DAsked & Answered: What Attorneys Need to Know About Referrals, Testimonials, Social Media, Online Marketing and More (Part 3)Click here to read Part 1 and here to read Part 2.

I’ve compiled some of the most common questions from our 2016 Rainmaker Retreats and my answers below:

How should I handle quoting a fee?

There are a few approaches to this and you will have to see what works best for you depending on your practice area and geographical region. However, setting appropriate expectations and being transparent is key. If you ever use the phrase “it depends” in your answer, that automatically needs to be followed up with “and the biggest factors it depends on are….”

Make sure to know several factors that impact your fees. For example, if you are a divorce attorney, some of the common circumstances that will make a case’s price increase are:

  1. If kids are involved
  2. If there are multiple real estate properties
  3. If the divorce is contested
  4. If there is a business asset

Know the factors that impact your case fees and articulate that clearly to those you are talking to about pricing.

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?

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, 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.

What are some ways to differentiate myself?

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.

Why would I get on social media, particularly Facebook?

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.

If you are looking for the strategies that work best for marketing your law firm, you should consider attending a Rainmaker Retreat. Go to www.rainmakerretreat.com for more information and to register online for one of our upcoming sessions.


Independence Day Special: 14-Day Trial of Rainmaker Retreat 2.0!Independence Day Special: 14-Day Trial of Rainmaker Retreat 2.0!

The Rainmaker Institute’s Rainmaker Retreat is a powerful 2-day law firm marketing boot camp that has helped thousands of attorneys transform their practices into “lifestyle law firms.”

We realize that not everyone is able to attend the live Rainmaker Retreat, so we’re making a live recording of this seminar available to you now to watch at your convenience. We cover more than 65 proven online and offline marketing and business development strategies for law firms in eight distinct modules in four categories:

Client Retention Techniques — Specific tools to double your referrals and to help you with “Building a Lifestyle Law Firm®”

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.

Identify Your Target Market — Engaging activities to identify your ideal target market so you can powerfully market to them.

How Does the 14-Day Trial Work?

In honor of Independence Day, we’re making the first module available to you for just $7. You can view it as much as you like for 14 days. You can cancel at any time within the 14-day trial. We’ll even email you a reminder when your trial is ending.

After the 14-day trial period, your account will be automatically charged $197 and you will receive access to all eight modules. (Registration for the in-person Rainmaker Retreat costs $997, plus travel expenses).

Rainmaker Retreat 2.0 will show you:

  • Specific strategies highly successful attorneys are using right now on the Internet and with social media to attract hundreds of people to their websites and blogs every month, convert them to paying clients, and keep them coming back and sending a steady stream of referrals!
  • Dozens of ways to drastically reduce the cost of your marketing campaigns and still get more clients than you might believe possible.
  • How to implement low cost marketing tools and systems that let you control your practice – instead of your practice controlling you!

This offer ends at midnight on Monday, July 4, 2016.

Start your trial of Rainmaker Retreat 2.0 today — 15 hours of cutting-edge information about how to market your law firm and break that 7-figure mark!