The best way for attorneys to market their legal services is not advertising. It is getting in front of your target audience and building connections and relationships with the people who are most likely to become your clients or those who are most likely to refer clients to you. People hire attorneys they know, like and trust, so building rapport with prospects is the key to your success.

Marketing only works when you do it regularly. Plan – and make time – to do a set number of marketing tasks each week. Your tasks don’t have to be time consuming or elaborate, but you must do them. Here are some ideas to get you started today:

  1. What information can you send to a contact in your network?
  2. Which client can you visit at their business to learn more about them?
  3. Who can you take to lunch, coffee, golf or an event? When?
  4. What organization can you become more active in? How?
  5. Which subject can you write an article about? Where can you publish it?
  6. What topic can you speak about? For whom? Where?
  7. What other types of activities might you do?

Make it a weekly practice to do at least a few of these tasks and you’ll start seeing more clients come in the door.

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3 comments

  1. Coby Neill
    August 14, 2008

    You’re so right that face to face meetings with prospects
    is the key to building your business. Not emails. Not joining
    sites. It is face to face selling. The best way today. The
    best way tomorrow and the best way in the future.

    Coby Neill

  2. Paul
    April 1, 2009

    These are all certainly good points, and well put. There is one more which I think is worth making; make it really easy for your prospects and clients to get in touch with you. We provide vanity toll free numbers for businesses, including many law firms, and we find that firms with easy to remember toll free numbers are much likely to get get clients. the toll free vanity number also allows clients to stay in touch more easily and gives them a better overall experience.

  3. Tom St. Loius
    April 9, 2009

    You are right about everything you said here! Aside from articles and internet marketing I still believe that the yellow pages is one invaluable advertising medium that lawyers should take advantage of. Sure, websites can help increase their credibility, but ultimately, 96% of Americans refer to the yellow page to find lawyers.

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