Happy 25th Anniversary to the Internet!

Today marks the 25th anniversary of the Internet, and a new Pew Research report on Internet usage in the U.S. has just been released to coincide with the occasion.

A bit of background:  the World Wide Web was first proposed by Sir Tim Berners-Lee on March 12, 1989, in a paper he wrote about an information management system that eventually evolved into the architectural and conceptual structure for the Internet.  He released computer code for the new system on Christmas Day in 1990 – what a gift!

It was just 19 years ago that only about 14% of Americans used the Internet; today that number is 87% overall.  Here is the breakdown for Internet usage among American adults by important demographic groups:

In just 25 years, the Internet has caused a fundamental shift in how we communicate and do business.  Just think of the way we find information:  we no longer use dictionaries or phone books or really anything in print, we just Google it.  And this has brought a revolution to the legal profession in the way you market your services.

Truly understanding all the new avenues that the Internet provides your business is my business.  I write this blog to provide attorneys with tons of free legal marketing information, and I teach how to apply that knowledge at our monthly Rainmaker Retreat law firm marketing seminars across the country.

We just added a new date for April in San Antonio; here are the current upcoming Rainmaker Retreat sessions:

March 27-28, 2014 – New York City

April 25-26, 2014 – San Antonio, TX

For more information or to register online, visit www.rainmakerretreat.com or call us at 888-588-5891.  Early registrants get special discounts.

3 Ways to Improve Your Website Right Now

How long has it been since you updated your website?  If it’s been a year or more, then it’s time to take another look at how you can improve it to better serve prospects coming to your site for information.

Here are three things you should look at to improve your law firm website:

Design – humans are visual beings, and how your website looks is critical in conveying the message you want people to remember about your firm.  People respond better to visual information – and remember it longer – than plain text.  So if you site is heavy on text and short on compelling visuals, you need to change that.

Video – again, remember the visual.  Research says that 90% of the information transmitted to the human brain is visual.  Research on retail websites by Internet Retailer showed that 85% of visitors were more likely to make a purchase after watching a video.  Plus, video allows you to communicate your firm’s attributes directly to a prospect and gives them a real feel for how you do business.

Navigation – no one has the patience to wade through a series of links to get to the information they want, so your site needs to serve it up immediately through easy navigation.  If the information your visitors are seeking is not immediately apparent, they will go somewhere else.  Scour your site’s analytics to see if people are abandoning your pages – this means they are not finding what they came for. 

We’re hosting a free webinar tomorrow on how you can improve your website to generate more leads – see below for the details.

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FREE Feb. 25 Webinar:  10 Ways to Double Your Internet & Website Leads

How many leads are you getting from your website or blog each month?  It should be enough to justify the investment you made, and the number should also be growing with time. 

Most law firms have a website, but many have made the common mistake of treating their site Next Tuesday, Feb. 25, at 2 p.m. ET/11 a.m. PT, we will host a free one-hour online seminar on 10 Ways to Double Your Internet & Website Leads, where you will discover what top-ranking law firms are doing to get and keep high search engine visibility, resulting in more robust visitor engagement and qualified leads.

During this information-packed 60 minutes, you will learn:

  • How one law firm went from signing 4 cases to 25 cases per month!
  • The reality of SEO post-Panda, post-Penguin, and post-Hummingbird
  • What it really takes to outrank your competition
  • The 4 major keys to obtaining local search visibility
  • How making these 3 simple, no-cost changes to your website and content can triple your ROI
  • Industry averages for cost per case from your firm’s website

You will see both “before” and “after” examples of top attorney websites, learn what improvements you can make to your own site and how you can improve your organic search rankings and conversion rates.

The webinar on 10 Ways to Double Your Internet & Website Leads will be conducted by ConsultWebs.com, a firm that has built and optimized hundreds of law firm websites around the nation.  Consultwebs.com uses proven long-term strategies to optimize law firm websites for search engines so they will appear on the first page of Google results for a wide range of relevant search queries. They engineer designs that put the right information in front of your Web visitors at the right time to compel them to inquire for a consultation.

Click here now to register for this FREE one-hour seminar.  If the time doesn’t work for you, go ahead and register anyway and we’ll send you a recording of this webinar in its entirety to watch at your convenience, for free.

FREE Feb. 25 Webinar: 10 Ways to Double Your Internet & Website Leads

How many leads are you getting from your website or blog each month?  It should be enough to justify the investment you made, and the number should also be growing with time. 

Most law firms have a website, but many have made the common mistake of treating their site like an online brochure.  I have posted this graphic in the past that is a tongue-in-cheek visual of most law firm websites from Matt Homann’s the [non]billable hour blog:

Next Tuesday, Feb. 25, at 2 p.m. ET/11 a.m. PT, we will host a free one-hour online seminar on 10 Ways to Double Your Internet & Website Leads, where you will discover what top-ranking law firms are doing to get and keep high search engine visibility, resulting in more robust visitor engagement and qualified leads.

During this information-packed 60 minutes, you will learn:

  • How one law firm went from signing 4 cases to 25 cases per month!
  • The reality of SEO post-Panda, post-Penguin, and post-Hummingbird
  • What it really takes to outrank your competition
  • The 4 major keys to obtaining local search visibility
  • How making these 3 simple, no-cost changes to your website and content can triple your ROI
  • Industry averages for cost per case from your firm’s website

You will see both “before” and “after” examples of top attorney websites, learn what improvements you can make to your own site and how you can improve your organic search rankings and conversion rates.

The webinar on 10 Ways to Double Your Internet & Website Leads will be conducted by ConsultWebs.com, a firm that has built and optimized hundreds of law firm websites around the nation. 

Consultwebs.com uses proven long-term strategies to optimize law firm websites for search engines so they will appear on the first page of Google results for a wide range of relevant search queries. They engineer designs that put the right information in front of your website visitors at the right time to compel them to inquire for a consultation.

Click here now to register for this FREE one-hour seminar.  If the time doesn’t work for you, go ahead and register anyway and we’ll send you a recording of this webinar in its entirety to watch at your convenience, for free.

New Study Reveals How Prospects Are Checking You Out

A new study by Hinge Marketing surveyed 1,000 purchasers of professional services – including legal – to determine how prospects check out professional providers as prologue to making a decision.

This chart gives the details:

Note that less than 1% said they don’t check you out.  Which means just about everyone looking for professional services does some sort of online or peer research prior to making the decision to hire.

The most common way that prospects check you out is to look at your website.  What is your current site telling them about you?  Are you addressing the problems your prospects have up front?  Or do you talk about yourself – your great office, your smart lawyers, etc.?

People buy emotionally and justify logically.  Your website must appeal to their emotions, showing empathy for their problems and providing information on how you can solve these problems for them. 

Prospects look for three things:  Benefits, Value and Results.  Address all three and you will have convinced them that you are the one they need to hire for their legal issue.

Note that Google search and social media also rank high as tools prospects are using to check you out.  Google yourself to get an idea of what they are seeing; if it’s not much then you need to pay some attention to repairing and monitoring your online reputation.

The Hinge Marketing report found that the 70% of those surveyed use LinkedIn to check out a prospective professional services provider.  Since LinkedIn is the go-to social network for business, this only makes sense.  How’s your LinkedIn profile looking?  Do you have recommendations from other clients or peers?  Do you have a video on your profile page?  Is there a good photo of you?  If not, get busy!

This study is just one more indicator (of many) that attorneys need to pay as much attention to their online reputation as their offline reputation.  If you’re not paying attention, you’ll be paying the price.

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On-Demand Seminar:  How to Leverage Your Firm’s Website to Win Clients

According to recent research…

58 million adults looked for an attorney in the past year

76% of them referred to the Internet at some point in their search

While most law firms already have a website, the majority of them don’t produce new cases on a regular basis. Why?

Because they are doing it all wrong!

This seminar will teach you how to do it right.

National Law Review Magazine editor Larry Bodine and Stephen Fairley join forces to deliver a compelling on-demand seminar on How to Leverage Your Firm’s Website to Win Clients; access this seminar now to learn:

  • 3 specific strategies that can immediately improve your website conversions
  • What elements you should and should not include on your website
  • How to effectively reach the 65% of consumers who like to gather information about their legal issue long before ever contacting an attorney
  • Ways to leverage top online attorney directories to control your online presence
  • Case studies on how top attorneys are using social media to attract more paying clients
  • Best practices for blogging and why Google loves them so much
  • The fastest ways to get to the top of Google

Click on this link now to receive the How to Leverage Your Firm’s Website to Win Clients seminar.

How to Handle A Negative Online Review

At a recent Rainmaker Retreat, we had an attorney who had gotten his first negative review online.  Naturally, he was upset about it.  But after being able to set his personal feelings aside, he realized it was important that he respond the right way.

So he asked during the group session, how do I handle a negative review?

We find that one of the biggest reasons attorneys are hesitant to get involved with social media and online review sites is that they are afraid they will get a negative review. Let me share something with you: you will always have someone who is not happy with your services, but to avoid using a powerful platform altogether because you are fearful that someone will give you a negative review doesn’t make sense.

The question is NOT if you will get a negative review but WHEN you will.

The way to successfully handle a negative review is first, to have as many positive reviews as possible. Think about it, the last time you went to order something on Amazon, did the product have both positive and negative reviews? Of course!

But you still purchased it right? Why? Because innately we all know that no matter what product or service is sold, there will always be someone who is not happy. So as long as we see more positive reviews than negative ones, we usually still invest in the product or service.

The second way to effectively handle a negative review is to recognize that it is just feedback. Maybe there is a blind spot in your firm that you are not aware of and by asking people to review you and give their honest feedback, you have the opportunity to grow, learn and improve the client experience. Although the experience can be painful, it is necessary if you really want to wow the client and build a lifestyle law firm.

If someone reviews you negatively on an open platform, don’t ignore it, address it quickly and professionally. Let the individual know you are sorry they are not happy and will do everything in your power to make it right. Let them know that although you have worked with 100s of clients who are happy with your services, to hear that there is even just one who is unhappy upsets and concerns you.

We were fortunate enough to get a rave review from business litigation attorney James Thomas, partner in the Atlanta law firm of Ichter Thomas, LLC, who attended our Rainmaker Retreat.  Here is what he had to say about his experience:

If you want to experience a truly different legal marketing seminar that will help you generate more leads and convert them into paying clients this year, then come to one of our Rainmaker Retreats.  Our next session will be May 30-31 in Las Vegas.

Click on the links above for more information or call 888-588-5891.

Consumer Survey: 80% Say They Trust Online Reviews As Much As Personal Recommendations

A survey of 2,100 North American adults (90% from the U.S.) conducted earlier this year found that 80% said they trust online customer reviews as much as personal recommendations. 

The Local Consumer Review Survey 2013 by SEO firm BrightLocal.com is an annual study into how consumer behavior is affected – or not – by online reviews. Other findings from the study:

  • 95% searched online for a local business in the past month
  • 85% read online reviews for local businesses
  • 73% said positive reviews make them trust a business more
  • 65% said they are more likely to use a business that has positive online reviews
  • The most important traits they look for in online reviews of a business are reliability, value, expertise and professionalism.
  • 72% of consumers reported having recommended a local business by word of mouth (down from 78% last year), while 37% did so on Facebook (up from 32%).

Lee Rosen recently had a good post on his Divorce Discourse site about Helping Your Happy Clients Review You Online. It mentions a Canadian SEO company’s website that helps you generate a customized PDF that you can hand out to your happy clients to help them provide you with an online review (make sure this is permissible under your local ethics rules).

With the growing prevalence and popularity of online reviews, you would be doing your practice a grave disservice by not encouraging satisfied clients to provide you with a review online.

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On-Demand Seminar: The 5 Best Strategies to Beat Your Competition in 2013

Are you tired of seeing other attorneys land all the good clients?

Have you noticed how tough it’s become to market your law firm?

Are you ready to do something to make this a bigger & better year?

Knowing which legal marketing strategies are working in today’s economy gives you a huge advantage. Implementing the correct business development strategies allows you to spend less money and get better results faster!

Access this one-hour seminar on The 5 Best Strategies to Beat Your Competition in 2013 to discover:

  • Why you can’t afford to dismiss social media any longer (Google is forcing you to use it)
  • 3 major ways to triple your website traffic in the next 90 days
  • How to use online tools to generate more offline referrals
  • 3 keys all the best law firms are using to turn more website browsers into buyers
  • 2 critical numbers you must track every month to measure your success
  • Specific ways to jump-start your marketing efforts fast…even if you’ve stumbled before

Last year many of our clients experienced their best year ever! How is that possible when we are in the midst of the biggest recession our generation has ever faced?

It’s simple, they developed a game plan based on best practices and proven strategies and then they consistently took massive action! Notice I said it was “simple” not “easy.” The only “easy button” I have is sitting right beside my magic wand (I’ve found both of them work about the same).

There is no “easy” way to build a million dollar book of business, but if you’re willing to do the work we can show you the right path to take.

Click on this link now to access The 5 Best Strategies to Beat Your Competition in 2013 seminar.

 

Internet Marketing Q&A from the New York Rainmaker Retreat

Our Rainmaker Retreat in New York on May 31-June 1 yielded many questions about marketing small firms on the Internet. Here are some of the questions asked and my answers:

My firm is small; how can I compete against bigger firms on the Internet?

One of the biggest misconceptions out there is that all the big firms are engaging in the right kind of online marketing. Many big firms throw lots of money at Internet marketing but their dollars and time are not being used as effectively as they could be. Another misconception is that you are competing against the “big firms” and not the “small firms.”

The truth is many large firms are too big and move too slowly to react to constantly changing Internet marketing strategies. So being a smaller firm puts you in the perfect position to get on the Internet and start to make a name for yourself because you can make changes quickly.

The most important thing to do is to get in the game, do the right things and you will see your Internet presence grow steadily. But if you continue to sit back and watch you will never grow your online presence.

Can’t I do this all myself instead of outsourcing?

Doing it yourself is always an option. There is a lot of really valuable and great information out there where you can learn what needs to be done in order to successfully market your firm. But the hard reality is you went to school to practice law and chances are that is your unique gift.

We have seen dozens of our clients start out with the idea that they were going to do it for themselves. Most of the time, they start out strong, doing the right things in the right amount but as soon as they practice gets busier or grows, their time is divided and they no longer have time to dedicate to doing the social media or blogging or e-newsletter activities.

The reason you hire a company like The Rainmaker Institute is because our core competency is online marketing for attorneys. Do what you do best and outsource or delegate the rest. That is the most effective use of your time and money.

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.

 Should I only focus on online marketing?

You never want to put all your eggs in one basket. This holds true with marketing. Not only do you need to diversify your marketing strategies online, you also need to utilize some effective offline marketing strategies too. Things like weekly networking, giving educational seminars and meeting with referral sources, to name a few, are outstanding offline marketing strategies that are highly effective in creating a comprehensive marketing strategy.

That said, if you want to successfully grow your legal firm, you must be on the Internet and give people the opportunity to find your firm and engage with you on multiple platforms so you can build trust, credibility and rapport with prospects and referral partners.

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FREE Online Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp. Upcoming dates for our Rainmaker Retreat include:

  • July 26-27, 2013 – San Diego, CA
  • August 16-17, 2013 – Las Vegas, NV
  • September 20-21, 2013 – San Francisco, CA
  • October 25-26, 2013 – Chicago, IL
  • November 15-16, 2013 – New York City
  • December 6-7, 2013 – Los Angeles, CA

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle seminar.

 

Internet Marketing: What's Working Today

Internet marketing firm Shebang recently aggregated research from several leading market research firms to determine what is working today in Internet marketing for small businesses and published the results in the form of an infographic below.

So what is working best for small business when it comes to Internet marketing? The top 6 inbound marketing tools include:

  • Social Media
  • Blogging
  • SEO
  • Landing pages
  • Email
  • Mobile

In addition, research says that inbound marketing costs 61% less per lead than traditional outbound marketing – a good reason that a vast majority (89%) of small business marketers plan to maintain or increase their inbound budgets in 2013.

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line.

 

10 Email Marketing Tips for Law Firm Marketers

Despite all our focus on social media, email marketing still remains the #1 way to reach clients and prospects with a branded message. According to the latest Pew Internet & American Life Project report, email remains the top use of the Internet across all age groups.

If you don’t already have a regular email marketing campaign in place – like a monthly e-newsletter – here are some tips on creating an effective law firm marketing email marketing program:

1. Build a good list at every opportunity – when you get a new client, from your website or blog, or via social media. Give away a free report on a topic of interest to your ideal client to collect email addresses.

2. Only send emails to people who have agreed to receive them. Include an opt-out option in every email you send.

3. Be sure your content is always relevant to your audience and always include one clear call-to-action.

4. Send your email on a consistent basis – a monthly e-newsletter is a perfect example.

5. Email marketing studies show that the best times for sending B2B emails is Tuesday through Thursday between 9:30 a.m. and 1:30 p.m.

6. The best times for sending B2C emails is Tuesday through Thursday between 5 p.m. and 8 p.m. or on the weekend. 

7. Keep the “from” name consistent – use your name or the name of your firm.

8. Use clear, concise subject lines that make it clear what your email is about. Don’t get too creative – studies show that open rates are much better for straightforward subject lines.

9. Be sure to include both a text and an HTML version of your e-newsletter to ensure all your recipients can see it.

10. Do not use ALL CAPS or exclamation marks in your emails as these trigger spam filters.

Everyone’s attention span is getting shorter as multiple mediums for messaging continue to grow. A significant percentage of us now read emails on our smartphones or tablets, so be sure you use an email delivery service like Constant Contact or iContact (two of many) that will help ensure your messages are delivered appropriately.

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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 Fairley 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 now for your free report on 4 Myths That Keep Attorneys from Building a Referral-Based Practice.

 

Are You Making Any of These Mistakes on Your Law Firm Website?

A new study out from SMB DigitalScape has revealed that 25% of small and medium-sized businesses have major deficiencies in their websites that make it difficult or impossible for people to find them online.

Here’s a look at those mistakes:

A word to the wise: check your websites now to be sure you aren’t committing any of these obvious mistakes that could impact your ability to generate leads from your firm’s website.

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FREE REPORT: 8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

 

How To Ensure Online Reviews Make You, Not Break You

If you think that online reviews have no influence on whether or not a prospect will hire you, you are dead wrong. 

And if you don’t pay attention to them, your practice could die as well.

Consider these latest research findings:

  • 89% of consumers say online reviews are trustworthy
  • 86% of consumers look for online reviews when researching products or services
  • 80% of consumers say negative reviews will dissuade them from making a purchase
  • 85% of consumers say they are more likely to make a purchase if the product or service has favorable online reviews

Google and Yelp! are the two most influential online review websites, and having no reviews is as bad as a negative review:

So how can you get good reviews or offset negative ones? Here are some tips:

Have a website. This sounds simple, but having a website that ranks well in search results will allow prospects to see who you are and give you the ability to control the message.

Ask clients for reviews and tell them where to post. Happy clients are the least likely to post a review, so ask your satisfied clients to go to Google or Yelp! and post give their feedback on your services.

Don’t post fake reviews. Consumers can inevitably sniff out the fake reviews and after that happens, you won’t be trusted.

Monitor your online reputation and respond appropriately. If you get a negative review, respond appropriately online and offline. Acknowledge the review with a reasoned response and then take it offline to attempt a resolution. Be sure to thank those who post positive reviews as well.

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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. 

To get your complimentary copy online, click 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.  

 

How to Turn Your Law Firm Website Into Your Top Rainmaker

For most solos and small practitioners, the top rainmaker is the person looking back at them in the mirror. However, with the right website, you can generate more qualified leads and count on your closing skills to seal the deal.

Here’s how:

You know that old saw about you never have another chance to make a first impression? In this context, you never have another chance to get a lead unless you capture a prospect’s contact information. 

You can do this in several ways: through email newsletter sign-ups, social media log-in, embedded contact forms, free reports, real time chat and more. We use them all and find some perform better than others.

First, you need to provide an enticing offer for visitors to cough up their contact info. Offer a free report, a no-cost consultation or partner with another local business to offer a discount on a service like a spa visit or the like. You need to make it good.

Secondly, be sure your website has a form that makes it easy for visitors to fill out (not too long!) and that filters queries into your email inbox. There are a number of them available; if you use WordPress, there’s a built-in form for this purpose.

Third, keep track of what offers draw the best response and keep testing. You can use a free tool like BoostSuite that will measure your lead form’s conversion rate. If it’s less than five percent, you need to try something else.

Treat your website visitors like a welcome guest and don’t let them leave empty-handed. Your leads will increase as a result.

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungleseminar.

 

The Mobile Consumer and the Impact on Legal Marketing

Nielsen has released its report on The Mobile Consumer and the insights that matter most to legal marketers are as follows:

  • 94% of Americans have a mobile device
  • 53% of Americans own a smartphone
  • 86% of smartphone users send text messages
  • 75% of smartphone users access email
  • 63% of smartphone users engage in social media networking
  • 82% of smartphone users search the Internet
  • 72% of smartphone users watch video; 31% of those watch at least once a day and 42% watch several times a week

A glimpse into mobile behavior patterns has been provided by comScore’s Mobile Future in Focus Report 2013, which shows how consumers engage different devices during the day:

As the comScore report shows, we are all becoming “digital omnivores,” accessing content through different devices at different times of the day. 

The successful delivery of legal marketing content to mobile devices – smartphones and tablets – is directly impacted by the optimization of your website, landing pages and e-newsletters for mobile. It is no longer a question of if you should do it, it’s now just a question of when.

comScore says that with smartphone penetration now past 50%, the market has entered the “late majority” stage of the technology adoption bell curve:

This means that the media consumption habits of consumers is now substantially different than it was even one year ago, and that new media strategies are required to capture this audience that now numbers more than 80 million Americans.

For more information on mobilizing your legal marketing content, see my previous post on If You Lack a Mobile Website, You're Turning Prospects Away.

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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!

Newly released! Rainmaker in a Box: Volume 2 includes:

8 Proven Steps for More & Better Referrals

Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!

7 Strategies to Recession Proof Your Law Firm

Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!

6 Keys to Unlocking the Secrets of Social Media

Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.

5 Core Components for Highly Successful Websites & Blogs

My interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.

Data DVD: 
Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!

***For Blog Readers, Facebook Friends, Twitter Followers and LinkedIn Connections – we are offering you a $50 discount for Volume 2 and a $100 discount for both Volume 1 and Volume 2 because of your social media presence with The Rainmaker Institute.

Click here now to order!

 

How to Brand Yourself Online

More than one billion names are searched in Google every day and 94% of those searching never look past the first page of results. Knowing these facts gives you insight into why owning your own brand online is of utmost importance. 

You want the websites you own or control to be the first to pop up in a search. If you don’t own your brand in search, you will be subject to whoever has posted something with your name in it...and that can be a bad, bad thing.

I have spent thousands of hours building my brand online and the effort shows when you search for me on Google. Here is the first page of results when you Google “Stephen Fairley”:

For some tips on building your brand online, check out the infographic below. Better yet, come to a Rainmaker Retreat, where you will get the strategies and tools you need to build and maintain a comprehensive online brand that you can control.

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle seminar.

 

How Blogs Affect Website Traffic

Inbound marketing firm Hubspot recently released a report based on a marketing benchmark study of 7,000 companies and found that when it comes to blogging:

Companies that blog 15+ times per month get five times more traffic than firms with no blog.

B2B companies that blog just twice a month get 70% more leads than firms with no blog.

Companies that increase their blogging from 3-5 times/month to 5-8 times/month almost double their leads.

Companies that increase their total blog posts from 11-20 to 21-50 per month see a 45% increase in traffic.

There really is no question anymore about how useful a blog can be in driving traffic to your website and generating leads. None. Here are five tips to keep in mind when developing your law firm marketing blog:

Be useful. Posts should be timely, insightful and, above all, useful.

Be real. Don’t use legal jargon unless you are writing for other lawyers.

Be a contrarian. Take a unique stand on a timely subject or challenge convention to get people thinking.

Be personable. Blogging is about connecting with people, and you can’t do that if you don’t let your personality come through.

Satisfy your readership. Write for the person you want to hire you.

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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. 

To get your complimentary copy online, click 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.  

 

4 Online Strategies to Help Your Law Firm Stand Out from the Crowd

It wasn’t too long ago that attorneys who merely had a website stood out for that reason alone. However, that is no longer the case as more and more law firms are waking up to the incredible power the Internet has to help them attract clients.

So what can you do to stand out online in a way that will bring you more and better clients? Here are 4 ways:

Create a website that zeroes in on your ideal clients. Don't make the common mistake of trying to be everything to everyone. People don't want to work with a generalist. They want a specialist. When it comes to marketing your law firm online, focus is critical to your success. 
 

Give website visitors a reason to contact you. Free consultations are no longer enough to attract someone's attention. Why? Because everyone offers them. Instead, offer an incentive for paying you a visit – start with that free consultation, but then partner with another local business to offer something of value for every visit. What divorcing woman couldn’t use a spa treatment?

If you have multiple practice areas, develop a micro-site for each one. Again, focus is key here. For example, a personal injury lawyer may have a practice specific website for: SUV rollovers, construction accidents, dog bites, and automobile accidents. 
 

Have a blog that speaks your target’s language. Writing for the Internet is not the same as writing a legal brief and none of your clients want to wade through that anyway. Having a blog that talks to clients “one-on-one” through insightful writing on subjects that matter to them in terms they can understand will make you stand out and help you start a dialog with prospects.

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FREE REPORT: 8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

 

How to Tell If Social Media Marketing Will Work for Your Law Firm

The latest report from the Pew Research Center says that 67 percent of adults online currently use social networking sites – an impressive statistic when you consider that less than a decade ago, Pew reported that only 5 percent of adults online were involved in social media.

So what does this mean for your practice and law firm marketing efforts?

Should you step up your social media efforts or jump in if you haven’t already? The answer is, it depends. 

And what it depends upon is your Ideal Target Market (ITM).

Identifying your ITM is absolutely critical to the success of your law firm marketing plan. If you don’t target the right market, nothing else you do will matter. To be successful as a legal marketer and attorney, you have to start with a clear picture of your ITM.

Take a look at the demographic breakdown of who is using social media:

If you are a personal injury attorney or DUI lawyer, you should know that 62 percent of accidents in the U.S. involve drivers who are 18-49. Social media makes sense for you.

If you are a bankruptcy attorney, you should know that the average age of a U.S. bankruptcy filer is 40 (the #1 age category is 35-44). Social media also makes sense for you.

You get the idea. Social media marketing is just one tool in a law firm marketing arsenal at your disposal. If it fits with your ITM, then you should be using it. 

If you don’t know how, then I invite you to attend a Rainmaker Retreat, our two-day law firm marketing boot camp where you will leave with a comprehensive marketing plan for your practice that incorporates your ITM and the strategic marketing initiatives you’ll need to reach them. 

Here are the upcoming dates:

March 15-16, 2013 – Newport Beach, CA

April 5-6, 2013 – Dallas, TX

May 3-4, 2013 – Scottsdale, AZ

May 31-June 1, 2013 – New York City

July 19-20, 2013 – San Diego, CA

August 16-17, 2013 – Las Vegas, NV

September 20-21, 2013 – San Francisco, CA

You can register online at www.RainmakerRetreat.com or by calling 888-588-5891.

 

8 Ways to Use Your Law Firm Website to Turn Browsers Into Buyers

1. Position your firm as a specialist. When people search for attorneys online they have a specific problem (DUI, personal injury, etc) and they are searching for specific answers. If your firm has more than one practice area, the best practice is to have more than one website, especially if they have a very different clientele.

2. Offer free, educational information. Only a small percentage of website visitors are ready to commit to a consultation the first time they visit your website. Providing visitors with educational materials to help them make the best decision is a tried and true technique in Internet marketing. If you are an estate planning attorney, give them a free report on the "Top 10 Questions to Ask Before You Hire an Estate Planning Attorney."

3. Use fitting photos. Almost every legal website makes the mistake of using the same photo of the scales of justice or the courthouse steps. Be sure the pictures on your website are congruent with your message and your perfect client.

4. Give visitors easy ways to connect with you. I'm still astounded at how difficult many websites make it just to find their phone number or an email address that goes directly to an individual versus a "faceless entity." Make it easy for prospects to find all your contact information, even on their cell phone.

5. Create a mobile friendly site. Last year smart phones outsold computers! With slower speeds, smaller screens, the need for more immediate information, and the potential desire to easily call your office directly from their cell, a mobile version of your website is no longer a nicety, it is a necessity!

6. Tell visitors what the next steps are. If you want them to download your free report or call your office for a free consultation, tell them!

7. Use video clips on your website. Video is a proven converter. It gives visitors a way to see you as a real person, to hear in your own words how you can help them, and how you are distinct in your approach.

8. Provide a clear and compelling reason why you are different from your competitors. Online buyers of legal services visit an average of 5 websites prior to moving into the decision making phase. Explain to them in an easy to understand manner how your firm is different from others.

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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. 

To get your complimentary copy online, click 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.  

 

How to Monitor Your Online Reputation

Reputation is everything for attorneys. A good reputation gets you more clients through referrals; a bad one pretty much dooms your practice. So it’s no surprise that lawyers tend to pay close attention to cultivating a reputation as effective, ethical counselors.

But is all your hard work toward that goal reflected in your online reputation?

What do prospects see when they type your name into a search engine? If it’s not much, that can often be as harmful as something negative.

This infographic provides some tips on monitoring your online reputation:

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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!

Newly released! Rainmaker in a Box: Volume 2 includes:

8 Proven Steps for More & Better Referrals

Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!

7 Strategies to Recession Proof Your Law Firm

Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!

6 Keys to Unlocking the Secrets of Social Media

Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.

5 Core Components for Highly Successful Websites & Blogs

My interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.

Data DVD: 
Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!

***For Blog Readers, Facebook Friends, Twitter Followers and LinkedIn Connections – we are offering you a $50 discount for Volume 2 and a $100 discount for both Volume 1 and Volume 2 because of your social media presence with The Rainmaker Institute.

Click here now to order!

 

4 Steps to Attract Qualified Prospects to Your Website

It’s not enough to simply generate lots of traffic for your law firm website; if they’re not the right kind of visitors – the kind who are interested in what you’re selling – simply driving traffic for the sake of numbers is a fool’s errand.

So how to attract the right sort to your site? It takes some discipline and a methodical approach.

Prospect identification

Identifying exactly who your top prospects are for your practice is critical to online success. One of the biggest mistakes attorneys routinely make is targeting the wrong market – typically, a market that is too big for them to adequately reach. Remember, it takes an average of 7 to 10 meaningful “touches” to move someone from knowing nothing about you to being ready to buy from you. Your Ideal Target Market is one you can affordably reach at least 7-10 times before expecting them to utilize your services.

Keyword research

Those prospects for your services will use certain words to search for what they want. Knowing what those words are – and using them throughout your site and social media networking -- is the key to driving targeted traffic to your site.   There are several helpful keyword research tools to help you, including Google Adwords, which is free.

Relevant content

Your keyword-rich content should not only attract and engage your site visitors, it should also lead them to an action -- sign up for a newsletter, call for an appointment, etc. Serving up the right information at the right time adds value to the user experience, helps with the decision-making process and leads to sales. Keeping your content fresh – and this is where a blog on your site can be most useful – not only keeps visitors engaged and returning, but also boosts your search engine rankings.

Social media

Engaging prospects in other online venues, in groups or discussion forums, also provides assistance in attracting targeted web traffic. Establishing yourself as an expert presence in these online venues adds professional credibility and provides you with link building opportunities that help your search engine ranking as well.

Remember that the goal of your legal practice website is to generate interest that leads to engagement, which can only come from attracting the right target audience. It’s not just all about the numbers – it’s about the numbers that translate into dollars.

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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. According to HubSpot, B2B marketers with a blog generate 67% more leads per month and B2C marketers generate 88% more leads per month than those without a blog.

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 now for your FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal.

 

How Facebook Graph Search Differs From Google Search

Confused about how the new Facebook Graph Search will differ from Google Search? Here is a simplistic look:

I would venture to say that this infographic may be a tad harsh with Google – for example, when I Google “best coffee shops” I did get some local listings for coffee shops in my area, but they were just coffee places close to me – not ones that I or anyone whose opinion I care about would necessarily say are the “best” coffee shops. Google also served up some articles from the Huffington Post and other publications for the best coffee shops in Houston and D.C., which I don’t care about.

What Facebook Graph Search is supposed to do for me when I type in “best coffee shops” is show me the places my friends like. That is an endorsement I can use.

See the difference?

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On-Demand Webinar: How to Convert 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!

Get this on-demand webinar to 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

You can watch the How to Convert Leads Into Paying Clients webinar at your convenience by clicking here now.

 

Great Advice for New Lawyers: Embrace 21st Century Technology

Carolyn Elefant, a Washington, DC-based solo practitioner who blogs at MyShingle.com, provides some excellent advice to new lawyers in a recent post entitled: Open Letter To New Lawyer: You Should Be Dragging Me Into The 21st Century Not The Other Way Around

Her words of wisdom are not just applicable to new lawyers, either. 

Apparently Ms. Elefant is seeing lots of law school grads with no social media skills to speak of. This is distressing to her:

At 48 years old, I am old enough to be your mother.  And you should be ashamed of yourself.  Here you are, coming to me for a legal job when you don’t know the first thing about RSS feeds, blogging (reading them, let alone writing them), Twitter, Pinterest or YouTube.  And what’s more, you have no comprehension of the importance of these tools to my practice and seemingly no interest in learning how to use them.

As she notes, newbie lawyers are of minimal use to an established practitioner, who must invest time as well as suffer through periods of trial and error in training the next generation of lawyers. She owns that. 

But to be competitive – to get a job – here’s what she says new lawyers need to offer:

You should be coming to me with a week’s worth of proposed blog posts. You should be streaming out a dozen tweets on industry developments and setting up RSS feeds to share with me – not the other way around.  You should have as robust an online footprint as I do, or more – yet I’ve got thousands of blog posts to your…zero? You should be able to figure out, in a snap, how to use video editing tools if you don’t already and volunteering to create cool informational videos so I can market my firm and generate more business that will support more new hires.

This is a savvy solo who obviously gets what it takes to compete in the legal services arena today. She wonders, as have I, why law schools are lagging behind when it comes to training lawyers how to run a successful practice. 

One of the most troubling aspects of her post is the fact that new lawyers are telling her that law school discourages the use of technology, telling students to stay off Facebook and Twitter for fear of creating an adverse paper trail. Horrible advice! 

So if you’re a new lawyer looking for employment, heed Ms. Elefant’s advice: step up and own 21st century technology. Same goes for the rest of you – every lawyer needs to be hired by someone, and being ignorant of how to reach consumers these days reduces the odds significantly that you will make the cut.

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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. 

To get your complimentary copy online, click 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.  

 

Join Me in Dallas for ABA New Partner Workshop on Feb. 8

I will be in Dallas on Friday, Feb. 8 for an ABA New Partner Workshop at the Infomart Conference Center. The workshop will provide a full day of interactive learning and networking opportunities, and is specifically tailored for:

  • New partners who need to rapidly build up their book of business
  • Attorneys who aspire to become a Partner and want to learn how to generate new clients
  • Attorneys who have launched their own firm and need help finding effective marketing strategies

What you will learn:

  • How to build a referral-based practice and jumpstart your practice
  • How to double your revenues in 6 months by improving your lead conversion and fixing your follow-up
  • How to build a mid-6 to 7-figure business by applying best practices
  • How to use the power of social media to attract clients and connect with referral sources
  • 5 proven strategies to improve the quality and quantity of your referrals
  • Tips from attorneys who have gone from start-up to 6 figures in 1 year
  • 8 steps to using LinkedIn to build your online presence and connect with other professionals

Tickets for the New Partner Workshop are available through 2013 ABA Midyear Meeting registration. There is no registration fee for the Midyear Meeting, however the workshop registration rate is $249.  This rate includes a networking luncheon.

See you in Big D!

 

Top 5 Ways Press Releases Give a Boost to Your Law Firm Marketing

A post at Hubspot today summarized the benefits of press releases for law firm marketing:

1. Quick dissemination of information and online access for media.  Getting your press release picked up by as many publications or websites as possible is your main objective and Hubspot research shows that timing plays an important role. Your release is more likely to receive maximum viewership online if it is released over the weekend; media views spike during the weekend as well.

2. Helps build links. Coverage spurred by press releases tends to create inbound links back to your website. Be sure to include your primary keywords in the release.

3. Makes it easier for journalists to cover you.  Having all the information you want media to know in one place makes it easier for journalists to cover you. Include company information as well as presentations and relevant research data with your releases.

4. Puts you in charge of your messaging. Press releases provide a way for you to disseminate a unified message to everyone – journalists, clients, prospects, bloggers, social media, etc. Other content creators can draw upon one message: yours.

5. Provides content for other channels.   A press release provides content for your other law firm marketing channels, including your website, your blog and your social media networks. Including photos and videos increases engagement significantly – a bump of 18% for photos and 55% for videos.

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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.

 

Resolve to Do Things Differently in 2013

Is your law practice letting you down? Not enough clients? Revenues stagnating or going south? Spending too much time on building frustration rather than building your business?

Then consider this:

If you always do what you've always done, you'll always get what you've always got.

I don’t know who said that – it’s been attributed to the likes of Albert Einstein, Henry Ford and Mark Twain – but it is so very true.

The problems you are having can likely be attributed to doing things the same way they’ve always been done. Challenge yourself to break from your past in 2013 and do things differently.

The answer to building a successful law practice that satisfies you both financially and emotionally can be obtained through effective law firm marketing. 

If you don’t have a blog, start one.

If you don’t have a presence on social media, get one.

If your website is old and tired, fix it.

If you have scant prospects, start using email and inbound marketing practices to fill the funnel.

There are abundant resources for you to learn how to effectively do and manage all these strategies. Our Rainmaker Retreat is but one of them. Sign up for a webinar. Attend a workshop. Start reading marketing blogs and learning about all the low-cost ways you can effectively market your practice.

The worst thing that can happen is not failure. It’s doing nothing.

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FREE Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

The Top 10 Things Prospects Hate About Your Law Firm's Website

It’s a new year...when’s the last time you refreshed your website? If you’re like many law firms, the answer is probably that it’s been awhile. When it comes to websites, lawyers tend to “set it and forget it.” This is a grave error.

Examine your site now and see if any of the top 10 things that prospects hate about law firm websites are on yours:

1. Pop-up ads. People hate them. So don’t use them. Instead, have a good call-to-action on every page of your site and create compelling content to get them to do what you want.

2. Generic stock photography. We’ve all used it, but people are savvy to what is fake. Use photos of your real people, not those stock images of good looking models who look like they are all simply delighted by the piece of paper they’re staring at.

3. Legal jargon. Don’t write for other lawyers, write for real people. Tell them how you can solve their problems by telling compelling stories and engage them with thoughtful content.

4. SEO-driven content. Write for people, not search engines. Google’s algorithm is very sophisticated and can detect a page’s relevancy better than you think. 

5. No way to share. Include social share buttons on your pages so people are not frustrated by being unable to share your content.

6. No blog. Prospects want to learn more about the real you when they come to your site, and having a well-written blog lets them in the door. 

7. Boring copy. Create great titles and (yes, I am saying it again) content that is compelling.

8. CTAs with strings attached. Nothing is more frustrating to a prospect than to discover that your call-to-action comes with strings attached. Ever been on a retail site where you are offered 20% off, only to find you have to spend $100 first? Big turn-off.

9. Bad internal links. If you create internal links taking people to irrelevant pages, they will dump you fast. Be sure all your internal links go to the right place.

10. Slow load. Sites that are slow to load are abandoned quickly, and they are also penalized by Google. Don’t let the design interfere with the reason you have a website in the first place – to get prospects to become clients.

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On-Demand Webinar: How to Leverage Your Firm’s Website to Win Clients

According to recent research…

  • 58 million adults looked for an attorney in the past year
  • 76% of them referred to the Internet at some point in their search

While most law firms already have a website, the majority of them don’t produce new cases on a regular basis. Why?

Because they are doing it all wrong!

This webinar will teach you how to do it right.

Lawyers.com editor-in-chief Larry Bodine and Stephen Fairley join forces to deliver a compelling on-demand webinar on How to Leverage Your Firm’s Website to Win Clients; access this webinar now to learn:

  • 3 specific strategies that can immediately improve your website conversions
  • What elements you should and should not include on your website
  • How to effectively reach the 65% of consumers who like to gather information about their legal issue long before ever contacting an attorney
  • Ways to leverage top online attorney directories to control your online presence
  • Case studies on how top attorneys are using social media to attract more paying clients
  • Best practices for blogging and why Google loves them so much
  • The fastest ways to get to the top of Google

Click on this link now to receive the How to Leverage Your Firm’s Website to Win Clients webinar.

 

Internet Marketing for Lawyers: What Works in 2013

In my post yesterday, I shared three simple questions that can change your law practice. The third question had to do with learning from successful people and emulating what they are doing right.

The infographic below shows what is working for marketers when it comes to Internet marketing; the top 5 areas for you to focus in 2013 include:

  • Social media
  • Blogging
  • SEO
  • Email marketing
  • Mobile marketing
Effective Internet Marketing

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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 Fairley 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 now for your free report on 4 Myths That Keep Attorneys from Building a Referral-Based Practice.

 

How to Use Google Analytics To Improve Your Law Firm Marketing

What gets measured, gets done.”

This quote is usually attributed to management guru Peter Drucker, and reminds us of the importance of measuring the efficacy of our law firm marketing efforts in order to capitalize on what works and not to waste time on what doesn’t work.

One of the most compelling tools for measuring the effectiveness of what you’re doing online is a tool called Google Analytics. You embed a snippet of code into your law firm website or blog and it provides you with a mountain of great data – for free! Google gives you all the guidance you need to get started using this tool here.

To get the most out of Google Analytics for your law firm marketing efforts, you need to pay close attention to three important areas:

Visits – by examining visits to your sites, you can see how many people are coming to your site, where they are coming from and if they are new or returning visitors. This is a basic metric to tell you if your efforts to drive people to your site are working. It can also tell you if a good number of your visits are coming from tablets or mobile devices, so you can be sure your sites are optimized for those devices.

Activity – here you want to examine Pages per Visit, which tells you how many pages visitors access when they come to your site; Average Time on Site, which tells you how long your visitors stay; and Bounce Rate, which tells you who looked at just one page and left. These metrics will let you know how engaging your site is and if you are holding your visitors’ attention. If you have a low Average Time on Site and a high Bounce Rate, you need to rethink your online strategies because you are attracting low quality web traffic.

Goals – Google Analytics allows you to input your goals for your site for tracking, so if your goal is to get visitors to download a free report, watch a video or sign up for an e-newsletter, you can track exactly how many people did what you wanted them to do. 

 

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FREE REPORT: 8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

 

SEO Essentials for Legal Websites and Blogs

If you are relying on your law firm marketing websites to bring you prosperity in 2013, you cannot just count on luck to make it happen. Those sites will not do you any good if prospects are not finding them – which is why it is critically important that you follow these top SEO essentials for your legal websites and blogs:

Keywords in title tags – title tags are those words that appear in the title bar of web browsers and what generally shows up in search engine results pages. For example, when you open this blog, you will see this title tag: The Rainmaker Blog: Law Firm Marketing and Business Development: The Rainmaker Institute: Stephen Fairley: Professional Legal Marketing. Title tags are coded into your site and should contain the most important keywords relevant to your prospects.

Header tags – these go in your main content, separating thoughts and/or paragraphs with keyword-rich subheads.

Fresh content – creating new content and updating old content regularly boosts authority and news ranking.

Content diversity – search engines reward diversity in format and content, so include photos, videos and presentations wherever possible.

High quality inbound links – creating high quality, unique content that others will want to link to and reference can have a huge impact on your website ranking.

Authority – build authority for your site through participation in social media, providing commentary and links to other authoritative sources in your space and quality inbound link building.

Feedback – syndicate, promote and provide people with an easy way to share feedback via a blog hosted or linked to your website.

Quality user experience – Google rewards sites that are well designed, easy to navigate, load quickly and keep visitors engaged (low bounce rates).

Browser compatibility – your site needs to be compatible with the latest browser versions, including mobile.

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Register for a 2013 Rainmaker Retreat, Get a $400 Gift Free!

We’re closing out 2012 with an irresistible offer for those who want to kickstart 2013 by attending a Rainmaker Retreat, our two-day intensive law firm marketing boot camp. 

If you sign up for a Rainmaker Retreat by midnight PT on Jan. 1, 2013, you will receive a free copy of Rainmaker In a Box Volume 1 ($397 value), a four-DVD set that includes:

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. Stephen has studied best practices in law firm marketing and shares with you the 5 unchanging secrets they 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 Stephen lays out his 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 Stephen pulls back the veil and walks 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 shoe string 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.

Here are the dates for upcoming Rainmaker Retreat sessions in 2013:

January 18-19, 2013 – Las Vegas, NV

February 15-16, 2013 – Orlando, FL

Click on this Rainmaker Retreat/Rainmaker In A Box Volume 1 Free Gift link now or call 888-588-5891 to register and receive your free gift!

 

Invest Some Time Tomorrow & Reap the Benefit$ in 2013

Tomorrow, Lawyers.com editor-in-chief Larry Bodine and I will be presenting a webinar on How to Leverage Your Firm’s Website to Win Clients.

The one-hour webinar starts at 1 p.m. ET/10 a.m. PT and will teach you:

  • 3 specific strategies that can immediately improve your website conversions
  • What elements you should and should not include on your website
  • How to effectively reach the 65% of consumers who like to gather information about their legal issue long before ever contacting an attorney
  • Ways to leverage top online attorney directories to control your online presence
  • Case studies on how top attorneys are using social media to attract more paying clients
  • Best practices for blogging and why Google loves them so much
  • The fastest ways to get to the top of Google

All it takes is an hour of your time and a little cash ($97) to learn how to reap huge benefits from having a robust online presence in 2013 – a presence that will help you generate more leads and turn prospects into clients.

You’ll also receive a recording of this webinar to watch at your convenience, so if the time doesn’t work for you, you can still register and get this critical information to learn from and share with your firm.

Click on this link to register now for the How to Leverage Your Firm’s Website to Win Clients webinar on Thursday, Dec. 13 at 10 a.m. PT/1 p.m. ET.

 

Report: Digital Media the Key to Reaching the Rich

A study out this week from SEI, Scorpio Partnership and Standard Chartered Private Bank says the wealthy are much more likely to use the Internet, mobile apps and other digital media communications tools.

The study, titled The Futurewealth Report: The Digital World of the Futurewealthy, surveyed 3,477 respondents with an average $1.9 million in assets on their digital habits and found that a majority are early adapters of technology, crediting technology for a valuable role in helping them create and manage their wealth.

The report’s author notes that, “Advisors must embrace and share the passion for technology and digital media tools with these futurewealthy if they want to truly engage and grow relationships with them.”

While the wealthy may be first on board with new technologies, others are not far behind. And attorneys who do not utilize digital communications in their law firm marketing are fast going the way of the dinosaur.

So how do busy attorneys grasp the concepts and strategies of digital marketing? They attend a Rainmaker Retreat, our two-day intensive law firm marketing boot camp that is guaranteed to bring more new and qualified clients into your law firm and provide you with everything you need to know to embark on a robust social media and Internet marketing communications program.

Here are the upcoming dates:

December 7-8, 2012 – Los Angeles, CA

January 18-19, 2013 – Las Vegas, NV

February 15-16, 2013 – Orlando, FL

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

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FREE Rainmaker Retreat Preview DVD – Learn Before You Go!

If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 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.

Instead of us telling you how these 2 days will transform your practice, listen to your peers describe their experiences in their own words by clicking here to order your complimentary Rainmaker Retreat Preview DVD right now.

 

Law Firm Marketing: After the Search, What Next?

As LexisNexis blogger Amy Kovar noted in a post last week on the Attorney Selection Research Study conducted recently, what happens when consumers complete their online research for an attorney?

Here are the findings:

Nearly 6 in 10 consumers (57%) hired an attorney after searching for one online within the past year, which represents over 33 million consumers.

The second-most common outcome (15%) was to proceed on their own.

13% of respondents continued their attorney search.

Fewer than 1 in 10 (8%) of respondents decided not to pursue legal representation.

The final 6% eventually secured a court-appointed attorney.

So not only are consumers searching for an attorney online, they are overwhelmingly following up on the process by actually hiring one.

What more evidence do you need to begin your online law firm marketing program today?

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line.

 

Top 7 Marketing Habits of Highly Successful Small Businesses: Which Ones Are You Doing?

Forrester Research recently conducted a study on behalf of Act-On, a cloud-based marketing software firm, to examine the habits of successful small business marketers in a tough economy. 

Researchers found there were 7 key factors that differentiated small businesses that outperformed others in a tough economic environment; those include:

1. An emphasis on online over offline marketing strategies;

2. A focus on new business leads and customer lifetime value over customer acquisition cost savings;

3. The execution of highly-optimized, multi-channel campaigns leveraging email, web and social media;

4. Nurturing leads carefully until the time is right rather than trying to sell from the get-go;

5. Collecting the metrics that matter and measuring results in order to iterate and improve;

6. Increasing collaboration between sales and marketing, made easier through quantifiable measures of success;

7. Maintaining -- or even increasing -- marketing budgets during a difficult economy in order to increase business momentum, seize new opportunities, and gain the competitive advantage.

The Act-On white paper based on this research can be found at www.act-on.com/drive.

If you are interested in learning how to integrate these 7 key factors into your law firm marketing program, I suggest you attend a Rainmaker Retreat, our two-day marketing boot camp for attorneys. Our program touches on all these factors, with actionable items you can implement today.

Here are the upcoming dates for the Rainmaker Retreat:

December 7-8, 2012 – Los Angeles, CA

January 18-19, 2013 – Las Vegas, NV

February 15-16, 2013 – Orlando, FL

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

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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 Fairley 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 now for your free report on 4 Myths That Keep Attorneys from Building a Referral-Based Practice.

 

Law Firm Marketing: What Business Are You Really In?

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.”

And that may be logical -- but it’s wrong. You may have a legal practice, but that’s not the business you’re in. You’re really in the business of running your business.

Here are three specific ways you should be doing this: 

Marketing your legal skills. As a solo practitioner, a partner in a small law firm, an associate or of counsel, your primary focus, after gaining competency as an attorney, is to understand the key principles of business development and marketing and to apply them every single day. Not every attorney will be a top rainmaker, but everyone can do something to grow and market his or her practice.

Creating extraordinary experiences for your clients.  You need to micromanage the client experience—controlling every aspect of how the client experiences your law firm. From how the phone is answered, to greeting them by name as they walk in the door, to minimizing the amount of paperwork you ask them to complete to reserving your conference room with their name on the door, to returning client phone calls and emails consistently and promptly, everything should be focused on creating a positive experience for your clients.

Building deep and lasting relationships with your clients. Far too many attorneys only have a transactional relationship with their clients. They create an estate plan for them, they file a lawsuit on their behalf, or they set up a corporation for them. To be successful over the long term, you must think long-term.

You must develop lasting meaningful and influential relationships with your clients because the most expensive thing you can have is a one-time client. The first step is to say connected with them. Regular, non-billable communication with clients is more important than ever in these difficult times. Send out a monthly newsletter or a copy of an interesting article you read (or wrote).

Here’s the rule of thumb: communicate at least 10 times a year with every current and former client. Sit down with your staff or partner and lay out a game plan for how you can build long term, meaningful and influential relationships with your clients.

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Get More Proven Legal Marketing Strategies FREE from The Rainmaker Institute

One click of your mouse will take you to our website where you can see the current issue and subscribe to our complimentary monthly e-newsletter that will be delivered to your inbox every month. 

Each issue is chock-full of legal marketing information you can put to use right away and share with your staff to maximize the effectiveness of your legal marketing plan. Click here now to subscribe to The Rainmaker Institute Law Firm Marketing Newsletter.

 

Why Lawyers Should Love Inbound Marketing

Just when most lawyers got used to traditional marketing – print ads, Yellow Pages listings, billboards, radio and TV ads – along comes a discipline called inbound marketing that turned everything you thought you knew about law firm marketing on its head.

Here at The Rainmaker Institute, inbound marketing is about all we do, and what we have done for years. Traditional marketing may have its uses, but it doesn’t do what we like to do – generate qualified leads. Traditional marketing is all about the push – pushing your message out to a mass market in hopes of finding those needles in a haystack.

Inbound marketing pulls people in who are interested in what you have to offer. It consists of social media marketing, SEO, blogging, e-newsletters, videos, free report offers on landing pages, email marketing and other strategies that attract consumers naturally.  

Inbound marketing allows you to nurture relationships with potential leads all the way along the various stages of the buying cycle. You can automate your messaging early in the cycle for the shoppers, then spend your resources more carefully on interacting with those who are in the later stage of ready-to-buy. 

This infographic from The Whole Brain Group, a Michigan-based inbound marketing agency, explains it simply and succinctly:

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FREE Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Junglewebinar.

 

Study Finds When It Comes to Content Marketing, Size Matters

A marketing benchmark study by online marketer HubSpot studied results from more than 7,000 B2B and B2C businesses, analyzing the relationships between inbound marketing activities and the volume of website traffic and leads those activities generated.

Here’s a synopsis of those findings:

Companies with 51-100 pages of website content generated 48% more traffic than companies with less than 50 pages.

Companies with 101-200 pages generated 2.5 times more leads than companies with less than 50 pages.

Companies that increased their number of landing pages from 10 to 15 saw a 55% increase in leads.

Companies that blog 15+ times per month get 5 times more traffic than companies that don’t blog.

Companies that increased their blogging from 3-5 times per month to 6-8 times per month almost doubled their leads.

B2B companies that blog only 1-2 times per month generate 70% more leads than companies that don’t blog at all.

Companies that increased their total blog articles from 11-20 to 21-50 articles saw a 45% increase in traffic.

Companies with more than 200 articles on their blog have more than 5 times the leads than companies with less than 10 articles.

Companies with 51-100 Twitter followers generate 106% more traffic than those with less than 25 followers.

Companies with more than 1,000 Facebook “likes” saw an average 185% increase in traffic.

These findings remind us that consistency is key when it comes to executing online law firm marketing strategies. In other words, you can’t just launch it and leave it.

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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 Fairley 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 now for your free report on 4 Myths That Keep Attorneys from Building a Referral-Based Practice.

 

Don't Turn Back the Clock on Your Law Firm Marketing

Did you remember to turn your clocks back one hour last night? If you forgot and have someplace you need to be today – like church – you’ll find yourself pretty much alone for about an hour.

Attorneys who are still doing the same old-same old when it comes to law firm marketing will likely find themselves in the same boat – pretty much alone with few new clients. Don’t believe me? Here are some of the latest statistics regarding Internet and social media marketing:

  • 91% of online adults use social media regularly
  • Internet users spend 22.5% of their online time social networking
  • 80% of active Internet users visit social networks and blogs
  • 57% of marketers acquired customers via blogging
  • U.S. Internet users spend three times longer on social media and blogs than email
  • 93% of U.S. adult Internet users are on Facebook
  • 87% of the Fortune 100 uses social media
  • Every minute of the day:
    • 100,000 tweets are sent on Twitter
    • 684,478 pieces of content are shared on Facebook
    • 2 million search queries are made on Google
    • 48 hours of video are uploaded to YouTube
    • 571 websites are created

If you’re not taking action because you don’t know where to start, I urge you to consider attending a Rainmaker Retreat, our two–day law firm marketing boot camp that will give you a comprehensive education on marketing your law firm in today’s tech-savvy world.

We have two more sessions before the end of the year:

November 16-17, 2012 – New York City, NY

December 7-8, 2012 – Los Angeles, CA

You can still get in on our Early Bird Discount for our upcoming Rainmaker Retreats, so be sure to register now to receive the $200 discount. 

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line.

 

How to Capture New Clients in Today's Tech-Savvy World Webinar on Nov. 8

New independent research has discovered that 58 million consumers in the United States sought an attorney in the past year. You could be one of those attorneys if you understand the changes in how consumers look for lawyers today. The traditional method of asking friends, coworkers and neighbors to recommend a lawyer is fast going the way of the dinosaurs.

Join me and Larry Bodine, Editor in Chief of Lawyers.com on Thursday, Nov. 8 at noon ET for a law firm business development webinar on how you can capture new business in today’s tech-savvy world.

Research shows that today:

76% of consumers seeking an attorney in the past year cited using online resources at some point in the process. If you’re not capitalizing on all the available internet-based strategies, you won’t be found.

Most consumers (65%) start by going online to gather information about their legal issue. Attendees will learn how to market themselves to be found at this early point in the process.

39% of consumers turned to search engines when gathering information. Find out which one is the No. 1 choice of consumers so that you can optimize your website.

After Google, consumers used a well-known online legal directory. Attendees will learn which one stands out above all the others, and how to perfect your profile so that it generates new revenue.

Social media is so prevalent that it now affects consumer buying choices. 26% of consumers used social media to research and find a lawyer. Find out which one is the top choice for lawyers who want consumer clients.

Legal blogs are an important online resource for lawyers. 29% of consumers read a lawyer blog when they were searching for a lawyer. Attendees will learn the best practices in lawyer blogs.

Websites were most commonly used in the “finding a lawyer” stage of the process. Attendees will learn which elements of a website pull in new clients.

34% of respondents visited online legal advice forums at the beginning of the search process. Find out how to sign up for an “Ask A Lawyer” forum that is widely read by consumers.

With the popularity of Yelp.com and other review websites, lawyers should know that online ratings make a big difference. 57% of respondents used an online resource to check and compare ratings and reviews of a lawyer or firm. Find out how to tune up your profile to produce new clients.

The live webinar will take place on Thursday, Nov. 8 at 9 a.m. PT/Noon ET. If that time doesn’t work for you, you can still register to receive a recording of the webinar to watch at your convenience. The cost for the webinar is $97.

Click on the following link now to register online for How to Capture New Clients in Today’s Tech-Savvy World webinar.

 

Major Shift to Mobile Should Shift How You Market Your Law Firm

Last month, web searches on desktop computers were down by four percent for the first time...ever. And searches on mobile devices were way, way up. In fact, more people search for directions on mobile devices than any other computing device now. 

Are you feeling the shift?

comScore released this graphic last week showing how our society is moving to mobile:

For the top 10 websites on the Internet, mobile now accounts for 35% of their usage. The transition is clearly here.

The NPR On Point program last night interviewed several experts on the shift in platforms, and the consensus seems to be that desktops will remain for work and we’ll do all our other computing on mobile devices – tablets and smartphones. 

Whatever you may think, the evidence is clear that the future is multi-platform and all your law firm marketing efforts need to be optimized for viewing on multiple devices.

For information on mobilizing your law firm marketing, read my previous post: If You Lack a Mobile Website, You're Turning Prospects Away.

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FREE REPORT: 8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

 

What the Latest LinkedIn Changes Mean for Law Firms

Three weeks ago, I posted about How to Follow - and Even Be - the Leader on LinkedIn, reporting on the site’s latest announcement about the 150 thought leaders it had rounded up to post regularly – effectively making LinkedIn a publisher of interesting content from the world’s leading business minds.

A post last week at b2bdigital.net from Eric Wittlake called it out in an even more stark fashion in his post, LinkedIn Just Went Into the Publishing Business.

As Eric notes, “not even the Wall Street Journal, Forbes or Huffington Post can match that contributor list.”  And an audience is following – Quantcast tracked a 7.5% increase in page views on LinkedIn in the three weeks following the announcement.

So now that LinkedIn has morphed into a publisher, what does that mean for law firm marketing?

Add your voice! Rubbing up against the luster of these 150 thought leaders means that some of that social media gold can rub off on you. Find a post of interest and add your own spin or a contrarian view. There are not many comments yet on many of these thought leader posts, and you can take advantage of this to stand out.

In addition, you can capitalize on LinkedIn’s audience grabbing push and push your own content by linking your blog to your profile on LinkedIn. 

These changes remind us of the importance of keeping up with these social media sites as they continue to make changes.   What worked today may not work tomorrow, and you need to actively participate and grow on each site in order to accomplish your law firm marketing objectives.

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On-Demand Webinar: 5 Internet Marketing Mistakes Your Law Firm Can’t Afford to Make

The Internet is one of the most cost effective lead sources for today’s attorneys. This on-demand webinar provides all the details on how 7-figure attorneys are using the Internet, search engine optimization, their websites and blogs to find more and better clients for their law firm, including:

  • The 5 rules for effective Internet marketing for attorneys
  • Do’s and Don’ts: the intersection of ethics and online marketing
  • 2 critical keys to getting your website on the front page of Google
  • How to avoid the most common pitfalls and mistakes attorneys make with their websites
  • Lead conversion pages: how law firms are converting 10-30% of website visitors into qualified leads
  • 3 most important goals of your website & blog
  • The “secret weapon” of Internet marketing for law firms

Click on the following link for your copy of 5 Internet Marketing Mistakes Your Law Firm Can't Afford To Make webinar.

 

30 Ways to Promote Your Blog Posts

To build and maintain a successful blog, you need to do much more than just post to it on a regular basis – you need to promote those posts so you can draw traffic and prospects in to see what you have to share.

This infographic does a good job of listing the various ways you can promote your posts online and on social media:

30 Ways to Promote Your Blog Posts

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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. 

To get your complimentary copy online, click 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.  

 

Are You Listening to What Your Website is Trying to Tell You?

You know how to measure success in a court room, but do you know how to measure the success of your website and blog?

One of the most compelling tools for measuring the effectiveness of what you’re doing online is a tool called Google Analytics. You embed a snippet of code into your law firm website or blog and it provides you with a mountain of great data – for free! 

To get the most out of Google Analytics for your law firm marketing efforts, you need to pay close attention to three important areas: visits, traffic and conversion. This infographic takes the mystery out of understanding what your websites are trying to tell you:

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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.

Click here to download, and start using these proven strategies today!

 

New Law Firm Marketing Resource: LawMarketing.com

I’m in Las Vegas today speaking at the New Jersey State Bar Association mid-year meeting at the Wynn. I’m with Joseph A. Bahgat of Bahgat Law, LLC and we’re talking about The Art and Science of Retaining Clients, discussing ways to engender trust in clients and develop long lasting attorney-client relationships.

I’m happy to share with you another resource you can use to improve your law firm marketing and client relationship management: LawMarketing.com

LawMarketing.com is an online marketing resource for attorneys and legal marketers that was originally launched in 1997, and has now relaunched with a wider focus on the business side of legal practice management and an expanded editorial team. I am proud to be a part of that new editorial team, along with the site’s founder, Larry Bodine, editor-in-chief of Lawyers.com.

LawMarketing.com is being curated by a former TRI associate, Cindy Greenway. She is in the process of recruiting the top minds in legal marketing and practice management to help lawyers create and manage a highly profitable lifestyle law firm. 

LawMarketing.com will offer the latest legal news, technology updates, events, sales and marketing techniques, advice and resources. The new LawMarketing.com also offers a Consultant Directory, a place to post upcoming events and opportunities to advertise. 

Check it out, bookmark it and visit often: www.LawMarketing.com.

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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 Fairley 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 now for your free report on 4 Myths That Keep Attorneys from Building a Referral-Based Practice.

 

Law Firm Marketing & the Growing Mobile Landscape

Today, the Pew Research Center released a report on how Americans consume news on their mobile devices, finding that half of all U.S. adults now use a smartphone or tablet device to connect to the Internet – and 66% of those use these devices to get their news.

This is a huge sea-change in how we consume news! And its ramifications for attorneys who blog, engage in social media and market themselves online has never been larger. 

We are not just checking headlines, either – 78% of mobile device users read more than one in-depth article during a sitting and the articles they are reading are mostly (90%) for personal use:

Consumption of news articles on mobile devices usually comes from content that was shared on social media sites or via email. A majority (60%) use a browser to acquire their news, which increases the need for attorneys to step up their SEO game even more than ever before. Your content needs to be mobile-friendly, meaning no PDFs or content that is not formatted properly for mobile devices. 

The consumption of all information is moving rapidly to mobile, and your law firm marketing must follow to remain relevant.

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NEW On-Demand Webinar: Business Development Strategies for Litigators

Business development is especially difficult for litigators, who often work for months on a case and bring it to a successful conclusion, only to find they have a gaping hole of billable time to fill!

Are you or your litigators building the referral network you need to bring in litigation business?

In this new on-demand webinar, nationally recognized business development expert Stephen Fairley and featured guest Larry Bodine, editor-in-chief of Lawyers.com, help you develop a practical plan to grow your litigation practice. Learn:

  • Which strategies you need to put into place in order to obtain repeat business from former clients
  • How to build a referral network to build your practice-even while you are prepping for a trial
  • How to get more referrals from mega-firms who are conflicted out of a case
  • How to identify small firm transactional lawyers who can send you litigation referrals
  • How to focus on the “hottest” areas of practice, as identified by market research
  • Methods our clients use to attract larger clients with bigger cases
  • How to ethically promote your “big wins” to the media and via the Internet
  • How to apply one of the most effective marketing techniques for litigators
  • How to position yourself as an industry expert that attracts highly profitable clients

To get this on-demand webinar, simply click here to access the recording of Business Development Strategies for Litigation Attorneys webinar.

 

Your Prospects Are Online...Where Are You?

The LexisNexis® Martindale-Hubbell® Attorney Selection Research Study found that 76 percent of consumers used the Internet to search for an attorney in the past year. 

Are you and your firm up to date on the latest digital marketing strategies and tools to capture all the prospects you possibly can who are searching for you right now on the Internet?

If not, you can get up to speed quickly at a Rainmaker Retreat, our two-day law firm marketing boot camp. 

Listen as Ruben Avila of the Law Offices of Mario Avila, who attended a Rainmaker Retreat session recently in Orange County, explains:

We cover everything busy attorneys need to know – and can put to use immediately – at each Rainmaker Retreat. There’s one coming up next weekend in Orlando (Oct. 5-6) and two others later in the Fall:

October 26-27, 2012 – Scottsdale, AZ

November 16-17, 2012 – New York City, NY

You can still get in on our Early Bird Discount for our upcoming Rainmaker Retreats, so be sure to register now to receive the $200 discount. The Early Bird Discount for our Oct. 5-6 in Orlando ends today, Sept. 28.

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

 

SEO for Lawyers: How to Make a Great First Impression on Google

First impressions are lasting ones, not just in person but also online. So how do you ensure that a prospective client or referral source that is Googling you likes what they see? 

As the infographic below illustrates, most people – 94% -- only look at the first page of search results on Google. If they don’t find you there, you automatically lose credibility. 

See that stat that says only 2% of people own their first page of results? I happen to be one of those people. Google my name and you will find that the first page of results is made up of my websites and profiles, meaning that I am firmly in control of my brand online.

You want to own as much of the first page as possible, which means you not only need to have a website with relevant content and keywords, you also need to have profiles on LinkedIn, Twitter, Facebook and Google+ (the big 4), a blog, videos on Vimeo and YouTube and more:

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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.

Click here to download, and start using these proven strategies today!

Internet Marketing for Lawyers: Top Tips for Local SEO

If you’re an estate planning attorney in Detroit, chances are you’re not looking for clients in Phoenix. You are, as are most attorneys, a local business. Which means you need to optimize your website for local search, as well as employ other tactics to make your firm locally visible to those searching for your services.

Here are some tips for optimizing your website or blog for local search:

Include local keywords in your content, URL and tags. If someone is looking for legal services, it is highly unlikely they will type the name of your firm into a Google search box. This is why I always recommend a URL with your location and practice specialty – i.e., www.FortMyersEstatePlanning.com. Location should be in your page title, header tags, meta tags and content as well, and you should also include long-tail keyword variations for your area.

Blog. Every time you add a new post to your blog is a new opportunity to get found using local search terms. Be sure your content discusses local issues and always add your location somewhere in your post – for example, instead of saying “We can help you...” write “Our Detroit estate planning law firm can help you...”

Optimize your site for mobile. Almost half of Google Map usage is on mobile devices, so you need to make your site mobile-friendly. To learn how, see my post last month on If You Lack a Mobile Website, You're Turning Prospects Away.

Local contact information. Be sure you have a real “Contact Us” page with your physical address, phone number and Google map.

In addition you should employ these additional tactics for getting good local SEO:

  • Add your firm to local directories like your local Chamber of Commerce, bar association and other business organizations.
  • Have a Google+ account.
  • Get reviews on Yelp! and other similar sites that profile local businesses.

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PI Attorneys: Register Now for PILMMA Fall Summit Sept. 21-22 in Las Vegas

Join me at the Personal Injury Lawyers Marketing and Management Association (PILMMA) Fall Legal Marketing & Management Summit on Sept. 21-22 in Las Vegas, when I will be making a special presentation on 5 Proven Strategies to Double Your Referrals.

There are a host of other nationally renowned speakers who will be joining me for this prestigious summit, including:

James Mitchell Brown, author of the book Marketing for the Contingency Fee Law Firm, is the nation’s leading consultant for contingency fee firms. Brown has been an attorney since 1973.  He formed Attorney Consultant Inc. in 2004 and has been recognized throughout the country for his expertise in teaching marketing and business management skills to attorneys.

Mark Wolfe has been practicing in the area of personal injury litigation since 1987 with an emphasis on auto-negligence cases. He is a partner in the Mobile, Alabama firm of Boteler, Finley & Wolfe. He has tried over 200 car crash cases to verdict and handled over 3500 car crash claims or cases.

Patrick Anderson will share the strategies and results of successful PI attorneys who are using iPhone apps to bring in “winnable cases”. His Case Study documents a step-by-step marketing blueprint used by PI firms to generate thousands of legal app downloads in a few short months.

For those who are not already members of PILMMA, you will be able to attend this two-day summit and get two months of PILMMA Gold Membership rights at one all-inclusive rate. PILMMA members and non-members can register online -- simply click this link and learn how you can start snagging these big cases for yourself!

 

Labor Day Special: 50% Off Our "5 Internet Marketing Mistakes Your Law Firm Can't Afford To Make" Webinar

The Internet is one of the most cost effective lead sources for today’s attorneys. This fast-paced on-demand webinar provides all the details on how 7-figure attorneys are using the internet, search engine optimization, their websites and blogs to find more and better clients for their law firm, including:

  • The 5 rules for effective Internet marketing for attorneys
  • Do’s and Don’ts: the intersection of ethics and online marketing
  • 2 critical keys to getting your website on the front page of Google
  • How to avoid the most common pitfalls and mistakes attorneys make with their websites
  • Lead conversion pages: how law firms are converting 10-30% of website visitors into qualified leads
  • 3 most important goals of your website & blog
  • The “secret weapon” of Internet marketing for law firms

Until midnight PT tonight -- Monday, Sept. 3 – you can get this on-demand  webinar for 50% off its regular price. You pay only $48.50 for one of The Rainmaker Institute’s most popular webinars!

To take advantage of this Labor Day special pricing, click on the following link for your copy of 5 Internet Marketing Mistakes Your Law Firm Can't Afford To Make webinar.

 

How to Avoid the Legal Marketing Mistakes That Can Doom Your Practice

Did you know…

There are more than 1.25 million attorneys in the United States.

44,000 new ones graduate every year.

98% of all attorneys end up in a small law firm with fewer than 50 attorneys.

The size of the U.S. legal industry is estimated to be in the hundreds of billions of dollars annually. 

Yet the majority of attorneys continue to struggle to create a financially successful practice. Why?

We have found the common denominator of attorneys who struggle with practice building is that they believe the best use of their time is to practice law. You are not in the business of practicing law. You are in the business of building relationships (also known as marketing) so that you can practice law.

A lot of my clients say, “But Stephen, I don’t have time to market my practice.” My reply is always the same: “Either take time now on a consistent basis or you will have plenty of time later when your client base dries up.”

Building a successful practice isn’t magic -- it is work and it takes a lot of time, energy and money. Every attorney who starts a new practice fully intends to succeed; yet according to research, more than half of them still fail.

We have helped thousands of attorneys achieve their goals of creating a financially successful and personally satisfying legal practice.  Learning the ins and outs of Internet marketing for law firms is especially critical these days – which is why I’m offering a Labor Day special of 50% off one of our most popular webinars on legal marketing. See below for details.

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50% Off On-Demand Webinar: 5 Internet Marketing Mistakes Your Law Firm Can't Afford To Make

The Internet is one of the most cost effective lead sources for today’s attorneys. This fast-paced on-demand webinar provides all the details on how 7-figure attorneys are using the internet, search engine optimization, their websites and blogs to find more and better clients for their law firm, including:

  • The 5 rules for effective Internet marketing for attorneys
  • Do’s and Don’ts: the intersection of ethics and online marketing
  • 2 critical keys to getting your website on the front page of Google
  • How to avoid the most common pitfalls and mistakes attorneys make with their websites
  • Lead conversion pages: how law firms are converting 10-30% of website visitors into qualified leads
  • 3 most important goals of your website & blog
  • The “secret weapon” of Internet marketing for law firms

Now through Labor Day – midnight PT on Monday, Sept. 3 – you can get this on-demand webinar for 50% off its regular price. You pay only $48.50 for one of The Rainmaker Institute’s most popular webinars!

To take advantage of this Labor Day special pricing, click on the following link for your copy of 5 Internet Marketing Mistakes Your Law Firm Can't Afford To Make webinar.

 

If You Lack a Mobile Website, You're Turning Prospects Away

If your law firm doesn’t have a mobile website, chances are very good that you are turning potential clients away. 

How do I know this? The latest Pew Internet study showed that half of Americans own a smartphone and 90% of them use it to check email and surf the Web. And that’s just on smartphones; it doesn’t count those who use tablets.

It is especially critical for your law firm to have a mobile website if your area of practice relies on people who need an attorney NOW – personal injury attorneys, DUI lawyers, bankruptcy attorneys, criminal law and even family law practitioners. 

Someone gets into an accident, gets pulled over for DUI, or has a spouse who is violating child custody rules and they want to find a lawyer right this minute. If they search online and your site is not optimized to show up on mobile devices, you have just missed an opportunity to get a new client.

Here are some tips for mobilizing your current law firm website:

Make sure all your firm’s critical information is displayed first in easy-to-read text; a phone number and email address is key. 

Be sure your mobile site includes all your relevant keywords on the first page.

Don’t have Flash or video on your mobile site; it takes longer to load.

Make navigation simple and don’t feature PDFs or other documents readers have to download; have all your information readily available at their fingertips.

You don’t need to have all the functionality of your regular website on your mobile site; just the basics and an easy way for people to reach you. 

There are several mobile website building tools out there, including WordPress, bMobilized.com and others. It can cost you as little as $5/mo. for a mobile site – a tiny price to pay for ensuring every prospect can find you.

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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 Fairley 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 now for your free report on 4 Myths That Keep Attorneys from Building a Referral-Based Practice.

 

Announcing Fall 2012 Rainmaker Retreat Dates

Fall is almost here and so is the next group of Rainmaker Retreats!  These information-packed law firm marketing seminars are designed to give small firm and solo attorneys the guidance you need to go back and develop legal marketing strategies that will allow you to build the type of practice you have always wanted. 

The information presented ranges from legal marketing systems and techniques to Internet and social media marketing for attorneys.

The Fall Rainmaker Retreat schedule includes the following dates and locations:

September 14-12, 2012 – Orange County, CA

October 5-6, 2012 – Orlando, FL

October 26-27, 2012 – Scottsdale, AZ

The Rainmaker Retreat is different from other marketing seminars in several ways:

First, it is specifically designed for Attorneys at small law firms and solo practitioners.  While attorneys at larger firms can benefit from the information presented, it is presented with the Small law firm and solo attorney in mind.

Second, it is a working retreat.  You will be creating many of your plans during the retreat.

Third, it is NOT an introductory course. We work very hard to make the material easy to understand and simple to apply, but please understand this is an advanced, in-depth, hard-hitting course.

Fourth, it is designed to maximize the your Return on Investment. Everything about this workshop is focused on one goal—helping you achieve the best results by finding more and better clients in the least amount of time using the least amount of money possible.

Fifth, it offers a 100% Satisfaction Guarantee. We are so confident you will benefit from the Rainmaker Retreat that we offer a 100% satisfaction guarantee. If you are not completely satisfied at the end of the first day, just let us know, turn your materials in and we will refund your money.

If you are looking to revolutionize your law firm marketing, register now for one of the Rainmaker Retreats. 

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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: Are You Reaching Your Ideal Target Market?

This venn diagram from Matt Homann’s the [non]billable hour blog got me thinking again about perception and reality when it comes to law firm marketing:




If you ask most attorneys whom they are marketing to with their websites, they’ll tell you potential clients.  That’s their perception.  But the sad reality is, most attorneys are marketing to other attorneys and, yes, themselves. 

How profitable is that?

Maybe it’s time to take a good long look at that Ideal Target Market and be sure your website – and all your marketing efforts – are speaking directly to them.

Your Ideal Target Market (ITM) is the person or company who is most likely to retain you initially, repeatedly, and at the highest profit margin. There are 3 key parts here:

Initially—your ITM will retain your services faster than others and present fewer obstacles for you to overcome.

Repeatedly—the most expensive thing a law firm can have is a 1-time client. On average, it will cost your firm 10 times as much to obtain a new client as it does to service an existing one.

At the highest profit margin—your ITM is not the price-conscious consumer. Research tells us that 15% of any market, regardless of what product or service you are selling, will always and only buy on price. Your responsibility as a law firm marketing professional is to quickly identify those “15 percenters” and move them out of your pipeline so you can focus on selling to the other 85%.

Identifying and targeting the right market is absolutely critical to the success of your law firm marketing plan. If you don’t target the right market, nothing else you do will matter. To be successful as a legal marketer and attorney, you have to start with a clear picture of your ITM.

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On-Demand Webinar: Lessons From Dewey & LeBoeuf: 5 Biggest Reasons Why Law Firms Fail

With the spectacular announcement of the biggest bankruptcy in law firm history, Dewey & LeBoeuf stunned the legal community. Now comes the work of dissecting what went wrong and how their competitors can avoid a similar fate.

When you order this new on-demand webinar, you will watch nationally recognized law firm marketing expert Stephen Fairley interview Donald Scarinci, Managing Partner of Scarinci Hollenbeck, one of the fastest growing mid-sized law firms on the East Coast and a nationally recognized thought leader on law firm management. They discuss:

  • The 5 biggest reasons why law firms fail and how you can avoid a similar fate
  • How fast growing firms can avoid the pitfalls that brought Dewey & LeBoeuf to its knees
  • How Scarinci Hollenbeck went from relying almost entirely on “word of mouth” marketing to being featured in the Wall Street Journal for their cutting edge approach to social media in less than 6 months
  • What Managing Partners and law firm administrators need to know now to compete
  • Marketing and managing your firm in today’s roller coaster economy
  • A “behind the scenes” case study of how Scarinci Hollenbeck has adapted to the new realities
  • Effective tools multi-attorney firms can use to market a variety of partners and practice areas

Order the on-demand webinar on Lessons From Dewey & LeBoeuf: 5 Biggest Reasons Why Law Firms Fail , watch it at your convenience and share it with your partners and associates.

 

6 Steps to Create an Effective Email Marketing Campaign

Email marketing is still the #1 way to get targeted leads and keep in touch with clients; here are six steps to follow to create an effective email marketing campaign for your law firm:

1. Create compelling content. Be sure you have an engaging subject line, one central idea, a clear call to action and that your content is relevant to your audience. 

2. Use the right tools. Sign up with an email service like ConstantContact or iContact or MailChimp, all of which feature easy-to-use templates for creating visually interesting emails. You can also upload and edit mailing lists easily, segment your audience, etc.

3. Test deliverability. You could craft the most compelling email ever, but it won’t matter if it doesn’t reach your audience. Test your email’s compatibility on desktop, mobile and tablet platforms. Be sure it is sent in both HTML and Text formats, and use your email service’s spam analysis tool to ensure it will pass through filters.

4. Audience segmentation. If you have more than one practice area, you obviously need to segment your mailing list and send separate emails to those segments that address their specific needs. You can also segment by geography.

5. Send at the right time. Send emails out at different times and days to see when you get the best open rates. Studies have shown that weekends can be highly effective times to send emails, but every audience is different and you won’t know the habits of yours until you test.

6. Analyze. Every email service has analytics so you can track the number of opens, clicks and bounces each email you send receives. Scour this data to help you determine what works and what doesn’t with your readers.

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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. 

To get your complimentary copy online, click here.

 

SEO for Lawyers: When It Comes to Keywords, Longer Is Better

Ever hear of long-tail keywords? Even if you’re new to the search engine optimization (SEO) game, you may have heard the term but are not really sure what it means. 

If you know what a keyword is – a search term that people use to find you on the Internet – then a long-tail keyword is just a more specific search term, like “Dallas DUI lawyer”. As this graphic illustrates, long-tail keywords now account for 70% of searches:

Long-tail keywords are usually at least three words long and deliver more targeted traffic to your website, which in turn means better conversion rates.   There is also less competition for long-tail keywords, so your site is likely to rank higher for those specific keywords than others that just use the term “lawyer” or “attorney”.

More and more people are using longer search phrases to find what they need – like “what to do if you are in a car accident” or “how to find a good divorce attorney in Santa Ana”. If your website includes these phrases, it is more likely it will appear near the top of search results for prospects you want to contact you.

This SEO tip and others are what we cover extensively during our two-day law firm marketing boot camp, the Rainmaker Retreat. See below for more information.

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FREE Rainmaker Retreat Preview DVD – Learn Before You Go!

If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 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.

Upcoming dates for the Rainmaker Retreat include:

September 14-12, 2012 – Orange County, CA

October 5-6, 2012 – Orlando, FL

October 26-27, 2012 – Scottsdale, AZ

Instead of us telling you how these 2 days will transform your practice, listen to your peers describe their experiences in their own words by clicking here to order your complimentary DVD right now.

 

Using Paid Search to Drive Traffic to Your Legal Marketing Website

Prospects for your services will use certain words to search for what they want.  Knowing what those words are – and using them throughout your site in content as well as in paid search campaigns and social media marketing -- is the key to driving targeted traffic to your site. 

Pay Per Click (PPC) marketing is probably the most important development in advertising in the past decade. Never before has it been possible to spend so little to have new, precisely targeted clients coming to your website within minutes. 

However, if all your competitors are using the same keywords to target prospects, you don’t need to add your voice to that fray.  Talk to your prospects and clients and find out what words and phrases they use to look for a lawyer in your practice area.  Research those keywords and find out how many other people use them, then make a list of 20 to 30 words and phrases to use in your PPC campaign.

This infographic shows the current Cost Per Click (CPC) for various legal categories:

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Get More Proven Legal Marketing Strategies FREE from The Rainmaker Institute
One click of your mouse will take you to our website where you can see the current issue and subscribe to our complimentary monthly e-newsletter that will be delivered to your inbox every month.  Each issue is chock-full of legal marketing information you can put to use right away and share with your staff to maximize the effectiveness of your legal marketing plan.

 

When It Comes to SEO, It's Important to Stay Local

When it comes to real estate, we all know it’s about “location, location, location.” If your practice depends on geographically local clientele (most do), when it comes to Internet search, the rules are the same – you want to be easily found.

Optimizing your website for local search is critical because search engines like Google have become one of the main ways people find products and services. To capitalize on this, the content on your website needs to be optimized for local search. Here’s how:

Geographical content. Include your physical address, maps and the town names in the area you serve. Add geographical meta tags in the head section of your web pages by using this handy Geo Tag Tool.

Use local keywords. Add a location to your product or service keywords. For example, if you are an estate planning attorney in Toledo, use “Toledo estate planning attorney” instead of just “estate planning attorney”.

Build a community-focused blog. Have your law firm marketing blog focus on events and activities that are happening in the communities you serve. Tie local news into posts that are relevant to your services.

Get locals to contribute. Find other non-competitive businesses that serve your same market and invite them to contribute content to your blog.   Feature local clients in success story videos and post them on your website.

Use rich snippets. Rich snippets are pieces of code imbedded in your site that help users find your site when it references a location. Google provides a good rich snippet tutorial that will tell you what you need to know to integrate this technology into your site and blog.

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FREE Law Firm Marketing Strategy Session with a Rainmaker Advisor

It should be no secret that the Internet is one of the most cost effective lead sources for attorneys today. Even if a portion of your client base includes referrals, you can be sure that they are checking you out on the Web before they give you a call.

But how do you know you are going about it the right way?

Please give us a call at 888-588-5891 or click here to sign up for a free one-on-one Strategy Session with a Rainmaker Advisor who will listen to your specific marketing challenges. 

The Rainmaker Advisors are hand-picked and trained to identify marketing strategies that you can implement to grow your practice.

 

Law Firm Marketing SEO: Don't Forget The Basics

There are eight basic SEO elements that should remain consistent on your website to achieve a high Google rank, no matter how many times Google tweaks its search algorithms – which it does at least once a day!

Summarized, here are the rules of the road to higher rankings:

Basic keyword SEO rules – including your target keywords in your URLs, meta tags, titles and descriptions as well as in your page content.

High quality inbound links – creating high quality, unique content that others will want to link to and reference can have a huge impact on your website ranking.

Authority – build authority for your site through participation in social media, providing commentary and links to other authoritative sources in your space and quality inbound link building.

Quality user experience – Google rewards sites that are well designed, easy to navigate, load quickly and keep visitors engaged (low bounce rates).

Fresh content – creating new content and updating old content regularly boosts authority and news ranking.

Content diversity – Google prefers diversity in format and content, so include photos, videos and presentations wherever possible.

Feedback – syndicate, promote and provide people with an easy way to share feedback via a blog hosted or linked to your website.

Browser compatibility – your site needs to be compatible with the latest browser versions, including mobile.

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FREE Law Firm Marketing Strategy Session with a Rainmaker Advisor

Having an Internet presence is a must for attorneys who want to effectively market and grow their firms. 

It should be no secret that the Internet is one of the most cost effective lead sources for attorneys today. Even if a portion of your client base includes referrals, you can be sure that they are checking you out on the Web before they give you a call.

But how do you know you are going about it the right way?

Please give us a call at 888-588-5891 or click here to sign up for a free one-on-one Strategy Session with a Rainmaker Advisor who will listen to your specific marketing challenges. 

The Rainmaker Advisors are hand-picked and trained to identify marketing strategies that you can implement to grow your practice.

 

ABA Survey Finds Majority of Small Firms, Solos Get Business From Their Blogs

The American Bar Association’s 2012 Legal Technology Survey finds that half of small firms (2-9 attorneys) and 53.3 percent of solos that have blogs report signing new clients as a result of their blogging efforts, either directly or via referral.

This rate significantly outpaces the results that large firms (100-499) attorneys experience, which was still impressive at 40 percent reporting new business from blogs.

With this rate of success, then, you have to wonder why only 12.2 percent of small firms and solos report having a blog. If there was ever a case of “first to market reaps the rewards,” it can be found in this ABA report.

On the technology front, the use of tablet computers doubled in the past year among attorneys, going from 15 percent in 2011 to 33 percent in 2012. Even though attorneys generally lag behind in the use of technology, smartphone usage is growing with the iPhone gaining and the Blackberry losing ground. 

Solos and small firms also lead the way when it comes to utilizing cloud computing, with 26 percent reporting such usage versus only 15 percent of lawyers in large firms.

If you haven’t started a blog yet – or want more tips on creating a blog that will help drive clients to your door – see my free report offer below.

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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 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 now for your FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal.

 

Law Firm Marketing: How to Gain A Competitive Edge

To gain that all-important competitive edge, it is vital to have a firm grasp on your competitors – not only their products and services, but how they market and conduct business. 

Here are some ideas for gaining information on your competition:

Scrutinize their website. You might be surprised about how much information you will be able to gather on a company from their website – personnel, clients, marketing materials and more.

Request information. Call the company and ask them to send you more information about their firm. The type of marketing materials they send you – and how quickly or if they follow up -- will tell you a lot about how they conduct business.

Sign up for any online materials or newsletters (using a different email address than your work email address).

Do an online search. Search for the keywords and phrases a potential client would use to find your services, and then spend some time reviewing the sites on the first page of your search results. These are the competitors you need to pay special attention to, since they are making the right decisions and investments in online marketing. 

Review online and off-line media to see how 'visible' they are. In addition, you can create a Google Alert for your competitors by name, which will provide you with news feeds about them.

Business is just as competitive as any sport, and savvy business owners know they need to function like a coach when it comes to learning about opponents in order to win. See below to learn even more.

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line.

 

Top 10 Ways Law Firm Marketing Has Changed: The Avvo/LexBlog Report

My post Friday on Law Firm Marketing Survey Finds More Attorneys Engaged in Digital Marketing explored the key findings from the Avvo/LexBlog 2012 Legal Marketing Survey Report.

Today we look at the ways law firm marketing has changed over the past five years, from that same report, based on what lawyers responding to the survey said:

Law firm marketing has moved online and a majority of attorneys want (and need) to learn more about SEO and social media.

Most lawyers now believe they need an online presence to be viewed favorably by peers and clients.

The low cost of digital marketing has leveled the playing field, making it more affordable for all attorneys to participate, which in turn has ratcheted up the level of competition.

Yellow Pages are irrelevant today and print media spend has declined dramatically.

Bar associations are in chaos over the new rules and regulations needed to adapt to new media channels, leading to confusion among practitioners.

Clients are smarter and are doing more of their own research online.

Traditional firms and older attorneys are adapting to the online world.

Overall, attorneys feel overwhelmed by the plethora of different online marketing tools.

Focusing on online marketing makes it harder to develop personal connections.

Mobile is a platform attorneys cannot afford to ignore.

When lawyers were asked what they most wanted to learn about when it comes to legal marketing, the top two subjects of interest were SEO and social media. 

We spend a lot of time on these two areas in our two-day law firm marketing boot camp, the Rainmaker Retreat – to get a sneak peak behind the curtain of what happens at a Rainmaker Retreat, see below.

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New Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

Law Firm Marketing Survey Finds More Attorneys Engaged in Digital Marketing

The Avvo/LexBlog 2012 Legal Marketing Survey Report finds that more attorneys than ever are engaged in digital marketing and using social networks to not only reach out to prospects but to communicate with existing clients as well.

The data is derived from 1,325 respondents to an online survey of attorneys conducted by Avvo and LexBlog in April 2012. Lest you think the age of respondents skewed the results toward digital marketing, the largest respondent age group – 32% -- was over the age of 50. In fact, 59% of respondents were over the age of 40.

Here are the key findings:

Attorneys are embracing law firm marketing activities more than ever before – 80% plan to spend the same or more on marketing in 2012.

Investment in digital marketing is increasing – one-quarter of respondents say they spend 75% of their marketing budget online.

54% of respondents use social media for business development.

LinkedIn and Facebook are the most popular social media sites for new business development; lawyers are also using these to communicate with existing clients.

72% of respondents say they actively monitor their online reputations.

A majority of respondents said that answering legal questions in online forums is an effective marketing strategy for their firms.

Offline marketing remains a priority – 75% of respondents attend conferences to network and more than 50% speak at events to help generate new business.

The report also examines how legal marketing has changed over the past five years – I’ll post about that this weekend.

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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!

 

Creating Lasting Client Relationships As Easy As 1-2-3

The explosion of social media marketing has enabled law firms of all sizes to create more targeted and regular communications than ever with clients and prospects. While some firms have mastered the art, many are still struggling with ways to harness the power of social media to engage with clients.

However, what they may not realize is that the key to building connections with clients online is to start offline, taking your daily interactions with clients and building on them using social media and online marketing tools. It’s as simple as 1-2-3:

1. Create compelling client experiences. When you give outstanding client service, clients return and tell others about you.

2. Use email to connect directly with clients. After you’ve established an offline relationship, deepen it through consistent, relevant email marketing messages.  Provide a useful monthly newsletter, and always offer them a way to opt-out.

3. Extend the conversation through social media. Take your relationship to the next level by engaging your contacts through social media, thereby extending your conversation to your client’s network of friends and family. 

The primary reason that social and online media can be so effective for law firms is because it is simply speeding up the traditional one-on-one relationship that marketers seek to have with customers. Since it is so targeted, your time and money is put to much more effective use in making those authentic connections that translate into retainers.

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FREE REPORT: 8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

 

How the Decision to Hire an Attorney is Made & What You Can Do to Influence It

Our Rainmaker Retreat in San Francisco last weekend yielded many interesting questions from the attorneys who attended, including one that furnished the subject matter for today’s post: 

How does someone who needs legal services make a decision to hire me?

Our experience in law firm marketing over the past decade has taught us that most people take a four-step approach when choosing an attorney:

  1. The person gathers general information to determine what type of lawyer they need and if they actually have a need for a lawyer;
  2. The person begins to search and look at several law firms (those they have heard of or find on the Internet);
  3. The person begins to validate specific attorneys (performs a credibility search to ensure the attorneys he/she is considering are good, qualified attorneys);
  4. The person then makes an attorney selection (perhaps engaging in a free consult, calling the attorney, etc.).

Savvy attorneys know they need to be accessible at each step in the decision process; here’s how:

Step 1: Information Gathering. Most people turn to the Internet to gather information and you need to be there to answer their questions via a blog or your website. You should have content that specifically addresses the type of situation that would lead someone to hire you and/or why they need legal counsel for their particular problem.

Step 2: Search. An active presence on social networking sites as well as your blog and website can help lead prospects to your door. Many may ask their Facebook friends for recommendations or turn to other social media sites for information about specific firms, so you need to be there.

Step 3: Validation. Having good reviews and posting testimonials (if your state bar allows it) on your website and blog will help put you front and center during the validation process. Don’t forget to beef up your profiles on Avvo, Lawyers.com and other directories as well as LinkedIn.

Step 4: Selection. Offer free consultations at every opportunity and when someone calls your office, return the call immediately. One attorney at the SF Rainmaker Retreat asked if two days was too long to return a call from a prospect – the answer is, definitely! Research shows that a hot lead can turn cold in as little as five minutes, so if you can’t get to them quickly, make sure someone else in your office can or that you have an automated system to follow up immediately.

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New Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Junglewebinar.

 

Learn About Internet Marketing for Lawyers at August 8 Phoenix Legal Networking Group

Having an Internet presence is a must for attorneys who want to effectively market and grow their firms. But how do you know you are going about it the right way?

It should be no secret that the Internet is one of the most cost effective lead sources for attorneys today. Even if a portion of your client base includes referrals, you can be sure that they are checking you out on the Web before they give you a call.

At the August 8 Phoenix Legal Networking Group meeting, you can learn how top law firms are using the Internet, search engine optimization, their websites and blogs to find more and better clients for their law firms.

Come join us and discover:

  • 2 critical keys to getting your website on the front page of Google
  • 3 most important goals of your website & blog
  • The “secret weapon” of Internet marketing for law firms
  • How to avoid the most common pitfalls and mistakes attorneys make with their websites

Date:  Wednesday, August 8; 5:30-7:30 pm (5:30-6:45pm Networking, 6:45-7:30 pm Seminar)

Location: Grimaldi’s (Rockefeller Room), Old Town Scottsdale, 4000 N. Scottsdale Rd., Scottsdale, AZ 85251

Speaker: Stephen Fairley, CEO of The Rainmaker Institute

Cost: $20 if you register by August 6, $30 if you register by August 7 and $35 on the day of the event.  This covers drinks, hors d’oeurves, the networking event and the seminar.

Dress:  Business Casual

Sponsors Attorney at Law Magazine and The Rainmaker Institute, LLC

Register online now for the August 8 meeting of the Phoenix Legal Networking Group.

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Webinar on Demand: 5 Internet Marketing Mistakes Your Law Firm Can’t Afford to Make

If you can’t make it to the August 8 meeting of the Phoenix Legal Networking Group, you can still access the information presented by Stephen Fairley by registering to receive a one-hour recording of his 5 Internet Marketing Mistakes Your Law Firm Can’t Afford to Make webinar so you can watch at your convenience!

Click on the following link to get access to the Secret Strategies Top Rainmakers Use with Their Website & Blog to Generate High Quality Leads now.

How To Get More Clients Through Reviews and Endorsements

Research shows that more and more consumers are depending on reviews and endorsements for products and services before making a purchase. Online reviews of a business or product are viewed as “unbiased”, and therefore more credible. A good review can make you, and a bad review can turn clients away in droves. 

Is there a way to generate reviews and endorsements for your practice? There are several:

Repurpose good reviews. If you have received good reviews or testimonials, post them on your website, in your e-newsletter and anywhere else that potential customers are likely to stumble upon them. And be sure to ask whoever provided you with that great review if they would also submit it to Google so it shows up in search.

Give to get. Social media is, well, social. So if you give good reviews on Facebook, LinkedIn or other social networking sites, chances are that the effort will be rewarded with reciprocal reviews.

Request a review. We know of a car salesman who routinely asks satisfied customers to post reviews of his service on Google and other review web sites.   He says it is now responsible for a big part of his monthly new customer acquisition count. If you’ve made a client happy with your service, ask them to submit a review or testimonial saying why they loved doing business with you.

One thing you should never do is fake a review or testimonial. If they sound too glowing or like you wrote them, it will do much more harm than good. And somehow consumers can always tell what is authentic and what is not, so don’ t try to fool them or you could get burned.

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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 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 now for your FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal.

 

Easy Ways to Add Functionality to Your Website

In the “old days” of website development (say, 5-6 years ago!), creating web forms (sign-ups, surveys, registration forms, etc.) for your website used to take a lot of effort by skilled (and well-paid) developers. Today, you can add essential functions to your site via free or low-cost resources that are easily found on the Internet. 

Google Docs – offers a simple form generator that allows you to add surveys or sign-up forms to your site, an essential tool for gathering prospect’s email information for direct marketing. Once you create a form, Google Docs ties it to a spreadsheet and summary so you can track responses. Free.

Wufoo – also an easy way to create forms and way more customizable than Google Docs, you can embed a bit of code that this site generates for you to have your forms appear on your site, or just leave them on Wufoo. This site notifies you via email when you receive responses, and houses all your data in an easy-to-read database that generates simple reports. Free for up to three forms; after that, you pay a small monthly fee.

Formsite – the drag-and-drop editor makes creating forms a breeze, and Formsite offers you up to 50 items per form. Free for up to five forms.

Icebrrg – if you want to integrate forms seamlessly into your own website, this site lets you do it by providing forms that are rendered in HTML. Free for up to three forms; monthly fees apply for more.

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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: When Viral is a Good Thing

Would Susan Boyle have become the worldwide sensation she became without the Internet?  Undoubtedly not. 

The video of her debut performance on Britain’s Got Talent a few years ago was posted on YouTube and received over 53 million views in just 12 months. Her debut album in 2010 shot to #1 in the UK and the U.S., making it the best-selling debut in history.

And that, in a nutshell, is the power of viral marketing.

Not many of us have the talent of a Susan Boyle. But there are a few things you can do to market your practice in a viral fashion:

Viral link building. Having other sites link to yours helps you build your brand on the Internet. You can use social sharing sites like Digg, delicious, etc. to get the word out quickly.

Video. With the proliferation of cheap video technology, it’s really inexpensive to promote your services with video and post on YouTube, Vimeo or other Internet sites as well as on your own website. 

E-book. A good eBook full of useful information will not only keep people returning to your website, it will also furnish you with an opportunity to gather email addresses for your law firm marketing database.

E-newsletter. Creating an e-newsletter and encouraging people to sign up via your website lets you establish a direct dialog with your prospects and clients and, if it contains interesting and useful information, they may pass it along to others and help you spread your marketing message.

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FREE Rainmaker Retreat Preview DVD – Learn Before You Go!

If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 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.

Upcoming dates for the Rainmaker Retreat include:

August 24-25, 2012 – Las Vegas, NV

September 14-15, 2012 – Orange County, CA

October 5-6, 2012 – Orlando, FL

Instead of us telling you how these 2 days will transform your practice, listen to your peers describe their experiences in their own words by clicking here to order your complimentary DVD right now.

 

Law Firm Marketing: Improve E-Newsletter Click Rates by Timing Delivery Right

A new study out from MailerMailer, an email marketing firm, shows that click rates for e-newsletters are lowest during work hours and peak at – get this – 3 a.m.! 

MailerMailer studied 1.2 billion opt-in email newsletters for 2011 and found that click rates began declining at 6 a.m. and were lowest by noon. After that, click rates began to climb, hitting a peak of 7.4% at 3 a.m. during the first half of the year and 5.8% at midnight for the second half of the year:

Open rates were highest on Monday, Tuesday and Sunday – Saturday was the lowest open rate day in the 2011 study for the entire year. Click rates were highest on Sunday – perhaps because people have more time to explore than during the busy work week.

The study also found that open rates were highest for e-newsletters that had subject lines of no more than 15 characters and lowest for those with 50+-character subject lines. Another argument for keeping it simple.

Here are some other hallmarks of effective e-newsletters:

Proper list segmentation. The newsletters I like know who I am and they feed me the information I want and need. If you have more than one practice area in your law firm, you simply must segment your list. Don’t send out the same information to every email address you have on file. 

Brevity. Face it, these days, everyone is busy. Respect your reader’s time by keeping your content brief and provide links to more lengthy content on your website (improving your SEO!) if they want to take the time to read more. Don’t clutter your e-newsletter with off-topic information or too many different subjects. And present your information in a way that doesn’t sound too self-promotional. Give information that is valuable to the reader and tell them why what you are writing about matters to them.

Good design. A properly designed e-newsletter draws the reader in. It should be clean, concise, have interesting graphics and images and you should keep the same template from month to month so it is recognizable to your subscribers. 

Strong subject lines. You need strong subject lines that immediately grab your readers’ attention. Do not just toss in “July E-Newsletter from ABC Law Firm”! How boring. Even if you spent the time you should in creating compelling content, a weak subject line will get you bounced to the Junk folder.

Single call-to-action. Don’t ask your subscribers to choose among a list of actions you want them to take – choose one strong call-to-action that is a logical extension of your e-newsletter content. 

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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. 

To get your complimentary copy online, click 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.  

 

What is Your Online Reputation? How to Monitor and Manage It

Reputation is everything for lawyers. A good reputation gets you more clients through referrals; a bad one pretty much dooms your practice. So it’s no surprise that attorneys tend to pay close attention to cultivating a reputation as effective, ethical counselors.

But is all your hard work toward that goal reflected in your online reputation?

What do prospects see when they type your name into a search engine? If it’s not much, that can often be as harmful as something negative.

Here are some tips on managing your online reputation:

Create good, meaningful content. Wherever you are online – your law firm website, your blog, your social media networks – make sure you are creating and posting valuable and relevant content that your target prospects will find interesting and helpful.

Look and listen. Create a Google Alert for yourself and your firm so you can monitor what is being said. If you find something negative on a site that allows you to comment, do so professionally and unemotionally. 

Build relationships with influencers. Find the influential online voices that your target market is listening to and join in the conversation. Offer to be a guest blogger or an interview source. Contribute good comments and give praise when it’s due. Don’t create advertisements for yourself; just be helpful and relevant.

Take a moment now and Google yourself. If you don’t like what you see, maybe you need to expend a little more effort managing your online reputation.

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FREE REPORT: 8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

Top 10 Things Overheard at a Rainmaker Retreat

Taking ideas of how to grow a business into the entity that you dreamed it would be when you started out is exciting for attorneys. That is why we have Rainmaker Retreats; to help people catch the excitement of making their dreams come true.  We provide the information and actionable steps.  You develop them into a coherent legal marketing strategy that takes your business to the level you want it to attain.

To help you understand a little better what goes on at a Rainmaker Retreat, we have listed here for you the Top Ten things said by presenters and attendees at Rainmaker Retreats.

10. “This really isn’t as complicated as I thought it was.”


9. (sound of head slapping) “Why didn’t I think of that?”


8. “Done is better than perfect.”


7. “If the only tool you have is a hammer, everything looks like a nail to you.”


6. “I learned more about legal marketing in 36 hours at a Rainmaker Retreat than I did in all my years of law school.”


5. “I can start implementing this as soon as I get home!”


4. “A good employee can either make the company money or save the company money.  A superstar employee will do both.”


3. “Two days with Stephen Fairley is better than any deposition.”


2. “The information is so powerful that you are tempted to leave the retreat after a few hours to begin implementing what you have learned.”

And the number 1 thing overheard at a Rainmaker Retreat is…..

1. “The Fortune is in the Follow-up!”

I encourage you to sign up for one of our upcoming Rainmaker Retreats.  There are early-bird discounts available, as well as VIP coaching.  It is an investment that will pay dividends for years to come.

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FREE Rainmaker Retreat Preview DVD – Learn Before You Go!

If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 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.

The Proper Use of Press Releases in Legal Marketing

There are a number of fallacies or myths about press releases. One is that press releases just don’t work for small law firms.  We beg to differ.

We had a small law firm that sent out their very first press release on the hot topic of identity theft.  A major newspaper picked it up and they got interviewed for the article. 

Because of that article, they landed dozens of new clients over a 30-day period and the newspaper even called them one of the leading Southern California lawyers on identity theft. Those are things you just can’t buy – and it happened from a press release.

There is another reason to use press releases and this is one that is incredibly powerful:  to boost your online presence.

Google loves press releases and we’ve been able to use that to get fantastic results. Google considers press releases to be an “authoritative source” and ranks them high for search results.

Now you may be thinking, what do I write it about? It could be about a number of different things:

  • Commentary on current news events
  • Legal decisions that potentially affect your community
  • Results of a poll or a survey you conduct among clients
  • Firm news such as new associates, awards, community involvement, etc.

You want to make sure that there is an angle to it and that there’s something that’s different. In fact, some of the best coverage we’ve gotten from press releases has been when we’ve taken a contrarian view.

We recommend at least one press release per month for most attorneys. If you’re a relatively new practice, then we recommend that you distribute two, three, even four a month to really jumpstart your online marketing efforts.

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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.

Click here to download, and start using these proven strategies today!

 

 

Best Practices for Becoming a Rainmaker on the Internet, Part 5 of 5

All this week, I am giving readers several of the best practices in becoming a rainmaker on the Internet.
 Today’s post is about article marketing.

Submit your articles online. Submitting short educational articles on the Internet is one of the easiest, fastest, and cheapest ways to increase your visibility and the traffic to your website. There are literally thousands of directories on the Internet that will republish your article on their websites at no cost. Simply Google “article directories” for a list.


Key Action Points:
•    Keep your articles short—between 400 and 700 words. Remember, people don’t read online, they scan. Use plenty of bullet points, clearly differentiate sections, and keep your paragraphs short.
•    Write for a specific audience. Keep in mind your ideal clients, and write the article for them—not for other lawyers. Tell a case study. Use an example. Make it practical, interesting, and personal, as if you were speaking directly to the reader. Never use legal jargon unless you explain it.
•    Grab their attention with the title. Make sure your title is less than ten words, has a number in it when possible, and tells them how to solve a problem. The title must grab the reader’s attention from the start. For example: “5 Mistakes,” “7 Pitfalls,” “3 Steps,” etc.
•    Tell, don’t sell. Focus your article on informing and educating your reader about a specific topic. Don’t focus on “selling” your services. The goal is to get readers to visit your website.
•    Don’t be generic. Give your opinion or state your perspective. People are looking for answers, not just questions.
•    Determine if your article is a good fit for the site. Some sites target business professionals, others target individual consumers. Some have sections for each group. If they give you the choice, make sure you select the category that is most appropriate for your article and that best represents your target market.
•    Only submit to websites that allow you to include your contact information with a live link back to your website. If they are not willing to give you a live link back to your website, go somewhere else.
•    Give people a reason to contact you. Offer them a special report at your website or something else that will give them an incentive to contact you.
•    Create a Google Alert at www.google.com/alerts to help you track where your articles are posted to and when they come out (set either your name or the title of your article as the Alert).
•    Manage your expectations. Writing and submitting articles to various websites will rarely result in a new client. There are three major reasons why you should use this technique: (1) It will increase your visibility on the Internet. The search engines love free information (which is what your article is). (2) It will increase the number of visitors to your website through the direct links at the bottom of each article and by increasing the position of your website on the search engines. (3) It will increase your credibility. When an important prospect searches for your name on the Internet and comes up blank, that doesn’t look good. Having several websites with your articles posted on them immediately increases your credibility to prospects investigating which lawyer they want to hire.

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Webinar on Key Performance Indicators: Knowing the Numbers That Run Your Law Firm Now Available On-Demand

We are now providing one of our most popular webinars – Knowing the Numbers That Run Your Law Firm – in an on-demand format, so you can watch and learn at your convenience, as many times as you wish.

Over the last decade we have helped over 8,000 attorneys market and grow their business. During this time we have identified many of the key characteristics of highly successful law firms.

One of the more consistent ones is that they track specific numbers and key indicators that give them instant insight into how their law firm is performing on a weekly and monthly basis.

Key Performance Indicators (KPIs) are the numbers that make your law firm run. By analyzing these critical metrics, partners and owners of law firms can easily determine whether they are on track to achieve their goals or if they need to retool and refocus their marketing and business development efforts.

In this fast paced webinar, you learn:

  • How to easily identify the 12 key metrics your law firm needs to track and measure
  • How to set up a system to identify these numbers
  • The 7 critical systems every law firm must have
  • CPL and CPC: the 2 most important numbers every attorney must know in order to succeed
  • How to avoid “paralysis by analysis” and being overwhelmed by too much data
  • Delegating roles and responsibility to your staff
  • Using software to track your KPIs

If you’re a spreadsheet and data driven individual then you will love this webinar! However, if numbers scare you or you tend to ignore them because you have a hard time making heads or tails of all the different data you see, then this webinar is a “can’t miss” event!

We cut through the clutter and give you clear and easy to understand guidance on which numbers really matter the most, how to track this information, and what to do with it once you have it!

To register online for this on-demand webinar, click on this link: Knowing the Numbers That Run Your Law Firm

 

 

Best Practices for Becoming a Rainmaker on the Internet, Part 4 of 5

All this week, I am giving readers several of the best practices in becoming a rainmaker on the Internet.
 Today’s post is about educational marketing on the Internet.

Develop educational tools and promote them on your website. Education-based marketing is one of the most powerful tools at the disposal of lawyers. There is a great amount of basic information you know about your practice area that prospects want and need to know. Think about some of the questions your clients have about child custody and divorce or how to avoid getting sued by employees or ways to protect their intellectual property. Identify their frequently asked questions or biggest challenges and put together a short report (three to six pages long), a PowerPoint presentation, or even an audio CD, and offer a free copy to website visitors who give you their contact information. (Remember, if you cannot get visitors to call you directly, the second-best alternative is to persuade them to give you their contact information with permission to contact them.) Give your education material a creative title such as “7 Questions You Must Ask before You Hire a Personal Injury Lawyer,” or “The 10 Deadly Mistakes People Make with Their Estate Plan,” or even “5 Strategies Inventors Can Use to Protect and Monetize Their Inventions.”

This kind of free educational information is a great tool you can use to start building relationships with many people who need your help but aren’t ready to walk in your door. It is not enough simply to offer people a free consultation. Almost every lawyer does that. Take it one step further and give them some great information that will help them think through the issues and challenges they are facing. Once you have created these educational tools, find every way you can to give them away to as many people as possible.


Key Action Points:
•    Use an educational report, white paper, or audio CD to inform prospects, clients, and referral sources.
•    Every prospect has questions and challenges. Identify them and give them some information that indicates you can resolve their challenges and answer their questions.

Best Practices for Becoming a Rainmaker on the Internet, Part 3 of 5

All this week, I am giving readers several of the best practices in becoming a rainmaker on the Internet.
 Today’s post is about video.

Use video to keep visitors’ attention. Now here’s a truly depressing statistic: On average, 85 percent of your website’s visitors will stay for less than 30 seconds and will never return. Seriously? Yes. If you don’t believe me, check for yourself. Look at your website’s statistics log and see how many unique visitors you have and how long they stay on average. (Virtually every website has at least a basic statistics package; just ask your website tech or hosting company how to access it. If you are not already using Google Analytics, have your tech install it. It’s much better than most. And it’s free.)

The bottom line is that you literally have less than 30 seconds to impress your website visitors. I believe all of us would agree that the longer visitors stay on your website, the more likely they are to connect with you.

One of the best ways to increase the length of time a visitor stays is by using videos. Anecdotally, our clients have seen a four- to fivefold increase in length of stay after implementing videos on their websites. These videos should be one to three minutes long and focus on educating prospects and website visitors about who you are, who you help, and why you are different. These videos do not need to be professionally produced, but you may want to have someone add a short introduction including your website and phone number. Once you have your video ready, upload it to your website—and to www.youtube.com for additional exposure. Visitors are more concerned with content than production quality. If allowed in your jurisdiction, use video testimonials from your clients as well.


Key Action Points:
•    The longer someone stays on your website, the greater likelihood they will connect with you.
•    Use videos to quickly capture their attention.
•    Your videos should educate prospects about who you are, who you help, and why you are different.

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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. 

To get your complimentary copy online, click 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.  

 

Best Practices for Becoming a Rainmaker on the Internet, Part 2 of 5

All this week, I am giving readers several of the best practices in becoming a rainmaker on the Internet.
 Today’s post is about content.

Create compelling copy. I strongly recommend you consider hiring a professional copywriter to write the copy on your website. Yes, I know, every lawyer out there writes for a living. However, the gulf between writing a great legal brief and creating compelling copy can be like the Grand Canyon. The number-one purpose of your website is to compel visitors to pick up the phone and call you. A great copywriter can create credible copy that will get your phone ringing. Another purpose of your website copy is to help you rank well in the search engines. One way to do this is by using the exact same words and phrases you researched in step one in the copy of your website. Each page should focus on four to six phrases. For example, one page may focus on four phrases such as “Orange County California personal injury lawyers,” “Orange County California personal injury attorneys,” “Los Angeles California personal injury lawyers,” and “Los Angeles County California personal injury attorneys.”


Key Action Points:
•    Consider hiring a professional copywriter to write your website copy.
•    Be sure to include on each page the keywords for which you want to rank high.
•    Include a call to action on every page. Tell people what you want them to do: call you, register, sign up, etc.

Add fresh content regularly. Perhaps the top strategy used by high-ranking lawyers today is to add new, relevant content to their websites on a consistent basis. This is one of the major reasons for the explosion in blogs in recent years. A blog is a type of website that is regularly updated, and the entries are often displayed in reverse-chronological order with the newest entry at the top. Although some law firms are selecting blogs instead of websites, I believe there is a place for each in online legal marketing. If, for economic reasons, you are forced to select between one or the other, I recommend starting out with a blog. Why? Because they are very low cost (or free) as compared to websites and, if done properly, will help you rank faster than a traditional website.

Anyone can start a blog at no cost using sites such as www.wordpress.com and www.blogger.com. At a minimum, we recommend updating your blog weekly. For any serious traffic, you need to be updating three to five times per week. Lawyers who want to be at the top of the search engines update their blog three to five times per day. Google loves fresh content. The more relevant content your blog gives Google, the more it will love your blog by ranking it higher.


Key Action Points:
•    Search engines love fresh content.
•    The more fresh, relevant content you post on your website or blog, the higher you will rank on the search engines.
•    Blogs are a great place to get started, but in order to be effective they must be updated frequently.
•    Update your blog at least three to five times per week.

 

 

Best Practices for Becoming a Rainmaker on the Internet, Part 1 of 5

I was recently speaking at a bar association event when a gentleman asked, “Do people really look for lawyers online? I’m not sure people look for my kind of practice area on the Internet.”

Current LexisNexis research shows the answer is clearly “yes!” In fact, three out of four consumers surveyed said they turned to the Internet at some point during their legal services decision-making process.

A growing number of law firms are turning to the Internet with hopes of boosting their revenues and increasing their leads. For some this has become a reality, but most are still in the experimental stage.  All this week, I will be posting about several of the best practices in becoming a rainmaker on the Internet.


In today’s post, I will review Search engine optimization (SEO), the ongoing process of optimizing your website to be found on the search engines (Google, Yahoo!, and Bing are the big three) for the keywords and phrases with which you want people to find you. The goal of SEO is to drive qualified traffic to your website. It does not include pay-per-click (PPC) or paid search. There are more than 30 different components commonly used by SEO experts to help your website rank well. Below are strategies to get you started.

Know the keywords people use to search for your services. There are many tools you can use to find out exactly which keywords and phrases people use. I recommend you start with Google’s Keyword Tool.

In most searches, there are three parts used: geographical location, practice area, and the word “lawyer” or “attorney.” For example, someone looking for a personal injury lawyer in southern California may use “Los Angeles personal injury lawyer,” whereas someone in Chicago looking to file for bankruptcy may search for “Chicago bankruptcy attorney.” However, people are starting to use more and more words to describe what they are looking for: “I was injured in a car accident in Miami and need an attorney.” This is known as long tail search.

Key Action Points:
•    Talk to your prospects and clients and find out what words and phrases they use to look for a lawyer in your practice area.
•    Research those keywords and find out how many other people use them.
•    Make a list of 20 to 30 words and phrases to use in your website.

Use keywords in your domain name. When possible, use the actual words with which you want prospects to find you. For example, Kevin Von Tungeln is a board-certified estate planning specialist in the state of California. His website address is www.estateplanningspecialists.com. Many law firms are still using the traditional method of naming their website the same as their law firm name, which can make it difficult to spell, harder to find, and does not assist their SEO efforts. However, be sure to check your state’s ethical requirements before settling on a new website name; some states do not allow lawyers to use any other domain name than their law firm’s name.


Key Action Points:
•    It’s okay to have multiple domain names.
•    Register your own name first, then register domain names with your keywords in it.
•    Use www.godaddy.com to register multiple variations. Even if you are not going to use them now, you may want them later.

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New Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

Business Development for Lawyers: What Are You Doing Right?

When it comes to business development, do you know what you’re doing right? Too often, attorneys sign new clients without having a true understanding of how that client came to them. 

How can you repeat your successes if you don’t know what you’re doing right?

Here are some tips for discovery:

Whenever someone calls to inquire about your services, have whoever handles the call ask how they found your firm. If they say on the Internet, ask what search terms they used. If they say they saw an ad, ask where. If they say they were referred, ask by whom (and be sure you follow up with that referral source to thank them promptly!).

Create a spreadsheet so you can track how prospects find you. The idea is for you to be able to tell at a glance what law firm marketing method is bringing you the most leads.

Track how many times you “touch” each lead before they become a client, and what methods you used to keep in touch.

Examine the data for which activities you are currently doing that result in the best quality leads, and which ones are bringing in prospects that are not a good fit for you.

Track costs and how much time you are spending for each of your law firm marketing activities so you can determine your ROI for each activity. 

Have your clients provide feedback on your services – likes, dislikes and be sure to ask if they feel good about referring you to friends and family.

Once you are able to tell what you’re doing right, you can then put your resources to work in areas that bring you the best quality leads.

 

How and Why to Use QR Codes for Law Firm Marketing

QR (for “Quick Response”) Codes aren’t just for coupons or price checks anymore. They are a growing way marketers are communicating with customers and prospects. In fact, mobile barcode solution provider ScanLife recently reported that scans of QR codes by consumers increased by 157% in Q1 2012 over Q1 2011 and here’s how that usage breaks out demographically:

Attorneys can use QR codes in a number of innovative ways, including have them printed on the back of your business card, your print marketing materials, even your website and blog. Your QR code could then direct users to a special web page offering a free consultation, e-book download or free report. Insert QR codes into your free e-book directing prospects to your website or videos of you expounding more on the e-book topic.

QR codes can also be used to store your contact information on someone’s smartphone or even to provide directions to your office. You can use a QR code to link to an informational video that is optimized for mobile so prospects can view it easily from their phones. 

You can generate your QR codes for free at http://qrcode.kaywa.com/ or http://www.qrstuff.com/. 

Check mine out now (if you don't have a QR Code scanner on your iPhone or Android, you can download them for free from your app store):

 

 

How to Build an Engaged Audience for Your Law Firm Marketing Blog

If you build it, will they come? When it comes to a law firm marketing blog, the answer is, it depends on the strategies you use to attract and keep an engaged audience.

Obviously, this is not something that happens with no effort. You need to provide value and promote your content properly. This infographic provides useful tips on how you can build an engaged audience for your legal marketing blog:

 


Law Firm Marketing: How to Create SEO-Friendly Content

If you’re a regular reader here, you know that I’ve discussed many times how Google loves fresh content and their recent Penguin (why the name? search me!) algorithm update makes having SEO-friendly content more important than ever to rank favorably in organic search results.

Here are five tips for creating SEO-friendly law firm marketing content on your website or blog:

1. Keep it fresh. Add updates to existing content and keep building page links from within your own site from external referral sites. Update headlines and enable comments on your posts, which refresh the content as well.

2. Be original. Cutting and pasting content from another site is not only plagiarism, it also is of absolutely no value to you whatsoever in Google’s eyes. You can rewrite content to create an original post, so if you see something you like, rewrite and repurpose it.

3. Size matters. When it comes to content contributing to SEO, less is not more. Strive to create posts or articles that explore a topic deeply enough that others will want to link to it as an authoritative source.

4. Be an authority. Creating authority takes time on your own, so while you are dedicating yourself to that, have others who are already recognized online authorities on your subject matter contribute to your blog or website.

5. Think local. Local search is becoming more important than ever because people generally search by geography... i.e., a “Phoenix divorce lawyer”, not just “divorce lawyer.” Include location references in your content.

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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!

Could Penny Pinching Be Costing You Clients and Referral Sources?

Lee Rosen is a family law attorney at Rosen Law Firm in North Carolina who writes a great blog called Divorce Discourse, where he talks about family law marketing, practice management and technology. In a recent post, he posed the question: Is Penny Pinching Costing You Clients?  Here’s his answer:

“We don’t have a website yet because it’s too expensive. We’re being very careful with our money.” That’s what the lawyer told me when I asked about being unable to find his site on Google.

“We’re just getting started, and we’re in a small town,” he explained. “It’s just me and my partner, and we’re planning to do that later.”

I got the same answer when I asked about his “@gmail.com” email address. They’d decided that it wasn’t worth the money to commit to their own domain name just yet.

I’ve got to say that I disagree. If he had a site, I’d have found a reason to link to it from here. That would have generated interest and referrals. If he had a site, I’d have added it to my list of referrals on my North Carolina Divorce site, and that would have generated referrals. I would have bookmarked the site in my browser and saved it for when I need someone in his area.

But, alas, no site and nothing for me to save, so no referrals.

Did they save money with that money-saving decision? I don’t think so. It’s costing them—big time.

Here’s what I would do if I were a brand new lawyer running a very low budget, startup operation.

I’d go to a domain registrar and buy a domain name for $10 or less.

Then I’d go to Google Apps for Business and sign up for the free account (good for up to 10 users). It’ll get you hooked up with email from your own domain name (like mine: rosen@rosen.com). The domain name is important because it helps us find your site and start sending others to visit.

Finally, I’d go to Squarespace and build a website. It’s got a deal for $8 per month, and the site has great templates. I built a site the other day as an experiment. It took me 10 minutes. You don’t need anything fancy to start. Just build something simple using the templates and add some pictures you take yourself.

Total investment to have a website and an email domain name? $106 per year.

If you don’t make money on your $106 website, then you’re not trying.

Lee makes a number of good points.   I know there are lots of attorneys out there he could be referring to in this piece. They think that getting online with a website and blog will be expensive, maybe even because they’ve had some pitches from agencies that threw the kitchen sink at them – a kitchen sink that cost a ton.

As Lee so aptly points out, you can get online for a very good price these days. We help attorneys get up and running quickly at a very affordable rate, only a few hundred dollars a month. And not with a template site that will never rank on Google. A custom website with custom content.

Not having an online presence can hurt you in many ways, including sending a red flag to potential clients and referral sources. Are you real? Are you really in business?   Do you take your business seriously? Without a website, the natural assumption is no.

 

Learn New Strategies for Lead Generation, Internet & Social Media Marketing at California Solo & Small Firm Summit, June 21-23

This Thursday, June 14, is the pre-registration deadline for the upcoming California Solo & Small Firm Summit on June 21-23 at the Renaissance Long Beach Hotel.

You can register online now by visiting The State Bar of California’s Solo & Small Firm Summit home page.

Competition is stiffer than ever before for solos and small firms, with the rise of online legal services providers and larger firms taking on smaller clients in a strained economy. Learn what you need to know to compete using proven lead generation strategies, Internet and social media marketing. 

I will be making four presentations during the Summit:

Thursday, June 21, 11:30 a.m. -- Building the “Lifestyle Law Firm”™: Lead Generation, Lead Conversion and Client Retention Strategies of Top Rainmakers

There are 3 key areas attorneys must focus on to build a “lifestyle law firm”: 1) lead generation–attracting more qualified clients; 2) lead conversation–converting more prospects into paying clients; and 3) client retention— doing excellent work so you can get repeat business and repeat referrals. This session will forever change the way you look at converting prospects into paying clients.

Thursday, June 21, 5 p.m. -- Secrets of Internet Marketing “They” Don’t Want You To Know: Search Engine Optimization for Attorneys

Over 95% of law firms have a website, yet most of them have never generated a significant amount of revenue from their website – in spite of spending substantial amounts on it! In this critical session you will discover the inside truth about search engine optimization, how to get your website on the 1st page of Google, and critical website conversion strategies.

Friday, June 22, 8:30 a.m. -- Law Firm Marketing Strategies in a Social Media World, Part 1: Connecting with Clients, Prospects and Referral Sources

Social media is one of the fastest growing areas where attorneys can generate high quality leads and build relationships with potential referral sources. Learn the “Rainmaker Social Media Blueprint” for connecting with clients, prospects and referral sources on LinkedIn, Facebook, and Twitter.

Friday, June 22, 11 a.m. -- Law Firm Marketing Strategies in a Social Media World, Part 2: Using Video, Legal Directories, Landing Pages, and Blogs

In Part 2, I will cover how attorneys are using video to convert more browsers into buyers, effective use of legal directories, why landing pages are critical to your success, and how to use your blog to drive leads and develop more business.

You can register online by visiting The State Bar of California’s Solo & Small Firm Summit home page or call 415-563-2508 for more information. 

If you’re wishing you could be in Long Beach for this conference, don’t worry – we cover all these subjects and more at our two-day law firm marketing boot camp, The Rainmaker Retreat!  You can visit www.RainmakerRetreat.com to learn more and sign up for one of these upcoming sessions:

July 27-28, 2012 – San Francisco, CA

August 24-25, 2012 – Las Vegas, NV

September 14-14, 2012 – Orange County, CA

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New Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

Search Marketing for Law Firms: Everybody on Board the Google+ Local...or Else

A couple of weeks ago, Google replaced its Google Places with Google+ Local. So if your law firm had a Google Places profile, Google moved it to Google+ Local. And if you don’t yet have a Google+ account, this move makes it more important than ever that you do.

That is, if you still want to be relevant on Google. 

What Google considers important in ranking for search is evolving, based on ways that people use the Internet for search. Social counts for much, much more – in fact, a new study by Searchmetrics found that the 5 of the top 6 ranking factors for Google search are firmly rooted in social media:

Google has also found that more and more people are searching by geography, the reason behind the push to Google+ Local. Your search rankings will now be fairly dependent on social media reviews, and Google has changed the way it does that, too.

The new Google review process is now based on the Zagat 30-point scoring system. Last year, Google acquired Zagat and has now integrated its reviewing process into Google+ Local. Also, there are no more anonymous reviews – anyone wanting to review a business now has to have a Google+ account.

With these changes, it is doubly important for attorneys to get clients and peers to provide favorable reviews for their services. Google doesn’t assign a number ranking to your profile until you get at least 10 reviews. This number ranking will have a definite influence on your ranking in organic search; these are the first four listings in a search for Phoenix car accident attorney:

In addition, when a client or peer posts a review for your law firm, it is also shared with their Google+ circle of friends, family and associates.

Click here to learn more about Google+ Local. You may also want to review my previous posts on Google+:

Why Law Firms Need to Claim Their Turf on Google+ & How to Do It

Law Firm Marketing: Why Attorneys Should Care About Google+

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Getting to the Top of Google: The Power of Link Building for Lawyers

Getting to the top of Google for any term related to the legal industry is highly competitive! Now you can get a recording of this recent webinar that will tell you how!

Attorneys spend millions of dollars every year on Pay Per Click (PPC) and banner advertisements, trying to drive more traffic to their website. Far too often it comes down to how much money a law firm has to spend on PPC to outbid their competition.

How are small law firms and solo practitioners supposed to compete when attorneys are spending $20 to $100 per click for keywords?

If you’re thinking, “there must be a better way!” then this webinar is for you!

You will discover a little known secret of how hundreds of attorneys are rapidly increasing their website rankings in 90 to 120 days through building targeted links back to their websites.

Register to receive this recorded webinar now and discover:

  • What an “inbound link” is and why Google loves them
  • One of the fastest ways to get your website blacklisted by Google (make this mistake at your own peril)
  • Link building on the low down-building links on a shoe string budget
  • The benefits of being at the top of the search engine rankings
  • The ongoing debate between “quality” and “quantity” links
  • Selecting the right keywords to go after with your search engine efforts
  • Which directories are worth paying for…and which ones are not
  • The top 5 questions you must ask before you hire any link building company

When you register, you will receive access to the recording of the webinar. Click on this Getting to the Top of Google link now to register!

 

 

Pew Internet Study Finds Majority of Americans 65+ Now Online

For law firms that target seniors – whether you have an estate planning practice or a growing niche in elder law – comes affirmation of why Internet and social media marketing should be a staple in your law firm marketing plan.

According to a new study by Pew Internet & American Life Project:

  • 53% of American adults 65+ use the Internet or email
  • 70% of online Americans 65+ use the Internet every day
  • 86% of online Americans 65+ use email
  • 69% of Americans 65+ own a cell phone
  • 34% of Americans 65+ participate in social media

Whatever the reasons, it is clear that seniors are increasing their time spent on the Internet in growing numbers – great news for law firms that serve seniors who can now reach prospects with targeted messaging better and cheaper.

 

Study Reveals How Attorneys Can Increase Word-of-Mouth Referrals

Earlier this week, Search Engine Land released the results of a consumer survey by BrightLocal on local consumer purchasing behavior and there are some insights on how attorneys can turn clients into referral sources both online and offline.

According to the survey of 2,862 consumers, about one-third said they had recommended an attorney. This score is fairly high given the fact that a consumer’s need for an attorney is much less frequent than, say, needing a recommendation for a good restaurant.

This chart shows how word-of-mouth recommendations are slowly migrating online; note that over the past two years, the number of consumers sharing WoM recommendations dropped 2 percent, while recommending via Facebook increased 5 percent:

The top three factors that influence a consumer’s desire to recommend a business to a friend or family member are Reliability and Professionalism (65%), Friendly and Welcoming (45%) and Price (45%):

Also note above that 16% said they make recommendations simply because they were asked to do so – a simple thing so many attorneys fail to do!

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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!

 

Top 3 Strategies Solos & Small Firms Can Use to Compete Against Online Legal Service Providers

On Wednesday, I blogged about how LegalZoom Zooms In On Solos and Small Firms With IPO. I have also written previously about how small firms and solos are walking around with targets on their backs from LegalZoom, Rocket Lawyer and other online legal service providers who are taking direct aim at your clients.

Solos and small firms who ignore these repeated shots over their bows are doing so at their own risk. It is clear from the LegalZoom IPO, which stated that the company has already served more than 2 million companies and set up 20 percent of the LLCs in California last year, that consumers find these online services convenient, reasonably priced and just good enough to do the job.

No use crying about how online services really don’t do the right job – your potential clients aren’t buying it. Instead, they are buying from LegalZoom and others like them, in droves. So what can you do?

Here are 3 strategies you should be implementing to compete now against the online legal service providers:

1. Protect your clients. You need repeat business and referrals to grow.  To acquire this, you need to nurture a relationship with your clients and keep it going. One of the best ways to do this is to send out a newsletter every month to stay in contact with your clients and keep you top-of-mind.

2. Provide value. Find little ways to better serve your clients and give them constant value.  This starts from the moment they walk in the door. Be sure they are greeted by name, that your conference room has a Reserved sign on it with their name, offer them a beverage from a printed menu, validate their parking, and don’t ask them to sign a bunch of papers on their first visit.

3. Preserve the relationship. The #1 reason why attorneys get reported to the bar is lack of client communication. Have your paralegal call clients every month to give them a status update--even if there is no change in their case!  I was speaking to the Tennessee Association of Justice the other day and I reminded them that I've never heard of an attorney who was reported for over-communicating with their clients.

 

LegalZoom Zooms In On Solos and Small Firms With IPO

I’m in Memphis today to kick off the Tennessee Association of Justice Annual Convention, speaking on the 6 Proven Keys to Marketing Your Law Firm Online. This law firm marketing topic is more relevant than ever, especially for small firms and solos. 

Why now, you ask?

Because a couple of weeks ago, LegalZoom filed for an IPO to raise $120 million to expand its online legal services in the U.S. and abroad. Small firms and solo practitioners need to look in the mirror for the target on their backs, because this is exactly who LegalZoom is targeting with their low-cost online offerings.

The IPO filing revealed some interesting data about LegalZoom:

  • Last year, they served almost a half million customers through their website;
  • Over the past decade, LegalZoom has served more than 2 million customers;
  • 20 percent of all LLCs set up in 2011 in California did it on LegalZoom;
  • LegalZoom made a profit last year for the first time -- $12.1 million in net income off sales of $156 million.

As Richard Granat noted so succinctly on his eLawyering Blog:

Many lawyers are in denial about the desire of consumers and small business to purchase their services. They will assert that consumers and small business are exposing themselves to liability by using LegalZoom's limited services, which will bring regret later. But consumers don't seem to care. What they get from LegalZoom is "good enough." The numbers tell the story.

Solos and small law firms will find that it will be very difficult to compete against LegalZoom with its superior capital resources. The organized bar (State and ABA) has given up on trying to put LegalZoom out of business on the theory that the company is violating UPL ('unauthorized practice of law") rules. Any organized bar attacks will be resisted by LegalZoom, which will now have the capital to fight any challenges to its business model. The American Bar Association has created a Solo and Small Law Firm Resource Center, but it is too little and too late.

LegalZoom is here to stay and will expand its market share as the major provider of the delivery of legal solutions to consumers and small business. LegalZoom will, inevitably, put many solos and small law firms out of business as it grows and expands its suite of services.

There are strategies small firms and solos can deploy to fight this trend; I’ll comment on those in the next day or two.

 

Social Media Marketing for Attorneys: A Question of Time vs. Money

I believe that most solo practitioners and small firms are ahead of the curve when it comes to Internet and social media marketing. They almost have to be, since it’s an extremely effective way to market legal services at a low cost.

I also know from attorneys who attend our Rainmaker Retreat, or catch me on the road at one of my many speaking engagements, that the #1 problem they face is a lack of time to devote to law firm marketing online. Their experiences are certainly mirrored by most marketers, as evidenced by a recent poll at emarketer.com:

Recently, I authored an Avvo blog post entitled, Should Attorneys Outsource Their Social Media Marketing? This post elicited a couple of comments from attorneys concerned about the bar rules on lawyer communication and if they might run afoul of those rules if they outsourced their content creation and/or social media management. I responded as follows:

Bar rules state that an attorney is “responsible” for whatever is communicated on their behalf–whether it’s online or offline.

Just as no bar requires only attorneys to answer their phone, likewise no bar requires only attorneys to blog or post to their online social media platforms. This becomes a training issue. Whoever is communicating on your behalf, whether it’s on Facebook, your blog or over the phone, must be trained how to do so in a professional and ethical manner.

The bar does hold you responsible for the communication that’s done on your behalf and that’s why it’s so important to be very careful whom you outsource or delegate those tasks to. You want to be sure they have extensive experience working with law firms and they are very familiar with what you can and cannot say to a prospect. I get very nervous when attorneys tell me they “saved a lot of money” by hiring a part time college student to manage all their social media, instead of paying more to hire a pro with extensive experience in the legal industry.

When it comes to law firm marketing online, you have two choices: you can spend your time or you can spend your money.  If the latter choice makes more sense for you but you’re concerned about running afoul of bar rules, I highly recommend you check out Josh King’s presentation on ethics he did for the recent Avvocating conference.

Josh is one of the nation’s foremost experts on attorney ethics and is the General Counsel of Avvo. He covered many myths and misconceptions about the intersection of ethics and social media. Click on this link to access the video of Josh King’s 2012 Avvocating Conference presentation.

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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!

Newly released! Rainmaker in a Box: Volume 2 includes:

8 Proven Steps for More & Better Referrals

Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!

7 Strategies to Recession Proof Your Law Firm

Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!

6 Keys to Unlocking the Secrets of Social Media

Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.

5 Core Components for Highly Successful Websites & Blogs

My interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.

Data DVD: 
Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!

Click to order Rainmaker in a Box Volume 2!

 

Join Me on June 21-23 at The State Bar of California Solo and Small Firm Summit

Consider this a personal invitation to join me at the event of the year for California solo and small firm practitioners: The State Bar of California’s Solo & Small Firm Summit on June 21-23 at the Renaissance Long Beach Hotel.

I will be delivering four keynote addresses during this conference that are sure to be of interest to attorneys wishing to hone their law firm marketing skills, including:

Thursday, June 21, 11:30 a.m. -- Building the “Lifestyle Law Firm”™: Lead Generation, Lead Conversion and Client Retention Strategies of Top Rainmakers

There are 3 key areas attorneys must focus on to build a “lifestyle law firm”: 1) lead generation–attracting more qualified clients; 2) lead conversation–converting more prospects into paying clients; and 3) client retention— doing excellent work so you can get repeat business and repeat referrals. This session will forever change the way you look at converting prospects into paying clients.

Thursday, June 21, 5 p.m. -- Secrets of Internet Marketing “They” Don’t Want You To Know: Search Engine Optimization for Attorneys

Over 95% of law firms have a website, yet most of them have never generated a significant amount of revenue from their website – in spite of spending substantial amounts on it! In this critical session you will discover the inside truth about search engine optimization, how to get your website on the 1st page of Google, and critical website conversion strategies.

Friday, June 22, 8:30 a.m. -- Law Firm Marketing Strategies in a Social Media World, Part 1: Connecting with Clients, Prospects and Referral Sources

Social media is one of the fastest growing areas where attorneys can generate high quality leads and build relationships with potential referral sources. Learn the “Rainmaker Social Media Blueprint” for connecting with clients, prospects and referral sources on LinkedIn, Facebook, and Twitter.

Friday, June 22, 11 a.m. -- Law Firm Marketing Strategies in a Social Media World, Part 2: Using Video, Legal Directories, Landing Pages, and Blogs

In Part 2, I will cover how attorneys are using video to convert more browsers into buyers, effective use of legal directories, why landing pages are critical to your success, and how to use your blog to drive leads and develop more business.

You can register online by visiting The State Bar of California’s Solo & Small Firm Summit home page or call 415-563-2508 for more information. 

 

How to Create Law Firm Marketing Videos

If you believe the latest Internet statistics regarding online video viewership, you might think that most Americans are spending a lot of time watching online videos.

And you would be right.

According to comScore Video Metrix data, 181 million U.S. Internet users watched 37 Billion online videos last month (April 2012). This equates to 84.5 percent of the U.S. Internet audience who viewed online video. 

The lion’s share of the video viewing happened on YouTube, which is owned by Google. The average viewer watched almost 22 hours of online video content

So are you using video on your website or in your blog? If not, why not? 

It’s easy to get started with an inexpensive video camera (research shows that viewers will tolerate amateur picture quality, but audio has to be clear), or by hiring a local high school or community college film student to shoot and edit your video. 

Take the top 10 questions you routinely get from clients and create a 1-3 minute video where you answer each one. Be sure to include graphic calls to action with your contact information.

Set up your own page on YouTube and upload your videos, a new one every 2 weeks. Tag them with your keywords in the “Info” section under the video. Here’s a YouTube video that shows you how to set up a YouTube Channel.

No hard-sell! People care about your content – use education marketing to sell them.

Show your personality and let viewers see that you are real.

Transcribe the content of your video under the “Info” tab below each video.

That’s it! You’ve just created an exceptionally powerful marketing and SEO tool for your law firm marketing arsenal.

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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.

 

Market Like a Specialist, Twitter is for Sharing, White Hats & Black Hats Plus Other Insights from the Houston Rainmaker Retreat

Had a great time in Houston last weekend at our Rainmaker Retreat – as you can see from the photo here, the room was full of attorneys from diverse practice areas, all eager to learn the latest in law firm marketing and practice management techniques.

We spent a lot of time on social media, and Lawyers.com editor-in-chief Larry Bodine was our special guest speaker. He filled us all in on a few more insights from the recent LexisNexis survey about how consumers find an attorney. I can’t let this cat out of the bag yet, but there’s some great stuff that they’ll be releasing soon, so stay tuned. Suffice it to say, a keen knowledge of social media is gonna do you good.

Here are some comments we got back from the lawyers who joined us in Houston:

“What I did not know about marketing has been killing my practice.”- R. Stample, Solo, SC

“The program is eye-opening.  We’re lawyers, not marketing execs.  This program fills in a huge gap in my business that will let me take control of my firm and my future.”- J. Pace, Partner, TX

“The program was a real eye opener about all the tools out there being used by competitors.”- M. Bridwell, Partner, TX

“I rarely pay attention at seminars or CLE, but I hung on every word that Stephen said at the retreat.”-D. Jones, Solo, TX

“The presentation streamlines a complete law firm marketing strategy plan into a feasible and practical approach that any attorney can immediately implement.”-T. Roberson, Partner, TX

Our upcoming Rainmaker Retreats include:

July 27-28, 2012 – San Francisco, CA

August 24-25, 2012 – Las Vegas, NV

September 14-14, 2012 – Orange County, CA

Go to www.RainmakerRetreat.com to register online or learn more. You can also call us at 888-588-5891.

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FREE Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most experienced attorney pause.

In his new one-hour How to Attract Clients in Today’s Marketing Jungle webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Upcoming webinar dates include:

Thursday, May 31, 2012

Wednesday, June 6, 2012

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

Internet Marketing for Attorneys: Where to Find and Engage Prospects

When it comes to law firm marketing, one of the most common questions attorneys ask is, “Where can I find good prospects?” These days, the answer is most certainly: online.

The infographic below shows how people spend their time online. U.S. Internet users spend an average of 32 hours a month online – with the largest share of that time, 22 percent, spent on social networking sites. The majority of time people spend online – 63 percent of that 32 hours – is spent engaging in just three activities: social networking, searching and reading content (which doesn’t include emails).

Perhaps one of the most startling statistics is that people spend five times as much time on Facebook than Google – an astonishing 7 hours and 45 minutes every month on Facebook versus one hour and 47 minutes on Google. 

And why is this so meaningful to attorneys? Because people are beginning to use Facebook as a search engine, looking for all sorts of products and services. And when they search for legal services, you can target a Facebook ad to reach them using targeting options like location, age, sex, relationship status, likes and interests, education level, schools they attended, companies where they work, groups they are part of and fan pages they “like”. 

Facebook ads allow you to target very specifically to reach an audience of likely prospects you may not have had the opportunity to reach with any other medium. It is also inexpensive; you can try it out for a week or two for a couple hundred dollars or less.


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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!

Social Media Marketing for Attorneys: 8 Steps to Get You Connected on LinkedIn

As I’ve noted in past posts, LinkedIn is really becoming a must for attorneys who market B2B; here are the latest stats:

  • The most widely used business networking site in the world
  • 161 million active users --- 98 million in U.S. -- as of March 2012
  • Another 1 million people join every 6 days!
  • 40% of LinkedIn members are senior managers
  • All Fortune 500 companies are represented
  • Average household income is $109,000
  • Average age is 41 years

Frankly, it is my opinion that every attorney needs to be on LinkedIn; it’s a fantastic way to connect with referral sources as well as potential clients and build your platform as an expert and leader in your field of practice.  LinkedIn is also a very credible source in the eyes of Google.

Judging from my informal polling, however, many attorneys are still lagging behind when it comes to using LinkedIn for law firm marketing. Here are 8 steps to get you started:

1. Create a comprehensive profile – take your resume and use it all to create your profile. Be sure to use keywords (Google will use your LinkedIn page in search results) and be specific, just as I have done in my profile:

2. Start by connecting with people you know – if you use Outlook or Gmail, LinkedIn will import all your contacts from your email database and compare it with theirs, serving you up a list of your contacts who are already on LinkedIn. Start sending invitations to your contacts to connect with you. Your goal is to surpass the 500 connections mark, which will distinguish you as a “power user” so more people will want to connect with you.

3. Recommend others first, then ask to be recommended – go ahead and provide recommendations for your contacts, then follow up with an email to request they do the same for you.

4. Join groups for attorneys, referral sources & prospects – not only join, but participate! Contribute insights that will help build your reputation.

5. Start a group for your target market – by starting your own group, you get the right to market directly to the members, since LinkedIn allows group administrators to send emails directly to members.

6. Answer questions – another great way to be recognized as an expert.

7. Update your status at least 3x per week – you can use LinkedIn WordPress and Twitter tools to funnel your blog posts and tweets directly to your LinkedIn profile page.

8. List all your events on LinkedIn – someone may want to connect with you offline.

 

Law Firm Marketing: How to Build Your Practice by Attracting Great Prospects

Ask any lawyer which area of law firm marketing they find the most difficult and you are likely to hear the same answer: attracting good prospects.  Law firm marketing can be challenging; learning how to attract the ‘right’ prospects can be especially challenging.

If you don’t find a way to attract good prospects, then your law firm marketing efforts stand little chance of succeeding.

“Who” you market to is just as important as how you market.   You want to develop a law firm marketing plan that attracts only those clients that you can help, and those who will be the most profitable to your law firm.

Apply these 5 proven strategies to your law firm marketing plan for attracting the best clients:

Target your clients – You must identify your Ideal Target Market (ITM). Without completing this first step, you may as well throw your law firm marketing money into the street.

Explain your service – Be clear and concise. Learn to bridge the language gap between you and your clients.

Perfect a powerful elevator pitch – This is an extremely successful law firm strategy to have in place when meeting with prospective profitable clients.

Use effective law firm marketing tools - When developing law firm marketing materials, remember, this may be the first impression you make on prospective clients – make it a good one.

Disqualify clients – Don’t be afraid to say “no” to a potential client; you’ll be doing both of you a favor if you are not a good fit.

Attorneys who implement these crucial law firm marketing strategies can rest assured they will be attracting only the most qualified clients.

SEO for Law Firms: How to Create a Great Law Firm Marketing Website

I am in Houston today for our long-anticipated Texas Rainmaker Retreat. We have a large, enthusiastic group of lawyers eager to soak in all the latest information on law firm marketing. Of course, social media and SEO are big topics of interest.

There are certain basic SEO elements that should remain consistent on your law firm marketing website to achieve a high Google rank, no matter how many times Google tweaks its search algorithms – which it does at least once a day!

Here are some basic SEO rules to follow to ensure prospects find you online:

Basic keyword SEO rules – include your target keywords in your URLs, meta tags, titles and descriptions as well as in your page content.

High quality inbound links – creating high quality, unique content that others will want to link to and reference can have a huge impact on your website ranking.

Authority – build authority for your site through participation in social media, providing commentary and links to other authoritative sources in your space and quality inbound link building.

Quality user experience – Google rewards sites that are well designed, easy to navigate, load quickly and keep visitors engaged (low bounce rates).

Fresh content – creating new content and updating old content regularly boosts authority and news ranking.

Content diversity – Google prefers diversity in format and content, so include photos, videos and presentations wherever possible.

Feedback – syndicate, promote and provide people with an easy way to share feedback via a blog hosted or linked to your website.

Browser compatibility – your site needs to be compatible with the latest browser versions, including mobile.

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FREE Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most experienced attorney pause.

In his new one-hour How to Attract Clients in Today’s Marketing Jungle webinar, Rainmaker Institute CEO Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Upcoming webinar dates include:

Wednesday, May 23, 2012

Thursday, May 31, 2012

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

New Study Says 3 of 4 Consumers Look for Lawyers Online

New research prepared for LexisNexis by The Research Intelligence Group shows that 76 percent of adult consumers looking for a lawyer used online resources at some point during the search process.

If this surprises you, you are already well behind the curve.

Did you notice the news item last month that AT&T has sold its Yellow Pages business to private equity firm Cerberus Capital in an effort to “jettison shrinking parts of its business”? Yellow Pages revenue shrank 30 percent in just the last two years; the fingers are still doing the walking, they’re just walking over to the computer, smartphone or tablet.

Technology has changed consumer behavior forever and whether you spend your time lamenting or embracing this change will determine how successful your law practice will become. The very basics you need to successfully market your law firm today includes:

  • A website
  • A blog
  • A social media presence across all major platforms: LinkedIn, Facebook, Twitter, YouTube, Google+
  • Participation on lawyer-centric websites like Avvo, JDSupra, Lawyers.com, etc.
  • An email marketing program
  • A search engine optimization (SEO) program for all of the above

I know that for many of you, this sounds overwhelming. But it’s certainly no more daunting than running a business, which is what you are really doing, even though they didn’t teach you how at law school.

However, just as you learned the law, you can also learn the fundamentals of law firm marketing to take you the rest of the way toward building a successful law practice. You can start by attending a  Rainmaker Retreat, our two-day law firm marketing intensive that give attorneys hands-on, real world training in both the art and the science of legal marketing. 

Our upcoming sessions:

May 18-19, 2012 – Houston, TX

July 27-28, 2012 – San Francisco, CA

August 24-25, 2012 – Las Vegas, NV

You can find out more at www.RainmakerRetreat.com.

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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 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 now for your FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal.

 

Study Finds Consumers' Appetite for Online Content Growing; How Attorneys Can Feed It to Generate Leads

A November 2011 study of U.S. Internet users for Broadcom, a semiconductor manufacturer, reported that 87% of respondents consumed more than 11 hours of online content per week and at least 54% percent said they consume over 21 hours of online content per week:

Content marketing is a critical component of a comprehensive law firm marketing program, and there are many avenues you can use to spread your content to potential clients, including your website, blog, online directories like Avvo and JDSupra, and social media sites like LinkedIn, Facebook, Twitter, YouTube and Google+.

With all these venues craving constant content feeds, how do marketing-savvy attorneys feed the beast? Here are some tips:

1. Plan ahead. Brainstorm a list of topics that would appeal to your target audience. Review your website analytics to see what pages of your site are getting the most visits, which can help stimulate ideas. Dig up speeches and presentations you’ve made over the last few years and repurpose those for articles, press releases and blog posts. Subscribe to blogs and news feeds that cover your practice area for ideas.

2. Make it interesting. Nielsen research shows that most people spend about a minute on any given web page, so strive to make your content easily digestible in that timeframe. Use short paragraphs and subheads to keep readers’ attention. Punch it up with references to current events or pop culture to make your content timely. Include client success stories (not using real names, of course).

3. Optimize your content. Be sure to optimize your content for search by including your keywords and keyword phrases in your title, subheads and image file names. 

4. Create backlinks. Sprinkle your content with links back to your website, blog, social media profiles or previous posts to create backlinks, which help boost your search engine ranking. Comment on other articles, blogs or forums with links back to a relevant post you’ve written, but be sure your comment adds value or it may be viewed as spam. 

5. Go social.  Promote your videos, posts, articles, press releases and other content on all your social network channels – not only on your own Facebook, LinkedIn or Twitter page, but also through submissions to the discussion pages of groups you’ve joined.  

 

Are Moms in Your Law Firm Marketing Mix?

Happy Mother’s Day! Today we celebrate all those hard-working moms out there, most of whom do double-duty every day, at work and at home. Actually, work and home have blended for lots of moms who are veracious users of social media to stay connected on both fronts.

If you are targeting Moms as part of your law firm marketing program, this Nielsen infographic should be of special interest to you:

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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 Fairley 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 now for your free report on 4 Myths That Keep Attorneys from Building a Referral-Based Practice.

 

Survey Names Top 3 Marketing Tools: Email, E-Newsletters, Social Media

A March survey of U.S. marketing professionals by trade publication Chief Marketer found that when it comes to Internet marketing, email continues to be the most effective tool, followed by e-newsletters and social media:

When it comes to improving organic search results, the marketers surveyed said that the most effective tools for accomplishing this important task were adding social share buttons to their existing websites, optimizing their landing pages for search (SEO) and adding more fresh content more often:

When it comes to email marketing, you need to remember the old maxim, “You never get a second chance to make a first impression.” To ensure your law firm marketing email grabs your prospect right off the bat, remember these tips:

Test subject lines – remember the ingredients for effective email subject lines: deliverability, actionability, personalization, clarity, brevity and consistency.

Keep it brief – keep the copy short and extend your offer early.

Make it social – include social sharing buttons that allow readers to pass along your content.   Research shows that adding these can increase your click-through rate by 30 percent or more.

Segment your lists – whether it’s by geography, new clients, current clients, prospects or practice area, segment your lists and talk directly to the subjects that interest that segment.

Personalize – not only by name, but also by interest. Make the most relevant offers to those who are most likely to be interested in those specific offers.

Remove distractions – don’t clutter your email newsletter with lots of “fun facts” or other esoterica that distracts from your message.

Strong call-to-action – hit your prospects in the face with a strong call to action in the first part of your email and make it impossible to miss.

Include a P.S. – these are irresistible to most readers, and should be used to reiterate your offer.

Optimize for mobile – research tells us that 70 million Americans access email via their mobile devices every day. Be sure your email messages are optimized for mobile.

For information on creating great e-newsletters, see my previous post on How to Create an Effective Law Firm Marketing E-Newsletter.

 

How to Answer The #1 Question Prospective Clients Have to Win the Business

Standing apart from competitors is increasingly difficult for attorneys today.  When I routinely ask attorneys, “Why should someone hire you versus your competition?” almost all of them respond with the same four answers: quality, service, years of experience, and price—none of which has any impact on prospective clients!

Quality is not a feature people will pay extra for. It simply means you meet the minimum level of expectation.

For every service you provide there are a thousand other law firms that offer the exact same service.

Regardless of how long you’ve been in practice, someone has been there longer.  

And trying to compete on price is a losing proposition.

Every prospect that walks into your office is looking for the answer to the same question: Why should I hire you? While they may not verbally ask it, they are all thinking it. To win their business, you need to answer that question for them. Here are three things to emphasize in your response:

Focus on the benefits, value, and results. When meeting with a prospective client, emphasize the benefits you offer to clients, the value you bring, and the results you achieve. Be careful not   to run afoul of your state’s ethics in advertising regulations.

Focus on your service, not the list of services your firm provides. Explain how you serve your clients better by going out of your way for them and by treating every person as a VIP. Ask yourself what kind of “client experience” you want each client to have. Be very specific and write down your ideas. Put an action plan into place with your staff to ensure that every experience a prospect or client has with your firm is a positive one.

Focus on solutions. People don’t buy legal services; they buy solutions to their legal problems.   Prepare a case study of how you found a creative solution to another client’s problem. Explain how you came up with it and the results. 

Marketing your law firm is both art and science. There are no magic wands or silver bullets. It takes time, energy, money and advanced planning. Too many attorneys view marketing as an event you go to or an ad you place in the Yellow Pages (and who uses those anymore?). Top Rainmakers recognize marketing is a process, a systematic approach to building referral relationships, cultivating contacts, and staying connected to clients.

 

Social Media Marketing for Attorneys: Is Facebook Making an Offer You Shouldn't Refuse?

Late last week, Facebook rolled out its Offers marketing platform to U.S. businesses after a four-month test with select retail users. 

Now you can create an Offer on your Facebook Business Page free of charge and it will be distributed to likes/fans in your Page’s news feed. This is a great opportunity to create Offers for free reports, articles, even a free consultation. Click here to find out how to create an offer for your Facebook Page.

I’m not necessarily recommending that you create a Groupon-type purchase offer, although three state bar associations (South Carolina, North Carolina and New York) have weighed in on the daily deals model for attorneys and found them to be OK, according to an ABA Journal article on the subject.

Free reports, white papers or e-books – whatever you want to call these informative downloadable documents – are a wonderful tool for attorneys to generate leads by driving traffic to your website or blog, get sign-ups for your newsletter and engage your followers on social media networks. To create a impactful free report, follow these steps:

1. Identify your prospect’s point of pain. The best reports provide a solution to a problem, so you need to identify what problems are plaguing your prospects – i.e., their “point of pain” – and then provide them with a solution.

2. Give some secrets away. You don’t have to give it all away, but entice your readers with a few secrets so they feel they have something of true value. Secrets are another way of demonstrating your experience and expertise, and that you know what you’re talking about.

3. Be brief. Your report should be 3-10 pages long and should start with a brief summary.

4. Make it attractive. The layout should be easy to read with appropriate graphics and saved as a PDF file for easy download.

Facebook is now providing another great avenue for you to generate leads, build your database and grow your social media following with their Offers marketing platform.

 

Internet Marketing for Attorneys: Tips on Creating a Legal Website That Attracts New Clients

It wasn’t too long ago when law firms that had a website stood out for that reason alone. However, that is no longer the case as more and more law firms are waking up to the incredible power the Internet has to help them attract clients.

So what can you do to stand out online in a way that will bring you more and better clients? Here are some tips:

Create a website that targets your ideal clients. Don't make the common mistake of trying to be everything to every person. People want to work with specialists. When it comes to marketing your law firm online, focus is critical to your success. 
 

If you have multiple practice areas, develop a micro-site for each one. Again, focus is key here. For example, a personal injury lawyer may have a practice specific website for: SUV rollovers, construction accidents, dog bites, and automobile accidents. 
 

Give website visitors a reason to contact you with a strong call to action. The sentence “ABC Law Firm offers free consultations to discuss your personal injury case” leaves the reader saying “That’s nice. But so what? What’s in it for me?” That’s because this sentence is a statement, not a call to action. It doesn’t ask anyone to do anything. To turn that sentence into a call for action, try something like” If you’ve been injured in an accident, take advantage of our free initial consultation and case evaluation by calling (toll free number).”

Have your content speak your target’s language. Please remember, writing for the Internet is not the same as writing a legal brief. My recommendation is to hire a professional copywriter who has experience writing for law firms. 
 

Work with an SEO firm. Search engine optimization is the technical process of improving the volume and quality of traffic to your law firm's website. Once you have developed your website into exactly the format you want, you can begin using online legal marketing strategies to market it. 
Make sure they have experience in the highly competitive field of legal marketing. 


Submit educational articles to online directories. There are hundreds of places online where you can submit articles to help attract prospective clients for free.  At the very least, post helpful guides on legal directory sites like Avvo and JD Supra to expose your expertise to potential clients.

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Get More Proven Legal Marketing Strategies FREE from The Rainmaker Institute
One click of your mouse will take you to our website where you can see the current issue and subscribe to our complimentary monthly e-newsletter that will be delivered to your inbox every month.  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.

 

Attorneys Share Their Take On The Rainmaker Retreat

More than 8,000 attorneys have learned how to build a robust referral network, attract and retain new clients by applying our proven Rainmaker System to their law firm marketing practices.  Many of these have done so by attending our two-day law firm marketing boot camp, the Rainmaker Retreat.

Listen as Jim Hasier, a community banking attorney in Chicago, talks about his experience at our Chicago Rainmaker Retreat last weekend:

Alabama litigator Clifton Slaton acknowledges that he, like many attorneys, is skeptical about law firm marketing, but what he experienced has changed his viewpoint:

Learn how to build and create a lifestyle law firm that is professionally satisfying, but allows you the time to do what is important to you, by attending an upcoming Rainmaker Retreat:

May 18-19, 2012 – Houston, TX

July 27-28, 2012 – San Francisco, CA

August 24-25, 2012 – Las Vegas, NV

For more information please call: 888-588-5891 or visit www.RainmakerRetreat.com.

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FREE Rainmaker Retreat Preview DVD – Learn Before You Go!

If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 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: Q&A From Our Latest Rainmaker Retreat

I’m back from our latest Rainmaker Retreat this past weekend in Chicago, a city that never fails to energize me. We had lots of good discussions at our latest session, and it may interest you to know some of the questions that are top-of-mind with the attorneys who attended and my responses:

Q. How, when I am working on litigation, do I continue to grow my business when my head is down and I’m working on a case and solely focused on it? 

A. You have to put systems in place that work for you in engaging prospects without you having to do all the work. If you don’t have a systematic approach what happens is you work hard with your head down and then once you are done with that case, you look up and say. “where is my next client?” This is not a situation you want to find yourself in. You need a system in the background that runs the machine. Don’t get trapped in the cycle of owning a practice versus owning a business.

Q. What are some ways to differentiate myself?

A. Talk about the benefits of working with you, the value you provide, the solutions you provide, the results you get. Create a category of one. Position yourself as an expert by using numbers – clients served, $’s of assets protected, cases won, etc. Focus on managing the client experience.

Q. Why am I not getting referrals?

A. Three primary reasons: (1) Your referral sources are not adequately educated about what you do, (2) lack of client communication and (3) you are probably not asking for them.

Q. Why would I get on social media, particularly Facebook?

A. The first rule of fishing is “go where the fish are.” The second rule is, go where there are not a lot of other people fishing. Three in four people are on Facebook; it has enormous market penetration and you must have a presence on it. Don’t make the mistake of thinking you are your client.  Just because you don’t actively participate on Facebook or other social media platforms don’t mean your clients and prospects aren’t!   Very few law firms are aggressively going after these platforms; it’s an opportunity to get ahead of the curve. Plus, search engines now rank social media pages, so it’s very important for SEO.

Get all your law firm marketing questions answered at an upcoming Rainmaker Retreat:

May 18-19, 2012 – Houston, TX

July 27-28, 2012 – San Francisco, CA

August 24-25, 2012 – Las Vegas, NV

For more information, visit 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. 

To get your complimentary copy online, click 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 Attorneys: Taking the Mystery Out of SEO

When you hear the words law firm Internet marketing, you will most certainly also hear the term “search engine optimization”. But what does it mean? 

More importantly, how does it affect your law firm Internet marketing efforts?

Put simply, search engine optimization (SEO) is the most basic tool used by law firm Internet marketers and web masters to increase the number of people who visit your website, landing page, blog, etc.

The first thing you should know about SEO is that your website must appeal to both people and search engines. If you remember to keep these two in balance, not only will potential clients come to your site, they are more likely to spend time there learning about why your firm is the best choice to meet their legal needs.

A well-designed web site will appeal to search engine “spiders,” which are the part of the search engine that crawls the Internet in search of websites that match the search words and phrases that someone has typed into the search box.

If your site is a good match for the viewer’s search terms, your site will appear in that person’s search results.

Different search engines look for different things. Some things they all have in common is that they like popular, well-organized sites that make it easy to find the search words and phrases.  This infographic does a good job of breaking down the elements you need for good SEO:


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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!

Newly released! Rainmaker in a Box: Volume 2 includes:

8 Proven Steps for More & Better Referrals

Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!

7 Strategies to Recession Proof Your Law Firm

Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!

6 Keys to Unlocking the Secrets of Social Media

Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.

5 Core Components for Highly Successful Websites & Blogs

My interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.

Data DVD: 
Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!

Click here now to order!

 

Learn How to Get Your Law Firm to the Top of Google at May 16 Webinar

Getting to the top of Google for any term related to the legal industry is highly competitive!

Attorneys spend millions of dollars every year on Pay Per Click (PPC) and banner advertisements, trying to drive more traffic to their website. Far too often it comes down to how much money a law firm has to spend on PPC to outbid their competition.

How are small law firms and solo practitioners supposed to compete when attorneys are spending $20 to $100 per click for keywords?

If you’re thinking, “there must be a better way!” then this webinar is for you!

You will discover a little known secret of how hundreds of attorneys are rapidly increasing their website rankings in 90 to 120 days through building targeted links back to their websites.

Join us and discover:

  • What an “inbound link” is and why Google loves them
  • One of the fastest ways to get your website blacklisted by Google (make this mistake at your own peril)
  • The lowdown on link building on a shoestring budget
  • The benefits of being at the top of the search engine rankings
  • The ongoing debate between “quality” and “quantity” links
  • Selecting the right keywords to go after with your search engine efforts
  • Which directories are worth paying for…and which ones are not
  • The top 5 questions you must ask before you hire any link building company

This one-hour webinar will be held on Wednesday, May 16 at noon PT/3 pm ET. Even if you cannot attend the live webinar, you can still get all this information delivered to you so you can watch and learn at your convenience. Just sign up to receive a recording of my one-hour webinar.

Register by clicking on this link now for the Getting to the Top of Google: The Power of Link Building for Lawyers webinar on Wednesday, May 16 at noon PT/3 pm ET.

Connect With Me in May to Learn How to Market Your Way to the Top

May is an incredibly busy month for me; actually, I’m starting it early by being in Chicago this weekend for our Rainmaker Retreat. My trip has been a welcome break from the Arizona heat, and I’m energized by all the eager attorneys and associates who have come to learn the fundamentals of building a lasting law firm marketing program that will push them to the top of their professions.

We’re closing fast on the midway point of 2012 so I ask you, what have you done to ensure your firm’s success this year? There will be plenty of opportunities for you to take a critical step toward your goals by catching up with me either online or in person during May:

Wednesday, May 2: Join me for a 60 minute complimentary call on "The Most Deadly Legal Marketing Mistakes Attorneys Make" and learn a proven Legal Marketing System that has helped 8,000 attorneys convert more prospects into paying clients, and why hundreds of attorneys across the country attend and rave about our 2 day boot camp  "The Rainmaker Retreat".  Capacity is Limited. Learn More  

Friday, May 4: Join me at the Avvo National Convention in Seattle where I will be presenting the closing keynote on "The Lifestyle Law Firm: Lead Generation, Lead Conversion, and Client Retention Strategies for Attorneys.”  The 2012 Avvocating Conference will be held May 3 and 4 at the Bell Harbor Conference Center in Seattle. Cost for the two-day conference is $625 per person. You can get a $100 discount by using the promo code “Rainmaker” when you register at the Avvocating Conference website.

Wednesday, May 16: "Getting to the Top of Google" The Power of Link Building for Lawyers. In this webinar, I reveal how hundreds of attorneys are rapidly increasing their website rankings in 90 to 120 days through building targeted links back to their websites.  Learn More .

Friday, May 18 & Saturday, May 19 – The Rainmaker Retreat comes to Houston! It’s been awhile since we’ve been in the Lone Star State, and I’m really looking forward to this one. If you're struggling to build your legal practice or want to learn a proven law firm marketing system for that has helped more than 8,000 attorneys discover how to generate more referrals and find new clients fast then you owe it to yourself to check out a Rainmaker Retreat. Learn More.

Law Firm Marketing: The Key to More Referrals is Education and Engagement

According to a Nielsen report last week, consumers continue to rely heavily on word-of-mouth and recommendations from people they know in the decision-making process for services and products. The major impact that social media has made is that consumers are increasingly including people they don’t personally know –online consumers – in that important “circle of trust.”

We all know that referrals continue to play a huge part in new business for attorneys -- and because they are based on trust, it is important to cultivate both offline and online sources to feed your referral activity.

I believe one of the biggest reasons that attorneys don't receive more referrals is because they don't take the time to inform and remind their clients of the various services they offer.  Most clients believe the only service the lawyer offers is the one they used.

How much business have you lost because your clients simply aren't aware of the various services your firm can provide?

Another way to increase client referrals is to make certain that your clients can accurately explain your ideal target market:

Your ideal target market is the person or company most likely to hire you initially, repeatedly and at the highest profit margin. With so many attorneys struggling to define their ideal client, it's no wonder if your clients don't know whom they should refer to you.

Remember that memory is elusive and just because you wowed them once and they sent you a referral - doesn't mean they will ALWAYS remember.  So don't take referral relationships for granted.  Finding a high-quality lawyer is easy and it takes more than quality to make an impression - it takes a relationship.  

Just like any relationship, you need to be connecting with your current and former referral sources every four to six weeks to ensure the health and longevity of the affiliation. Rainmakers don't wait for the door to knock or the phone to ring or the referral to come in. They take the initiative, stay in touch, and focus on serving their referral sources – both offline and online.  

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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 Fairley 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 now for your free report on 4 Myths That Keep Attorneys from Building a Referral-Based Practice

What You Learn at a Rainmaker Retreat Will Transform Your Law Practice

I know that making the decision to attend our 2-day legal marketing intensive is a tough decision. Not only do you have to take a day off from work (all Rainmaker Retreats are offered only on a Friday-Saturday), but in many cases you have to travel to the event. As a business owner, you want to be sure this is a worthwhile investment of your time and money.

So you can gauge for yourself, here is just a partial list of what you will learn when you attend a Rainmaker Retreat:

  • Over 65 different marketing techniques that are proven to work in the real world environment of a fast moving law firm. Only practical techniques will be discussed here.
  • The 5 critical numbers you need to be tracking in your law firm and how to measure your Return On Investment (ROI) for all your marketing efforts.
  • The core concepts of search engine optimization (SEO) and Internet marketing for attorneys and how to create a dominant position on the Internet.
  • Specific tools to automate your marketing system and “fix your follow up” to increase your conversion rates from prospects to paying clients.
  • How to fully leverage social media networks like Facebook, LinkedIn, Twitter, YouTube, Avvo and JDSupra to drive new leads to your law firm.
  • How to focus your money on the most effective marketing strategies based on your specific practice area.
  • How to better select, train and motivate your partners and staff to do Rainmaking activities.
  • How to reduce your costs by eliminating ineffective marketing strategies.
  • How to utilize the 7 Rainmaker tools for generating more referrals and repeat business from current and former clients.
  • Over 30 low cost (starting at $20/mo.) and no cost marketing strategies to help you stretch your budget.
  • Software tools that will help you automate your marketing system.
  • Easy to use system for tracking all your incoming leads.
  • Specific tools to help you and your staff convert more prospects into paying clients.
  • Learn how other solo attorneys have leveraged Internet marketing and social media networks to beat much bigger firms.

There are three upcoming Rainmaker Retreats currently scheduled:

April 27-28, 2012 – Chicago, IL (4.25 hours general IL CLE credit)

May 18-19, 2012 – Houston, TX

July 27-28, 2012 – San Francisco, CA

Be sure to register early to take advantage of the Early Bird Discount, where you receive $200 off your registration.

To learn more about the Rainmaker Retreat and to register online, go to www.rainmakerretreat.com or call 888-588-5891.

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Becoming a Rainmaker: Business Building Strategies for Lawyers

Based on Stephen’s highly successful seminar series by the same name, this 3-audio CD program covers dozens of practical recommendations and step-by-step sales and marketing techniques for solo practitioners and small law firms.

More than 8,000 attorneys from law firms all over the country have experienced powerful results from attending the Becoming A Rainmaker seminar. It has been sponsored by more than 22 of the largest state and local bar associations.

In this information-packed audio program, you will discover:

  • How to generate more leads by using education-based marketing
  • The relationship between credibility, visibility, tangibility, and consistency
  • How to position your small firm as an industry leader
  • The importance of being perceived as a specialist
  • Why most advertising is a waste of your money
  • What to expect from a Yellow Pages ad
  • The 3 marketing strategies that will produce 80% of your results
  • How to influence the Know, Like and Trust factors
  • Common marketing mistakes lawyers make and how to avoid them
  • How to answer the question, "Why should I buy from you?"
  • Specific ways you can set yourself apart from low-cost lawyers
  • What to do with the 15% of the population that always buys on price
  • Ways to attract your Ideal Target Market
  • The 6 stage sales process you must follow for maximum success

Click to order Becoming a Rainmaker: Business Building Strategies for Lawyers.

 

Internet Marketing for Attorneys: How Blogging Is Like Sex

Did that headline grab you? It certainly did me when I saw this infographic from an India-based social media marketing firm:


The point is, that to be effective, blogs need to grab and hold the attention of your readers. 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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Learn How Attending a Rainmaker Retreat Can Change Your Law Firm & Your Life

If you want to build a lifestyle law practice through effective law firm marketing, then I urge you to come to one of our upcoming Rainmaker Retreats:

April 27-28, 2012 – Chicago, IL

May 18-19, 2012 – Houston, TX

July 27-28, 2012 – San Francisco, 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:

Thursday, April 19

11am PT | 12pm MT | 1pm CT | 2pm ET

Thursday, April 26

1PM PT 2pm MT 3pm CT 4pm ET

Wednesday, May 2

11am PT | 12pm MT | 1pm CT | 2pm ET

Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!

 

How to Turn Your Law Firm Marketing Blog Into a Lead-Generating Machine

Attorneys are compensated (generally speaking) for their expertise in solving problems. Breaking off little bits of that expertise and posting it on your law firm marketing blog is creating something of value, for which you hope to be compensated for one day (via new clients, industry recognition, etc.).

Which is why it is important that your law firm marketing blog have a strategy behind it and a way to measure results. Your time is money, so you really shouldn’t be wasting either, right? 

I came across an insightful post by Michael Stelzner over at SocialMediaExaminer.com a couple of days ago, giving tips on how to become a top blog in your industry. I think what he had to share is worth passing on to attorneys who blog and those who should be:

Address the interests of your target market. If you’ve been practicing law for awhile, you should already know the problems that face your target market. Each problem becomes a database of ideas from which to draw your blog subject matter. Sprinkle your posts with your insights and experience and you create something of value to potential clients.

Add other voices. Many of the most popular blogs have multiple authors. If you have partners and associates, ask them to contribute. If it’s just you, seek out other experts --- perhaps strategic referral partners like CPAs, accountants, bankers, etc. – who would be willing to contribute to your blog. If you view your blog as a publication for the benefit of your target market, you begin to see more possibilities for adding valuable content from others.

Include social sharing. In order to grow your law firm marketing blog, you need others to help spread the word, and social sharing is how you enable that process. Be sure your blog has embedded social sharing buttons that let your readers share your posts on Facebook, Twitter, LinkedIn and other sites, like we do on The Rainmaker Blog:

Capture email addresses. Email is still the #1 marketing tool for lead generation and will help you nurture repeat visitors to your law firm marketing blog. We have a standalone email sign-up form on our blog encouraging visitors to sign up for our monthly email newsletter and you should, too.

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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 Fairley 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 now for your free report on 4 Myths That Keep Attorneys from Building a Referral-Based Practice.

 

Learn Secret Strategies Top Rainmakers Use to Generate High Quality Leads at April 12 Webinar

How do they do that?

Have you ever asked yourself that question about highly successful law firms that seem to be able to consistently attract new clients? If so, then you need to attend my one-hour webinar this Thursday, April 12 at 11 a.m. PT/2 p.m. ET, where I will share with you the Secret Strategies Top Rainmakers Use with Their Website & Blog to Generate High Quality Leads

Now, it’s certainly no secret that many successful attorneys have found the Internet to be one of the most cost effective lead sources. But exactly what are they doing? During this fast-paced webinar, you will learn how 7-figure attorneys are using the Internet, search engine optimization (SEO), their websites and blogs to find more and better clients for their law firm, as well as:

  • The 5 rules for effective Internet marketing for attorneys
  • The intersection of ethics and online marketing
  • 2 critical keys to getting your website on the front page of Google
  • How to avoid the most common pitfalls and mistakes attorneys make with their websites
  • How law firms are converting 10-30% of website visitors into qualified leads
  • 3 most important goals of your website & blog
  • The “secret weapon” of Internet marketing for law firms

Even if you cannot attend the live webinar, you can still get all this information delivered to you so you can watch and learn at your convenience. Just sign up to receive a recording of my one-hour webinar.

Register by clicking on this link now for the Secret Strategies Top Rainmakers Use with Their Website & Blog to Generate High Quality Leads webinar on Thursday, April 12 at 11 a.m. PT/2 p.m. ET.

 

Have All The Law Firm Marketing Strategies To Create a 7-Figure Law Practice Delivered to Your Door

If you know anything about online marketing and the Internet, you know that nothing stays the same for very long. Things that were effective last year now don’t work at all. Tricks that got your website on the first page of Google search results six months ago are old hat and ineffective.

Fortunately, we’re staying on top of the trends and cutting edge strategies for you. We have one aim in mind – to teach you how to use these little known strategies so you can get more and more qualified leads and dominate your marketplace; to help you create the law firm of your dreams.

In our recently released Rainmaker In A Box: Volume 2 DVD set, you will find:

8 Proven Steps for More & Better Referrals
-- Do you have a referral plan? An actual written plan where you can measure your success? Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!

7 Strategies to Recession Proof Your Law Firm
-- The recession hit the legal industry incredibly hard! How is it possible that some attorneys are bucking the trends and having their best years ever? Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees! You can’t afford to miss these!

6 Keys to Unlocking the Secrets of Social Media
-- Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media. We guarantee you have never seen any social media system like this one!

5 Core Components for Highly Successful Websites & Blogs – Watch my interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and Internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.

You will also receive a data DVD that 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!

Click on this link now to get Rainmaker In A Box: Volume 2 delivered right to your door!

 

April 12 Webinar: 5 Internet Marketing Mistakes Your Law Firm Can't Afford to Make

On Thursday, April 12 at 11 a.m. PT/2 p.m. ET, I will conduct a live one-hour webinar on 5 Internet Marketing Mistakes Your Law Firm Can’t Afford to Make: Secret Strategies Top Rainmakers Use with Their Website & Blog to Generate High Quality Leads

The Internet is one of the most cost effective lead sources for attorneys today. During this fast-paced webinar, you will learn how 7-figure attorneys are using the Internet, search engine optimization (SEO), their websites and blogs to find more and better clients for their law firm.

Attendees will discover:

  • The 5 rules for effective Internet marketing for attorneys
  • Do’s and Don’ts: the intersection of ethics and online marketing
  • 2 critical keys to getting your website on the front page of Google
  • How to avoid the most common pitfalls and mistakes attorneys make with their websites
  • Lead conversion pages: how law firms are converting 10-30% of website visitors into qualified leads
  • 3 most important goals of your website & blog
  • The “secret weapon” of Internet marketing for law firms

Have a time conflict? No problem. Sign up and receive a recording of this one-hour webinar to watch at your convenience.

Register online now for my one-hour webinar on 5 Internet Marketing Mistakes Your Law Firm Can’t Afford to Make: Secret Strategies Top Rainmakers Use with Their Website & Blog to Generate High Quality Leads on Thursday, April 12 at 11 a.m. PT/2 p.m. ET.

 

Meet Top Nashville Personal Injury Attorney and Former President of the Tennessee Association of Justice Phillip Miller: A Rainmaker Attorney Client Profile

It’s been said that if you do what you love, you’ll never work a day in your life.  And what I love about my work is interacting with hundreds of bright, passionate attorneys like those I meet at our two-day law firm marketing intensive, the Rainmaker Retreat – people like Nashville personal injury attorney, trial consultant, and the former President of the Tennessee Association of Justice Phillip H. Miller.

Phillip practices personal injury law and we first met a couple of years ago when he attended a Rainmaker Retreat.  Phillip has a true affinity for personal injury law and for helping people from all walks of life.  He and his firm are deeply involved in the Nashville community, supporting the Tennessee Head Start program for the past 19 years, the Nashville Humane Society, and the Southern Poverty Law Center.  Phillip is an attorney who walks the walk. 

Phillip Miller was recently honored to serve on the faculty of a national program on trial advocacy at Harvard Law School, sponsored by the American Association for Justice.  He is one of only six attorneys on the faculty, and the only Tennessee attorney to serve as a faculty member for this prestigious program!

After attending our Rainmaker Retreat, Phillip became a member of our Attorney Mastermind group, which he says he found highly useful as a way to find out what other top rainmaker attorneys are doing, what works and what doesn’t work. 

We continue to work with Phillip designing, writing and sending out his e-newsletter to interested prospects, clients, and referral sources. Many of our clients have found a monthly newsletter is one of the most cost effective forms of marketing their law firm.

In addition, we have been working with Phillip on generating more business using Internet marketing and search engine optimization. As of last month, his Nashville personal injury website was on the first page of Google for 32 terms of which he was ranked in the #1 position for 18 of those terms!

If you've been reading our legal marketing blog for long, then you will recognize the importance of being found on the first page of Google for your key terms because 90% of people never look beyond the first page when searching for a service provider!

Being on the first page of Google for 32 of his top key terms, like “Nashville car accident attorney,” positions his website ahead of almost all of his competitors. Phillip Miller told us it has resulted in a significant increase in traffic to his website:  “It all comes together.  The link-building The Rainmaker Institute is doing for me raises my website in search results, which leads to more traffic, which has generated cases for my law firm as a result!”

If you are interested in learning how we can help you stay connected with prospects, clients and referral sources with a monthly newsletter or you want to get to the top of Google for your top key terms, then we invite you to give us a call and set up a complimentary Strategy Session with one of our Rainmaker Advisors. You can reach us at 888-588-5891.

We also invite you to learn more about our Rainmaker Retreats:

March 30-31, 2012 – San Diego, CA

April 27-28, 2012 – Chicago, IL

May 18-19, 2012 – Houston, TX 

Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss this year!

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Free CD: Insider Small Law Firm Marketing Practices

Get your free CD on Insider Small Law Firm Marketing Practices by #1 Best-Selling Author And Nationally Recognized Law Firm Marketing Expert Stephen Fairley, and listen as he reveals A Proven System To Generate More and Better Referrals, Find New Clients Fast, and Fill Your Law Practice! Discover:

  • How 1 piece of simple technology in your practice will drastically increase your communication with prospects, clients and referral sources – resulting in a major revenue boost
  • 5 ways to market and position yourself as a recognized expert
  • How 2 Attorneys promoted their law firms to over 100,000 people for less than $100 in 2 hours
  • The 1 item you must absolutely have to create a Million Dollar Law Practice (hint: Not having this will almost guarantee your failure!)
  • 6 BIGGEST secrets to generating more and better referrals
  • How to create a proven network of 30 new Strategic Referral Partners in the next 90 days

To obtain your free CD, click here now.

 

Law Firm Marketing: How to Capture the Distracted Consumer

A recent report by eMarketer.com revealed that in 2011, American adults crammed 11 hours of media content consumption into an average day, with video and Internet usage dominating the media consumed:

It’s no wonder that many law firm marketers are struggling with how and when to reach their target markets and break through all the clutter with meaningful messaging. However, eMarketer’s data also reveals some opportunities when you dig down deeper:

Note that 69 percent of adults read email while watching TV and 57 percent visit social media sites. American consumers are obviously consumed with consuming more than just one media source – we have become programmed to multi-task! If you marry this data with research on the best times to send email or post on social media networks (see my previous posts on When Is the Best Time to Send Law Firm Marketing Emails? and When Is The Best Time to Post on Facebook and Twitter?), you’ll see that weekend and evening hours are prime time – when most adults are also watching TV.

Timing your messages to reach your target market when they are more receptive to them is smart marketing. In this multi-tasking era, marketers can be penalized for wasting the consumer’s time.

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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: B2B or B2C, Attorneys Need to Market P2P

A big reason lawyers tend to shy away from marketing – especially older practitioners – is that their idea of law firm marketing is akin to “hawking their wares.” Today, that approach doesn’t work anyway, so you’re right to shy away from it.

Law firm marketing today is relationship marketing, person-to-person, which social media and relationship marketing author Mari Smith calls “P2P”.  SocialMediaExaminer.com interviewed Mari on why relationship marketing is important for businesses to adapt; in this 8-minute video, Mari explains:

  • Why businesses need listening skills
  • What businesses are doing well in relationship marketing
  • How to let the human side of business come through on social media
  • How to create mutual like relationships
  • The best mix for a successful Facebook strategy
  • How much time you need for a good social media strategy
  • An awesome app to use on your Facebook page
  • How to create customer advocates
  • The best tips to start a relationship marketing campaign

Here’s the video:

 

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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!

Newly released! Rainmaker in a Box: Volume 2 includes:

8 Proven Steps for More & Better Referrals

Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!

7 Strategies to Recession Proof Your Law Firm

Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!

6 Keys to Unlocking the Secrets of Social Media

Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.

5 Core Components for Highly Successful Websites & Blogs

My interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.

Data DVD: 
Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!

Click to order Rainmaker in a Box: Volume 2 now!

 

Law Firm Marketing: Study Finds Blogs Highly Influential Among Women

A new study from BlogHer, Women and Social Media in 2012, has just been released and has some highly relevant insights for attorneys whose target market skews more female than male. 

BlogHer, a site dedicated to women bloggers, teamed with market research firm Vision Critical to survey both BlogHer network users and women in general on their social media habits. Among the findings:

Women segregate social networks for different activities. Facebook is for keeping up with friends and family. Blogs rank highest to learn about new products or services, and for recommendations to help make purchase decisions.

More than 61 percent of women who read blogs have made a purchase decision based on a recommendation on a blog.

80 percent of women in general turn to blogs and other social media sources for online information prior to making a purchase decision.

85 percent of women in general said they trust information they receive from blogs.

These findings dovetail with a report released in January by Fleishman-Hillard in partnership with Hearst Publications that found women trust information they find online more than other personal influencers like parents, friends and children and traditional media sources like magazines, newspapers and television.

The most successful law firm marketing program employs strategies that build trust with potential clients; this research shows that women are using social media to find trustworthy sources to inform their purchase decisions. Will they find you there?

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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:

March 30-31, 2012 – San Diego, CA

April 27-28, 2012 – Chicago, IL

May 18-19, 2012 – Houston, TX

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, March 22

11am PT | 12pm MT | 1pm CT | 2pm ET

Thursday, March 29

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: When Is the Best Time to Post to Your Blog?

If you missed our first two posts over the weekend in a 3-part series on how timing affects your online law firm marketing efforts, go back and check them out:

Social Media for Lawyers: When Is The Best Time to Post on Facebook and Twitter?

When Is the Best Time to Send Law Firm Marketing Emails?

As the third infographic in this timing series from HubSport, Dan Zarrella and SearchEngineLand.com points out, timing has an effect on the effectiveness of blog posts as well.  

The pros of posting during the day include more visitors and engagement; the cons are you may be drowned out in the noise of other online activity. The pros of posting during the evening may include more prominence, but you lose the benefits of more visitors and more engagement with your post – which is the purpose of a blog in the first place.

This infographic is presented in Eastern Time (ET) unless otherwise noted:

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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!

 

How Lawyers Can Use LinkedIn to Build a Lead Generation Network

With more than 150 million professional members, LinkedIn is a great way to stay on top of what is happening with the people in your networks, as well as a great source of professionals to grow your networks.

Research shows that LinkedIn is also the leading social media site for lead generation, providing three times as many leads as Facebook and Twitter.

Here’s how to use LinkedIn to build a lead generation network:

1. Build out your profile. Take your purpose and craft your profile to reflect that purpose. The key is to compel the people you know and the people who are looking for someone like you to reach out and connect.

2. Create a company page for your firm. LinkedIn mainstreamed company pages into their site last fall, enabling companies to become more engaged on the network. Integrate your website, videos and blog into your firm page and use keyword-rich descriptions.

3. Connect with the people you know and those you want to know. Use LinkedIn’s built-in tool to import your connections and search for those you know on the network. Promote and refer companies you already do business with – or you want to do business with in the future – by commenting, liking and sharing their updates. Find and follow potential and current clients.

4. Get testimonials. Take advantage of LinkedIn’s built-in Recommendations feature to give and receive testimonials. Third party endorsements carry much more weight than your marketing message alone.

5. Join Groups. There are thousands of special interest groups inside LinkedIn where you can connect with thought leaders, experts, prospective clients and prospective referral sources.

6. Build your network out strategically. Each connection you make with someone you know grows your overall reach exponentially.

7. Leverage your networks. LinkedIn is a social network with a search engine. Connected individuals can see and search for the people in each other’s networks. You can use those connections for business development and for finding your ideal social target market.

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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!

Newly released! Rainmaker in a Box: Volume 2 includes:

8 Proven Steps for More & Better Referrals

Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!

7 Strategies to Recession Proof Your Law Firm

Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!

6 Keys to Unlocking the Secrets of Social Media

Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.

5 Core Components for Highly Successful Websites & Blogs

My interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.

Data DVD: 
Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!

Click here now to order!

 

Internet Marketing for Lawyers: How to Improve SEO With Social Links

The two largest search engines, Google and Bing, have confirmed that social media signals are being taken into account when it comes to ranking pages and content. 

Links shared via social media platforms – the most popular being Facebook and Twitter – can have a dramatic impact on your law firm marketing SEO efforts as outlined in this infographic:

Note that links are weighted different by search engines according to a number of factors, one of the most important being author authority – i.e., the number of followers or fans you have, how long you have participated in social media, how often you post and engage, and your connection to other websites.

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March 21 Legal Marketing Webinar: Knowing the Numbers That Run Your Law Firm

Key Performance Indicators (KPIs) are the numbers that make your law firm run. By analyzing these critical metrics, partners and owners of law firms can easily determine whether they are on track to achieve their goals or if they need to retool and refocus their marketing and business development efforts.

On Wednesday, March 21, Stephen Fairley will present a one-hour webinar at 10 am PT/1 pm ET on Key Performance Indicators: Knowing the Numbers That Run Your Law Firm.

In this fast paced webinar, you will learn:

  • How to easily identify the 12 key metrics your law firm needs to track and measure
  • How to set up a system to identify these numbers
  • The 7 critical systems every law firm must have
  • CPL and CPC: the 2 most important numbers every attorney must know in order to succeed
  • How to avoid “analysis paralysis” and being overwhelmed by too much data
  • Delegating roles and responsibility to your staff
  • Using software to track your KPIs

If you’re a spreadsheet and data driven individual, then you will love this webinar!  However, if numbers scare you or you tend to ignore them because you have a hard time making heads or tails of all the different data you see, then this webinar is a “can’t miss” event!

We will cut through the clutter and give you clear and easy to understand guidance on which numbers really matter the most, how to track this information, and what to do with it once you have it!

Click here now to register for the one-hour webinar on March 21 on Key Performance Indicators: Knowing the Numbers That Run Your Law Firm.

 

The Legal Marketer's Step-by-Step Guide to Inbound Marketing

If your law firm marketing plan has not migrated over yet to inbound marketing, you are losing invaluable opportunities for generating leads for your law practice. Mastering the primary tools of inbound marketing – SEO, blogs and social media – takes time and practice. A good understanding of how to manage the tools separately and together is key to developing a law firm marketing program that generates quality leads and helps you turn those into paying clients.

This infographic from IMPACT, an inbound marketing firm, will help you get a handle on the entire inbound marketing process:

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Practice Made Perfect for Lawyers CD Set

The Practice Made Perfect CD set and manual applies Stephen Fairley’s unique High Impact Marketing System to the practice-building challenges faced by solo practitioners and partners at small law firms.  

It includes dozens of specific marketing and sales recommendations that can be easily and quickly applied to your firm, including:

  • The only 7 sure-fire ways to get clients in your door NOW
  • Why advertising doesn’t work for most small law firms
  • The 7 reasons why people don’t buy from you           
  • How to market and sell with USP’s (Unique Selling Proposition)           
  • Using audio logos to attract immediate attention for your business
  • Using low-cost, high impact marketing strategies           
  • Strategies for achieving maximum results from all of your marketing efforts           
  • How to discover your Ideal Target Market
  • 3 critical factors to remember when looking for new clients
  • The NEW sales cycle for professional services
  • How to retain your best clients

Click here to order your Practice Made Perfect for Lawyers CD set and manual now.

 

Law Firm Marketing: How to Promote Your Practice on Twitter

Basically, Twitter is micro-blogging, so the same guidelines for establishing a successful blog also follow for Twitter:

Build your brand – your online brand should be the same everywhere, so be sure your Twitter profile matches your other online profiles. On Twitter more than other social media sites, you need to keep in mind that people follow people. It’s more personal, which helps establish trust with prospects – the first step in forging a relationship.

Market yourself – add a Twitter button on your website, include your Twitter handle in your email signature, add it to your other online accounts, even put it on your business card. The point of Twitter is to gather as many followers as possible.

Create and/or join a group – Twitter has both private and public groups, which are great for networking and establishing yourself as a reliable resource for information or services you’re selling. You can start or join a group via Twitter Lists.

Listen and Learn – use Twitter search to see if anyone is talking about you and what they’re saying; it’s a great platform for ensuring your online reputation is up to snuff, and fixing any problems you may not even be aware of. It’s also a great way to learn more about – and from – your competitors.

Interact – social media is all about community and you aren’t a valuable member of any community if you don’t give something back. Comment on and “retweet” other posts you like and share news items or useful information you come across.

Poll – Twitter is great for polling. And why would you want to do that? To learn what is important to your prospects so you make sure your messaging is right on target. To get feedback on a hot legal issue and then publish an article and press release about it to promote yourself on other platforms.

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FREE Webinar Tomorrow: Unlocking the Secrets of Social Media for Attorneys

On Wednesday, Feb. 29, Stephen Fairley will present Unlocking the Secrets of Social Media for Attorneys, a one-hour complimentary webinar sponsored by Avvo beginning at 10 a.m. PT/1 p.m. ET.

Social media is no longer a fad. It's a fundamental shift in the way we communicate and it is quickly becoming a powerful and cost effective tool to market your law firm! Every time you turn on the television companies are asking you to "like them on Facebook" or "follow them on Twitter"—what does that mean and why should you do it?  

We have all heard the startling statistics: 



  • Facebook recently announced they now have over 845 Million active users! 

  • LinkedIn adds another 1 Million users every 6 days! 

  • Over 200 Million people have set up a Twitter account!
  • YouTube surpassed over 490 Million unique visitors per month! 



As a law firm, should you “jump on the bandwagon” and get in before your competitors do or should you “wait and see” if social media really takes hold? If you wait, what will you miss and how do you know if it's right for you? What are the risks you need to be aware of? What about the ethical rules and regulations? How can you get started? Where do you begin? How much time, energy and money should we devote to social media? How do you measure a return on investment?  What expectations should you have?

To register for this free Avvo webinar on Unlocking the Secrets of Social Media for Attorneys, click her

 

Law Firm Marketing: How to Lead Prospects from Awareness to Advocacy

I read an interesting post by John Jantsch at Duct Tape Marketing the other day called the 7 Stages of the Content Hourglass. Jantsch argues that the traditional sales and marketing funnel model has now evolved into what he calls The Marketing Hourglass™. 

The hourglass concept says that the job of law firm marketing is to not only get prospects to know, like and trust you, but then to turn that into try, buy, repeat and refer. Here is an infographic from his website on this interesting and relevant marketing concept:

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Free CD: Insider Small Law Firm Marketing Practices

Get your free CD on Insider Small Law Firm Marketing Practices by #1 Best-Selling Author And Nationally Recognized Law Firm Marketing Expert Stephen Fairley, and listen as he reveals A Proven System To Generate More and Better Referrals, Find New Clients Fast, and Fill Your Law Practice! Discover:

  • How 1 piece of simple technology in your practice will drastically increase your communication with prospects, clients and referral sources – resulting in a major revenue boost
  • 5 ways to market and position yourself as a recognized expert
  • How 2 Attorneys promoted their law firms to over 100,000 people for less than $100 in 2 hours
  • The 1 item you must absolutely have to create a Million Dollar Law Practice (hint: Not having this will almost guarantee your failure!)
  • 6 BIGGEST secrets to generating more and better referrals
  • How to create a proven network of 30 new Strategic Referral Partners in the next 90 days

To obtain your free CD, click here now.

 

Law Firm Marketing: How to Create Free Reports & Use Them to Generate Leads

Free reports, white papers or e-books – whatever you want to call these informative downloadable documents – are a wonderful tool for attorneys to generate leads by driving traffic to your website or blog, get sign-ups for your newsletter and engage your followers on social media networks.

To create a impactful free report, follow these steps:

1. Identify your prospect’s point of pain. The best reports provide a solution to a problem, so you need to identify what problems are plaguing your prospects – i.e., their “point of pain” – and then provide them with a solution.

2. Give some secrets away. You don’t have to give it all away, but entice your readers with a few secrets so they feel they have something of true value. Secrets are another way of demonstrating your experience and expertise, and that you know what you’re talking about.

3. Be brief. Your report should be 3-10 pages long and should start with a brief summary.

4. Make it attractive. The layout should be easy to read with appropriate graphics and saved as a PDF file for easy download.

Once you create your free report, you can now use it to:

Generate leads quickly. Blogs are great lead-generators, but it takes time –usually around six months or so – to build a following. A free report can help you generate leads more quickly.

Build your e-newsletter database. Offer your free report on your website and blog in exchange for prospects signing up for your e-newsletter.

Grow your social media following. Offer your free report in exchange for “Likes” on your Facebook page. Create a landing page for your free report and promote the link to it on Twitter and LinkedIn.

For some examples of how we use free reports in our marketing efforts, click on these links:

"Top 10 Mistakes Attorneys Make and How to Avoid Them" E-book

Free Report: How to Use Article Marketing to Increase Your Google Ranking & Control Your Online Reputation

Free Report: 4 Myths That Keep Attorneys From Building A Referral-Based Practice

FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal

FREE REPORT: 8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

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Feb. 29 Webinar: Unlocking the Secrets of Social Media for Attorneys

On Wednesday, Feb. 29, Stephen Fairley will present Unlocking the Secrets of Social Media for Attorneys, a one-hour complimentary webinar sponsored by Avvo beginning at 10 a.m. PT/1 p.m. ET.

Social media is no longer a fad. It's a fundamental shift in the way we communicate and it is quickly becoming a powerful and cost effective tool to market your law firm! Every time you turn on the television companies are asking you to "like them on Facebook" or "follow them on Twitter"—what does that mean and why should you do it?  

We have all heard the startling statistics: 



  • Facebook recently announced they now have over 845 Million active users! 

  • LinkedIn adds another 1 Million users every 6 days! 

  • Over 200 Million people have set up a Twitter account!
  • YouTube surpassed over 490 Million unique visitors per month! 



As a law firm, should you “jump on the bandwagon” and get in before your competitors do or should you “wait and see” if social media really takes hold? If you wait, what will you miss and how do you know if it's right for you? What are the risks you need to be aware of? What about the ethical rules and regulations? How can you get started? Where do you begin? How much time, energy and money should we devote to social media? How do you measure a return on investment?  What expectations should you have?

To register for this free Avvo webinar on Unlocking the Secrets of Social Media for Attorneys, click here.

 

Law Firm Marketing: How To Differentiate Yourself from Your Competition

Ken Hardison, founder of the Personal Injury Lawyers Marketing and Management Association (PILMMA) and founding partner of Hardison & Cochran, is my guest blogger today. Here is his post on how to differentiate yourself from your competition with law firm marketing:                 

Consumers are bombarded with advertising material on a daily basis and most have learned to just tune it out and ignore it. How are you supposed to reach potential clients and stand out from the pack?

I have formulated a five-step plan that guarantees potential clients won’t just pay attention to your legal marketing, but they will even remember your name!

1. Create a U.S.P (Unique Selling Proposition)

A U.S.P is an absolute must-have for any business, especially a law firm. Your U.S.P. is a list of benefits or the number one benefit that you can offer potential clients that your competition can’t. Choose a unique feature of your law firm and tell your potential clients why it is so beneficial to them and focus on it in every area of your law firm marketing.

Make it a compelling offer or guarantee that answers the question – “Why should I do business with you instead of the other lawyers in town?” This will put you at the top of their mind when they need the service you provide. Create a memorable catch phrase to present your U.S.P. in all your law firm advertising and marketing material. Consistently using the same phrase will create an association between you and your message in the minds of potential clients. Make sure you keep it short, simple and concise.

2. Specialize

You can’t be all things to all people, so go ahead and become The Expert  on one particular topic. This topic should also be the focus of your U.S.P. Your U.S.P. should become your mantra and you should use it in everything you produce. Put yourself out there, write articles, write a book, become a local expert in the media on your specialty.

This strategy doesn’t appeal to all potential clients, but then again, you shouldn’t try to appeal to everyone! This approach will attract clients who value your knowledge and expertise over your prices. Having a specialty is an easy way to assert your uniqueness and announce to potential clients how dramatically different you are from your competition. 

3. Be First to Proclaim Uniqueness

Being the first to declare your individuality from the pack gives you a clear advantage. Until your competition follows suit, you are the ONLY one claiming to be different from all the rest. You are the client’s clear #1 choice!

4. Make an Irresistible Offer

An effective U.S.P. boldly declares big benefits and illustrates your exceptional service. You have to promise potential clients something so valuable they will never even think of calling your competition. It must grab their attention, so even though they don’t need your services now, when they do in the future, they will remember you.

Studies have shown that some of the most motivating desires we have are for tranquility, vengeance, fairness and social justice. Choose one of these key desires, hone in on it and appeal to it in your U.S.P. Try to evoke an emotional connection with the audience that will make your offer irresistible.

5. Give Social Proof that Clients Prefer YOU

Use testimonials from previous clients in your legal social media marketing. They validate your claim that you can help potential clients get what they want. Testimonials make it easier to market yourself because someone else is doing all the talking. Even in states where the use of testimonials is prohibited in law firm marketing, you can still use them in materials you send to prospective clients after they have initially contacted you. These responses are priceless for marketing your firm to potential clients.

These five steps will help you uniquely position yourself as the expert and #1 choice for anyone looking for an attorney in your area.

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Stephen Fairley Guest Speaker at PILMMA Legal Marketing Boot Camp March 1 in San Francisco

At the Personal Injury Lawyers Marketing and Management Association (PILMMA) one-day boot camp, you will learn "How to Increase Your Caseload... Without Spending a Boat Load," from some of the sharpest legal marketers in the world. These are the very people (secret weapons, really), who have worked behind the scenes at all those successful firms that have been grabbing the big cases from you for years.

Now they'll disclose their entire Vault of Secrets to you...



One of PILMMA’s guest speakers is Stephen Fairley, legal marketing expert and CEO of The Rainmaker Institute. Stephen will share the secrets of Getting Your Law Firm to the Top of Google on Thursday, March 1 at the San Francisco session of the PILMMA one-day boot camp.

Registering is simple and takes less than 2 minutes. Simply click this link and learn how you can start snagging these big cases for yourself!

 

Law Firm Marketing: Top 10 Ways to Generate Leads From Your Blog

Generating qualified leads from your law firm marketing blog should not be a “happy accident” – you put time and money into producing a blog, and you want a return on your investment. To help you realize a good return in the form of qualified leads, here are the Top 10 ways you can use your blog to generate leads:

1. Focus on your prospect’s “point of pain”. One of the primary reasons someone hires an attorney is to alleviate some type of "pain". Use your blog to identify their pain and effectively communicate how you will help them resolve it.

2. Educate. A blog helps you build the context around your practice by allowing you to showcase your expertise for solving problems that affect your prospects. Offer downloadable reports and other helpful aids, and always write with your prospect in mind.

3. Create digestible content. Keep things relatively short and add links and graphics that entertain and reinforce your message.

4. Post regularly. Blogs are about establishing a relationship with prospects, and the most important part of building a relationship is communication. You need to post 3-5 times a week to keep the conversation going.

5. Converse. And since it is a conversation, allow your readers to comment and take the time to respond.

6. Use SEO. Make it easy for prospects to find your blog by using SEO best practices – see my post from last month on the Top 10 SEO Essentials for Your Law Firm Marketing Websites.

7. Showcase your people. Allow more than just one person to post on your blog to showcase the diverse talents of the people at your firm.

8. Make it easy to share. Add social share buttons and Forward to a Friend functionality so your content can go viral.

9. Include a call-to-action. Make is easy for prospects to contact you with questions – most people use a Contact responder or email as a first step in determining if they want to do business with you.

10. Promote. Promote your blog on other social media networking sites, your own website, in your email signature, your e-newsletter, etc. 

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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: Top 10 Tactics for Growing Your Email List

Last month, I blogged about How to Increase Your Email Marketing Effectiveness – but this is only half the equation of a successful email marketing program. The other half is how to grow your email list.

According to the new MarketingSherpa 2012 Email Marketing Benchmark Report, these are the Top 10 tactics for growing an email marketing list:

The most effective tactic is to add an opt-in request to the purchase process. The research shows that only 31 percent of professional services firms do this, so many attorneys are missing the opportunity to capture emails when they sign on new clients.

The most popular tactic used by 75 percent of email marketers is a website registration page. You can increase the number of email subscribers through your website if you make sure an opt-in request is on each page of your site and by adding opt-in requests to all your social media network pages and blogs.

In fact, every time you communicate with a former, current or prospective client is an opportunity to include an opt-in request – whether it’s a subscription to your e-newsletter or blog or a request to like your Facebook page or follow you on Twitter. 

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FREE REPORT: 8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

 

Law Firm Marketing: 5 Proven Strategies to Attract More Clients

Are you working harder, feeling more stressed, and still not seeing the results you want? Then it's time to take action and re-engineer your law firm marketing efforts - or risk your future.

Here are 5 proven strategies that will increase demand for your services:

1. Make marketing your priority. The primary objective of your business is the marketing of your professional services; your secondary objective is then the delivery of those services. Most attorneys have it backwards.

Simply because you may deliver excellent service and provide enormous value, clients do not automatically knock your doors down.

The key to building a long term, solid practice is the quality and consistency of your marketing much more than the actual delivery of your services. Working on your business is much more important than working in your business.

2. Choose positioning over prospecting. A positioner is someone who builds his/her reputation so that prospects come to them; they command respect. Positioners pick and choose clients, whereas prospectors hustle and struggle to get clients. Become a positioner and share your valuable knowledge, expertise, and education with prospects so you will be viewed as the "go-to" person.

3. Use an education-based marketing approach to attract new clients. This is the process used by industry leading service professionals to attract and enroll highly qualified prospects by giving them what they want, not by selling or promoting.

The key is to look for opportunities to create and give your information away, which in turn will position you as the expert. As a result, you will create a powerful magnet to pull clients to you.

4. Design, create and give away information products to generate leads. Many highly successful attorneys are avid writers and producers of information products. In terms of positioning, creating an information product will attract highly qualified prospects that view you as an expert in your field, and as a result, will pay top dollar to work with you.

5. Become a specialist, not a generalist. This is a big one. Highly successful attorneys are specialists at one thing. When people think of that one thing, the specialist comes to mind. Prospects who want that one thing will pay top dollar for the specialist.

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Becoming a Rainmaker: Business Building Strategies for Lawyers

Based on Stephen’s highly successful seminar series by the same name, this 3-audio CD program covers dozens of practical recommendations and step-by-step sales and marketing techniques for solo practitioners and small law firms.

More than 8,000 attorneys from law firms all over the country have experienced powerful results from attending the Becoming A Rainmaker seminar. It has been sponsored by more than 22 of the largest state and local bar associations.

In this information-packed audio program, you will discover:

  • How to generate more leads by using education-based marketing
  • The relationship between credibility, visibility, tangibility, and consistency
  • How to position your small firm as an industry leader
  • The importance of being perceived as a specialist
  • Why most advertising is a waste of your money
  • What to expect from a Yellow Pages ad
  • The 3 marketing strategies that will produce 80% of your results
  • How to influence the Know, Like and Trust factors
  • Common marketing mistakes lawyers make and how to avoid them
  • How to answer the question, "Why should I buy from you?"
  • Specific ways you can set yourself apart from low-cost lawyers
  • What to do with the 15% of the population that always buys on price
  • Ways to attract your Ideal Target Market
  • The 6-stage sales process you must follow for maximum success

To order yours now, click here.

 

Learn the 5 Critical Numbers You Need To Monitor To Create A Successful Law Firm at a Rainmaker Retreat

When it comes to generating leads for your law practice, there are 5 critical numbers you need to measure and monitor in order to create a successful law firm. This is what we call the lead conversion process.

At the Rainmaker Retreat, our two-day law firm marketing boot camp, we walk you through these numbers and show you specific strategies for how you can increase your conversions at each level of the lead conversion process:

If you want to know more about getting leads and then converting them into paying clients, then I invite you to attend a Rainmaker Retreat, our two-day law firm marketing boot camp. Here are the upcoming dates for 2012:

February 10-11, 2012 – Orlando, FL

March 30-31, 2012 – San Diego, CA

April 27-28, 2012 – Chicago, IL

You can click here to fill out our short contact form and someone will get back to you to answer any questions you may have about the Rainmaker Retreat and how attending our two-day law firm marketing boot camp can help you generate more leads and create a successful law firm.

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Exclusive Rainmaker Retreat Preview Call – Learn Before You Go!

If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 8,000 attorneys find more and better clients, then register now for our one-hour complimentary teleseminar.

Hosted by Rainmaker Institute CEO Stephen Fairley, this teleseminar will give you a preview of the valuable material that is taught at our 2-day Rainmaker Retreat as well as teach you:

  • How to Avoid the Most Deadly Marketing Mistakes Attorneys make
  • 3 powerful strategies you must put into action in your practice immediately
  • How to set yourself apart from your major competitors
  • Secrets top attorneys are using to generate more referrals right now…
  • How attorneys are winning even in this economy by implementing this proven 8-step system

Sign up now for one of these upcoming one-hour teleseminars:

Thursday, February 16

11am PT | 12pm MT | 1pm CT | 2pm ET

Wednesday, February 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!

 

 

The Content Marketing Tools That Matter for Law Firm Marketing

Last month, I wrote a blog encouraging attorneys to Make Content Marketing a Key Legal Marketing Tactic in 2012 and provided some tips on how to do it.

According to a 2011 study by the Content Marketing Institute, content marketing is growing rapidly, no doubt spurred by Google’s algorithm shift last year that places a much greater emphasis on creating and posting fresh content. 

The most popular content marketing tools, according to the survey, include articles, social media, blogs, eNewsletters, case studies and in-person events. This infographic tells the story:

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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 and When Your Target Market Uses Media

I have posted often about the importance of finding your ideal target market – for example, here and here and here – before you embark on any law firm marketing program.

A recent report on Media Consumption by Magid Generational Studies and Advertising Age provides a fascinating glimpse into the media tools used by each generation and when they use them.

The relevance of media consumption habits to your law firm marketing plan is critical because you not only need the right message, you need the right channel and the right timing to get your law firm marketing....well, right.

Here is an infographic produced by MBAOnline that details the findings:

Media Consumption - 2011
Created by: MBA Online

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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.

 

 

Why Law Firms Need to Claim Their Turf on Google+ & How to Do It

I know, I know. Yet another social network to engage with.   So many tools, so little time. But hear me out. Attorneys need to claim their law firm marketing turf on Google+ business pages for two key reasons:

After only six months, Google+ has over 90 million users.

Google is fully integrating Google+ with search results...so if you’re not on Google+, think about what that means for your SEO.

Setting up a Google+ business page for your law practice could not be easier – seriously, it takes just a few minutes. Here are 5 steps to set up your Google+ business page:

1. If you already have a personal Gmail account, do NOT use that address – instead, create a new Gmail account that other people who may be administering your Google+ page can access. For example, ABCLaw@gmail.com.

2. With your Gmail address, go to http://www.google.com/+/business/ to create your page – just follow the Google+ wizard, which will give you classification options for your practice.

3. Populate your Profile with your logo and a tagline if you have one.

4. Optimize your Page with bios, photos, links and other content so when you promote it there is something to interest people.

5. Promote your Page to contacts and your other social networks. One of the great features of Google+ is Circles, which allows you to group your followers are you wish – so if you practice more than one area of law, you can segment by interest and market to them accordingly.

Google+ is here to stay, so get a jump on your competitors – who may not be as savvy as you when it comes to realizing the importance of social media networking – and start generating leads.

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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: The Top 5 Reasons Why Attorneys Need a Blog

Just like building good referral sources, blogs are tools of trust-building that eventually result in bringing in new clients. In fact, social media research shows that companies with blogs generate 67% more leads than companies that do not have a blog!

That alone should have marketing-minded attorneys scrambling to implement a blog. However, if you are still weighing the pros and cons of blogging as part of your law firm marketing mix, consider these 5 reasons why attorneys need a blog:

1. A blog is a low-cost, long-term venue to reinforce your brand and educate prospects about you and your practice area(s).

2. A blog gives you a platform to speak directly to clients, prospects and other attorneys rather than through the filter of the media or other sources that may not be accurate. A blog establishes your expertise in a particular niche.

3. A blog provides a stable base for your content without the limitations of other social media channels that are constantly streaming feeds. It is a place for your own voice, 24/7, a place to burnish and protect your reputation.

4. A blog can generate leads for you at a low cost by building traffic to your website and social media networks.

5. Blog analytics provide you with important information on what interests your prospects so you can generate more content to attract them and learn more about marketing to them, thus increasing the likelihood of a greater ROI on your marketing spend.

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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!

 

Social Media Marketing for Attorneys: Proven Tactics for Twitter Success

Of the major social media networks, the one that seems to confound attorneys the most is Twitter. Perhaps it’s because there’s a limit (140 characters) on what you can write that frustrates lawyers, or all those #hashtags and @ symbols that confuse. 

What you need to keep in mind about Twitter is that it’s all about getting followers. You want to push out ideas and insights that people will want to follow, which is establishing trust, which is bringing you leads.

I recently blogged about How to Boost  Your Law Firm Marketing SEO with Twitter.  This HubSpot infographic tells you exactly how to structure your tweets to Get More Clicks on Twitter:

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FREE REPORT: 8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

 

Social Media Marketing for Lawyers: Understanding the Social Media Lifecycle

Are any of you watching The Firm? It’s a new series on NBC based on the John Grisham best-seller, and continues the story of personal injury lawyer Mitch McDeere after he “escapes” from the big, bad law firm in the original movie and opens his own practice. 

It’s a pretty good show, as legal thrillers go. Of course, there are some of the usual legal clichés – like another big, bad law firm burying Mitch’s tiny firm in paperwork to “hide” the smoking gun that will net his client millions. 

But the damning memo is eventually discovered, and David bests Goliath once again. Thanks heavens that lawyers love to dig. Nothing like finding that nugget that will enable you to prevail in a suit. 

It may surprise you to learn that this same tenacity needs to be applied when it comes to your social media marketing efforts. Ubervu created an interesting infographic outlining the Social Media Lifecycle, broken out into four areas that all need your attention if you are to prevail in your social network law firm marketing efforts. I have blogged about each of these four areas recently:

MonitorUnderstand How Consumers Use Social Media to Improve Your Law Firm Marketing Efforts

AnalyzeHow Google Analytics Can Help Improve Your Law Firm Marketing Website and Blog

CollaborateSocial Media Marketing for Attorneys: How to Create a Winning! Social Media Strategy

Integrate: The Importance of KPI in Marketing & Managing Your Law Practice

Here’s the infographic; start digging!

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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!

 

Social Media Marketing for Attorneys: How to Evaluate a Social Media 'Expert'

Social media is all about sharing, so when I come across a thought-provoking post on another of the many social media blogs I frequent, I like to share it.

Today’s shared post is not only entertaining writing, it also imparts some valuable information that attorneys who are considering outsourcing their social media efforts should know.

These are the 10 Questions to Evaluate a Social Media Expert; you can read the full post with the answers to these questions here.

  1. Do you have a blog?
  2. When did you start in social media?
  3. What is social media?
  4. What is a social media campaign?
  5. How do you monitor social media for clients?
  6. How to you measure ROI?
  7. How do you build an audience?
  8. Do you offer a guarantee?
  9. How did you learn social media?
  10. How does social media impact SEO?

A growing number of attorneys are outsourcing their blogging efforts and social media campaigns to organizations like ours (full disclosure: yes, we have a program for attorneys to manage their blog and social media). When you outsource, you can focus on end results, not the process and hopefully you will be working with professionals who do this for a living. It’s not just another item on their to-do list, it is the very service you are paying them to provide for your firm.

When you interview an outsourced legal marketing company, be sure they meet these 5 criteria:

  • They can point to other attorneys they work with;
  • They have a written blueprint for how they intend to generate leads for your law firm;
  • They clearly integrate blogs and social media and see one as an extension of the other;
  • They charge a flat fee that’s reasonable based on results;
  • They have clearly identified strategies to track and measure actual results from your blog and social media.

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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!

Newly released! Rainmaker in a Box: Volume 2 includes:

8 Proven Steps for More & Better Referrals

Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!

7 Strategies to Recession Proof Your Law Firm

Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!

6 Keys to Unlocking the Secrets of Social Media

Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.

5 Core Components for Highly Successful Websites & Blogs

My interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.

Data DVD: 
Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!

Click here now to order!

 

Law Firm Marketing: New Study Shows How Social Media Influences Hiring of Outside Counsel

The 2012 In-House Counsel New Media Engagement Survey, conducted by Greentarget, Inside Counsel magazine and Zeughauser Group, examines how in-house lawyers utilize social media. 

Attorneys who seek to be hired by in-house counsel should take note of the results in planning their law firm marketing efforts – particularly these from the executive summary of the report:

Blogs are influential. 76 percent of the survey respondents said they place some level of importance on a lawyer’s blog when making a hiring decision. 

Blogs are credible. 84 percent of respondents said they perceive blogs as credible.

LinkedIn is the preferred social network.  88 percent of respondents said that LinkedIn is the “serious” social network for lawyers, and a significantly greater number of in-house counsel are using LinkedIn for both personal and professional reasons.

Older generation of in-house counsel is catching up on social media. A greater number of older in-house counsel are participating in social media than the 2010 survey revealed; most notably, older counselors are becoming greater consumers of blogs.

Listening instead of contributing. In-house counsel rarely contributes content on social networks, instead preferring to monitor and listen.

Clearly, social media use among in-house counsel is rising and becoming more influential in decision-making. Attorneys targeting this market as prospective clients need to raise their social media game to be noticed.

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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.

 

Insights From Rainmaker Retreat Attendee on How Applying What She Learned Earned Her 43 New Cases

Last June, I was privileged to keynote the California Solo and Small Firm Summit and present four breakout sessions:

Law Firm Marketing Strategies in a Social Media World: How to Use Facebook, LinkedIn and Twitter to Connect with Clients, Prospects and Referral Sources

How to Use YouTube, Avvo, and Your Blog to Connect with Clients, Prospects and Referral Sources

Proven Strategies for Using Websites and Internet Marketing to Generate More Leads

From Lead Generation to Client Retention: Secrets of Highly Successful Rainmakers

Patricia Van Haren, a Torrance, California family law attorney (www.budrisandvanharen.com), attended this June event and just finished participating in our two-day law firm marketing boot camp, the Rainmaker Retreat, in Las Vegas last weekend. Here’s her story:

Using just what she learned in those four sessions in June, she was able to generate 43 new cases for her family law practice in only six months – impressive, to say the least! She has now formed a new partnership and attended our Rainmaker Retreat to further refine her education on law firm marketing to grow that new partnership quickly. 

I was interested to hear that one of her key takeaways was about micromanaging the client experience. Too often, micromanagement is seen as a bad thing – but that is not the case when it comes to ensuring your clients have the best possible experience with your firm.   You not only want them to return and refer, you want the word on your good reputation to be spread via social media – this can only be accomplished by paying very close and careful attention to managing the experience your clients have with your firm.

If you are interested in learning the law firm marketing strategies Patricia is using to grow her firm, here are our scheduled Rainmaker Retreat sessions:

February 10-11, 2012 – Orlando, FL

March 30-31, 2012 – San Diego, CA

April 27-28, 2012 – Chicago, IL

Click here to visit our Rainmaker Retreat website, where you can also access online registration for our upcoming events. 

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Here’s a Risk-Free Way to Preview the Rainmaker Retreat

In this complimentary 60-minute legal marketing call you will discover a proven Legal Marketing System that has helped 8,000 attorneys convert more prospects into paying clients

Join us and learn:

  • How to avoid the most deadly legal marketing mistakes attorneys make
  • 3 powerful strategies you must put into action in your law practice immediately
  • How to set yourself apart from your major competitors
  • Secrets top attorneys are using to generate more referrals right now
  • How attorneys are winning even in this economy by implementing this proven 8-step system

This teleseminar will be personally presented by Stephen Fairley, CEO of the Rainmaker Institute, LLC and a nationally recognized law firm marketing expert.

The call will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Join us and in 60 minutes learn why hundreds of attorneys across the country attend and rave about the Rainmaker Retreat. Here are the dates for an upcoming complimentary teleseminar:

Thursday, February 2

12pm PT | 1pm MT | 2pm CT | 3pm ET

Wednesday, February 8

11am PT | 12pm MT | 1pm CT | 2pm ET

Thursday, February 16

11am PT | 12pm MT | 1pm CT | 2pm ET

If there’s one thing you cannot afford to miss out on this year, it’s the Rainmaker Retreat.

Click here to register and discover for yourself what you have been missing.

 

Social Media Marketing for Attorneys: Study Says LinkedIn Best Social Media Network for Lead Generation

A new study by Hubspot of more than 5,000 B2B and B2C companies shows that LinkedIn far outpaces Facebook and Twitter as a lead generation engine, serving up almost three times as many leads as the other two networks:

Since LinkedIn is the leading business social media network, it stands to reason that B2B marketers would find more gold for their social media marketing efforts. But the Hubspot researchers also say that B2C firms benefit because there is less “personal” clutter on LinkedIn and people who visit are more likely to be in a business frame of mind.

So how do you leverage LinkedIn to generate leads for your law practice?

1.  Build out your profile.  Take your purpose and craft your profile to reflect that purpose.  The key is to compel the people you know and the people who are looking for someone like you to reach out and connect.

2.  Connect with the people you know.  Use LinkedIn’s built-in tool to import your connections.

3.  Get testimonials.  Take advantage of LinkedIn’s built-in Recommendations feature to give and receive testimonials.  Third party endorsements carry much more weight than your marketing message alone.

4.  Include CTAs within your content.  Strategically place some calls-to-action (CTAs) in your updates but don’t go overboard – you don’t want to look like you are just there to sell something. Relevant CTAs could include a free whitepaper or report you’ve just uploaded to your website, or a relevant post you’ve just made on your blog.

5.  Build your network out strategically.  Each connection you make with someone you know grows your overall reach exponentially. Start or join Groups inside LinkedIn where you can connect with thought leaders, experts, prospective clients and prospective referral sources.

6. Leverage your networks.  LinkedIn is a social network and a search engine.  Connected individuals can see and search for the people in each other’s networks.  You can use those connections for business development and for finding your ideal social target market.

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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: Something for Everyone at a Rainmaker Retreat

I am in Las Vegas today at our January Rainmaker Retreat, preparing to engage an enthusiastic crowd of attorneys eager to learn proven law firm marketing techniques and unveil the mysteries of social media and Internet marketing.

At every Rainmaker Retreat, attendees have a wide range of expertise when it comes to law firm marketing. Jim Negele, a business litigator in Southern California, attended our Los Angeles Rainmaker Retreat last month and told us what he liked about the sessions is that they are geared for everyone, from novices to experts:

No matter what your level of expertise is when it comes to law firm marketing, you will gain the knowledge you need to have to attract new clients and grow your practice at a Rainmaker Retreat. 

Here are our upcoming sessions:

February 10-11, 2012 – Orlando, FL

March 30-31, 2012 – San Diego, CA

April 27-28, 2012 – Chicago, IL

Click here to visit our Rainmaker Retreat website, where you can also access online registration for upcoming events. 

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.

 

 

How Google Analytics Can Help Improve Your Law Firm Marketing Website and Blog

What gets measured, gets done.

This quote is usually attributed to Peter Drucker, and remind us of the importance of measuring the efficacy of our law firm marketing efforts in order to keep focused on building on what works and not to waste time on what doesn’t work.

One of the most compelling tools for measuring the effectiveness of what you’re doing online is a tool called Google Analytics. You embed a snippet of code into your law firm website or blog and it provides you with a mountain of great data – for free! Google gives you all the guidance you need to get started using this tool here.

To get the most out of Google Analytics for your law firm marketing efforts, you need to pay close attention to three important areas:

Visits – by examining visits to your sites, you can see how many people are coming to your site, where they are coming from and if they are new or returning visitors. This is a basic metric to tell you if your efforts to drive people to your site are working. It can also tell you if a good number of your visits are coming from tablets or mobile devices, so you can be sure your sites are optimized for those devices.

Activity – here you want to examine Pages per Visit, which tells you how many pages visitors access when they come to your site; Average Time on Site, which tells you how long your visitors stay; and Bounce Rate, which tells you who looked at just one page and left. These metrics will let you know how engaging your site is and if you are holding your visitors’ attention. If you have a low Average Time on Site and a high Bounce Rate, you need to rethink your online strategies because you are attracting low quality web traffic.

Goals – Google Analytics allows you to input your goals for your site for tracking, so if your goal is to get visitors to download a free report, watch a video or sign up for an e-newsletter, you can track exactly how many people did what you wanted them to do. 

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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.

 

Internet Marketing for Lawyers: How to Generate Leads From What People Do Online Every Day

You already know that people spend a lot of time online these days. That’s not news. But what exactly are they doing online? And how can you leverage everyday online activities to generate leads for your law firm? That would be news you could use!

The go-to resource for all things Internet is the Pew Internet & American Life Project Tracking Survey, which measures all the Internet activity in the U.S. Taking data from the past three years – 2009, 2010 and 2011 – Flowtown created an infographic showing what people are doing most – and least—online:

What People Do Most Online

  1. Send or read email
  2. Use a search engine to find information
  3. Look for health or medical information
  4. Check the weather
  5. Search for a product or service

What People Do Least Online

  1. Create or work on a blog
  2. Use Twitter
  3. Buy or sell stocks, bonds or mutual funds
  4. Use a dating website
  5. Visit virtual worlds like Second Life

Taking the activities people do most online and applying them to your law firm marketing program will tell you that email marketing and SEO activities should be a major focus for your legal marketing plan.

So what about what people do least? According to Pew research, they don’t create many blogs, but they do read them – which is a great opportunity for you to be heard via a legal marketing blog.

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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.  

 

How to Boost Your Law Firm Marketing SEO With Twitter

Social media is increasingly being integrated into search engine results, and even though Google and Twitter are not playing nice right now, user preference will eventually win out and Twitter should be back in the Google game before long.

That said, tweets are included in the first page of Bing and other search engine results, and need to be part of your law firm marketing SEO strategy. Here are some tips on how to boost your law firm marketing SEO with Twitter:

Select SEO-friendly names. When you set up your Twitter account, you choose two names – a real name, which is yours or the name of your firm, plus your user name. Think of what your prospects would use to search for you, and use the most relevant term(s).

Keep it professional. When you’re using any social network to further your business goals, be sure you keep it professional and relevant. Tweet about things that are top-of-mind to your prospects, using relevant keywords and #hashtags.

Link. Put links to your websites and blogs in your Twitter profile. Include links to topical blog posts and promote on Twitter – even though Twitter adds a “nofollow” attribute to links in tweets (which basically tells a search engine to ignore it), if you drive more traffic to your website and/or blog, that will help your SEO.

Promote. Add the Twitter button to your websites and blogs and ask people to follow you. Be sure to link your Twitter account from all your other social network profiles.

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FREE REPORT: 8 Reasons Small Firms & Solos Should Publish an E-newsletter + 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

 

Top 10 SEO Essentials for Your Law Firm Marketing Websites

Happy New Year to my readers celebrating the Chinese New Year of the Dragon today! In ancient China, the symbol of the dragon was traditionally reserved for the Emperor and is a highly auspicious sign, portending prosperity and good luck. 

If you are relying on your law firm marketing websites to bring you prosperity in 2012, you cannot just count on luck to make it happen. Those sites will not do you any good if prospects are not finding them – which is why it is critically important that you follow these top 10 SEO essentials for your legal websites and blogs:

  1. Keywords in title tags – title tags are those words that appear in the title bar of web browsers and what generally shows up in search engine results pages. For example, when you open this blog, you will see this title tag: The Rainmaker Blog: Law Firm Marketing and Business Development: The Rainmaker Institute: Stephen Fairley: Professional Legal Marketing. Title tags are coded into your site and should contain the most important keywords relevant to your prospects.
  2. Keywords in URLs – ideally, your URL will contain primary keywords – i.e., www.fortmyersestateplanning.com
  3. Header tags – these go in your main content, separating thoughts and/or paragraphs with keyword-rich subheads.
  4. Fresh content – creating new content and updating old content regularly boosts authority and news ranking.
  5. Content diversity – search engines reward diversity in format and content, so include photos, videos and presentations wherever possible.
  6. High quality inbound links – creating high quality, unique content that others will want to link to and reference can have a huge impact on your website ranking.
  7. Authority – build authority for your site through participation in social media, providing commentary and links to other authoritative sources in your space and quality inbound link building.
  8. Feedback – syndicate, promote and provide people with an easy way to share feedback via a blog hosted or linked to your website.
  9. Quality user experience – Google rewards sites that are well designed, easy to navigate, load quickly and keep visitors engaged (low bounce rates).
  10. Browser compatibility – your site needs to be compatible with the latest browser versions, including mobile.

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Becoming a Rainmaker: Business Building Strategies for Lawyers

Based on Stephen’s highly successful seminar series by the same name, this 3-audio CD program covers dozens of practical recommendations and step-by-step sales and marketing techniques for solo practitioners and small law firms.

More than 8,000 attorneys from law firms all over the country have experienced powerful results from attending the Becoming A Rainmaker seminar. It has been sponsored by more than 22 of the largest state and local bar associations.

In this information-packed audio program, you will discover:

  • How to generate more leads by using education-based marketing
  • The relationship between credibility, visibility, tangibility, and consistency
  • How to position your small firm as an industry leader
  • The importance of being perceived as a specialist
  • Why most advertising is a waste of your money
  • What to expect from a Yellow Pages ad
  • The 3 marketing strategies that will produce 80% of your results
  • How to influence the Know, Like and Trust factors
  • Common marketing mistakes lawyers make and how to avoid them
  • How to answer the question, "Why should I buy from you?"
  • Specific ways you can set yourself apart from low-cost lawyers
  • What to do with the 15% of the population that always buys on price
  • Ways to attract your Ideal Target Market
  • The 6 stage sales process you must follow for maximum success

To order yours now, click here.

 

Internet Marketing for Attorneys: SEO Makes Biggest Impact on Lead Generation

According to WebMarketing123’s 2011 State of Digital Marketing Report, which surveyed 500 B2B and B2C marketing professionals, SEO makes the largest impact when it comes to generating leads. 

53 percent of all survey respondents said SEO makes the largest impact on generating leads, followed by 28 percent for PPC and 19 percent for social media. Not surprisingly, 75 percent of the B2C marketers are most active on Facebook (75 percent), while B2B marketers are more active evenly across the three leading social networks – Facebook (34%), Twitter (26%) and LinkedIn (25%).

Here is an infographic outlining the findings from this survey:

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Want to Learn More Social Media 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:

January 27-28, 2012 – Las Vegas, NV

February 10-11, 2012 – Orlando, FL

March 30-31, 2012 – San Diego, CA

April 27-28, 2012 – Chicago, IL<