By Stephen Fairley on Posted in Legal Marketing,Legal Marketing StrategiesIf you’re an attorney reading this blog, it’s a safe bet that you are looking for ways to either start a legal marketing program or improve on what you’re already doing. At least that’s what I hope, since that’s why I spend time doing this! And I know your time is at a premium. Which is why… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Legal Marketing StrategiesHave you ever failed to use a business growth strategy for your law firm because you thought it would be too expensive or time consuming? Are you ready to learn proven strategies that can significantly increase your referrals? Are you tired of watching your cash flow stagnate or drop month after month? This new 60-minute… Continue Reading
By Stephen Fairley on Posted in Legal Marketing StrategiesWe all know that building long-term, meaningful and influential relationships is foundational to a successful legal practice. People don’t hire law firms; they hire an attorney. The more people you connect with, the more opportunities you have to build meaningful relationships, and the more potential clients you can generate. With over 300 million members in… Continue Reading
By Stephen Fairley on Posted in Law Firm Management,Law Firm Marketing,Legal Marketing StrategiesCould you still do your job without the Internet? Yes, you probably could. But would you want to? The Internet has become an indispensible tool for everyone and I certainly could never envision doing my job without it. Compared with how things used to be before it, the Internet is almost like having super powers. … Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Legal Marketing StrategiesEarlier this month, the New York State Bar Association released its updated Social Media Ethics Guidelines, based on its belief that, “As use of social media by lawyers and clients continues to grow and as social media networks proliferate and become more sophisticated, so too do the ethical issues facing lawyers.” My friend Kevin O’Keefe… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Legal Marketing StrategiesPeople are not looking for perfection from you; what matters is how you address problems by being transparent, genuinely concerned and responding positively. Here are seven effective ways to address a negative online review: 1. Contact the review site. If the review is flagrantly false, defamatory or you can prove a disgruntled former employee or… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Legal Marketing for Solos,Legal Marketing StrategiesOver the next two days, I’m making four presentations to more than 300 attorneys attending The State Bar of California Solo & Small Firm Summit in Newport Beach. Here’s what I’m talking about: What Do You Want? Moving from a Job to a Law Practice and from a Law Practice to a Business Many attorneys… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Legal Marketing StrategiesThe average consumer attorney only converts 5-15 percent of their leads into paying clients (out of 100 leads they sign up 5-15 new clients). However, by using a systematic approach to lead conversion, you can increase your lead conversion rate to 25-35 percent. Here are six steps to improving your lead conversion: 1. You must… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Legal Marketing StrategiesOver 95% of our clients practice in a law firm with fewer than 20 attorneys in it. Here are four critical areas where the size of the firm seems to matter the most when it comes to marketing: Attorneys in small firms and solo practitioners are extremely pressed for time. From business development, to building relationships with potential… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Legal Marketing StrategiesJoin me tomorrow — Thursday, March 19 at 1 p.m. ET/10 a.m. PT — for a free Avvo webinar on the 7 Deadly Sins That Can Destroy Your Intake & Kill Your Conversion Rate. Lawyers spent a lot of money generating leads, but we have found through secret-shopping more than 1,000 law firms that many… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Legal Marketing StrategiesAny law firm that is planning to be successful must have a positive cash flow. Your goal is to make your law firm profitable and then invest a percentage of that profit into additional marketing and resources to improve your client experience. Your law firm marketing plan should be designed to generate positive cash flow in… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm Marketing,Legal Marketing Strategies Okay, so this is a little self-promotional (even for me)… But I just can’t contain my excitement! I’m very excited to announce I will be giving a keynote presentation at the upcoming 82nd Annual Conference of the State Bar of California and they are promoting my presentation on their event’s homepage! Here’s the link… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Legal Marketing StrategiesIn the current economy and with the many changes that are going on around us we are likely to feel overwhelmed, panicked or stressed. Law firm Marketing can be affected by the choices you make in reaction to this stress. Lynn Jarrett a life balance coach suggests that there are three foundational strategies to help… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm Marketing,Legal Marketing StrategiesIdentify 2-3 specific networking groups to attend. Indentify at least 1 “elite” group and attend 1-2 times per quarter. Refine your “audio logo.” (For a definition of audio logo and an example of one, see Wednesday’s post.) Develop 3-5 open-ended questions you can ask at a networking event. Join your local bar association. Join your… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm Marketing,Legal Marketing StrategiesOne law firm marketing tactic that consistently helps most law firms get new clients is through referrals. Now there are several different ways to get those referrals: initiating a strategic referral partner mail & meet campaign; informal networking and formal networking. “Formal networking” involves attending an organized group event such as industry trade shows, bar meetings,… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm Marketing,Legal Marketing StrategiesClient satisfaction surveys are information gold mines. Through these surveys, you understand what your client thinks: about how you delivered your service; what you could have improved upon; what they actually gained from your service and what they really need from you. Although this insight is vital, the benefits to client satisfaction surveys don’t stop… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm Marketing,Legal Marketing StrategiesA Unique Competitive Advantage (UCA) answers the questions: Why should we hire you versus your competition? What’s unique about your firm and your services? Here are 10 ways you can begin answering those questions: Benefits. What are the benefits of working with your firm as compared to working with others? What do you do that other… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm Marketing,Legal Marketing StrategiesOne of the biggest mistakes I see most attorneys make in the legal marketing is defining their target market way too broadly. For example, a PI attorney might say: “My target market are those people who have been injured in Texas.” Although this statement is certainly true, that’s a lot of people and it certainly… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm Marketing,Legal Marketing StrategiesI just flew back from San Francisco. This last Friday & Saturday we had a fantastic group of attorneys for the first ever Rainmaker Retreat sponsored by the State Bar of California. The staff at the Bar was fantastic. I was very impressed with their level of attentiveness and kindness. We look forward to working… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Legal Marketing StrategiesWhen it comes to legal marketing strategies, there are five main components emanating from an “action” core that I discuss in my Rainmaker Retreats, like you see below. In today’s post, I will discuss these five and their core in a bit more detail. Expert Positioning: Media and Market Specialization. To differentiate yourself from your competitors, you… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm Marketing,Legal Marketing StrategiesLaw firm marketing is a complex and competitive business. And there are many reasons why certain law firms fail to grow or even fail to survive. However, in my working with more than 6,000 attorneys over the years, I’ve come to find out that there are essentially 3 main reasons why attorneys fail to grow… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm Marketing,Legal Marketing StrategiesFear and negativity are pervasive and everywhere you look these days. I don’t know about you, but I’m getting really tired of it. I’m on a personal crusade to promote a positive culture based on positive relationships and positive solutions. No, I’m not sticking my head in the sand, but I do believe that if… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm Marketing,Legal Marketing StrategiesIn this blog post, I’m letting you peek behind the curtain. I will give you the steps involved in this law firm marketing system that has helped many a client increase business. Identify several professions or industries that already have trusted relationships with your target market. Build or buy a database of potential referral sources… Continue Reading
