At our Rainmaker Retreat in Orlando last weekend, we spent some time talking about the three key areas that every law firm needs to focus on:

Lead Generation: more people in the pipeline, more prospects, more leads.

Lead Conversion: turning more browsers into buyers.

Client Retention: creating a long-time and meaningful relationship with your clients so you get repeat referrals and repeat clients.

Of course, the one question I always seem to get is: Which is the most important?

The answer is, they are all important, but the one thing I hear most from attorneys is “I need more leads.”

In some cases, this is 100% true. But often, a law firm really has a conversion issue or a retention issue that is preventing the firm from growing or being successful. So growing and strengthening all three of these areas is ideal.

While most law firm marketers are focused on lead generation, overlooking conversion and retention is a costly mistake.  Lead generation is the most expensive of the three, so it makes sense that if you can convert a higher percentage of your prospects, you can improve revenue without having to pay to get more leads. 

And if you can enhance client retention, additional revenue will come in through repeat business from happy clients or a steady stream of referrals from past clients who were satisfied with the work you performed.

So, in essence, what we are talking about here is the proverbial three-legged stool. Take away one leg, and you’re on the floor.

If you’d like to learn more about lead generation, lead conversion and client retention, attend a Rainmaker Retreat.  

We have two upcoming sessions:

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. 

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

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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.

 

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