Marketing

Whether you are a solo practitioner or a larger law firm, the internet can be a great source of new leads. If your website isn’t bringing in the business you want, here is a 3-step approach to attracting more clients.

Step 1: Create a lead generating website.

Having a nicely designed website isn’t enough to generate leads. A clean design with easy-to-use navigation is a good start, but the vast majority of people who visit your website won’t yet be ready to hire you, so putting a system in place to capture the prospect’s information and get permission to follow up is key. continue

The best way to market your 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.

However, 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: continue

Most lawyers are primarily concerned with the bottom line - where’s the return on investment? To measure ROI, you need to have metrics in place that will accurately tell you where your prospects are coming from. Some ways of measuring results include: continue

Your marketing plan is more than just advertising your services. It should include the actions you will take to inform others about what you do and prove to them that you can do what you say you can. When you create your marketing plan, think of how you can reach these three types of people: continue

I talked a bit about sales in my last post on what it takes to create a successful law firm. Making sales is a necessary component to running a law firm. Without closing the deal and taking on new clients, you quickly deplete your law firm of cash. And without cash, you won’t be in business very long.

Why do lawyers (and most small business owners, in general) hate sales so much? From talking with numerous clients - and in my own experience - a lot of it comes down to perceptions of what “sales” is and a fear of rejection. continue

I’m often asked by lawyers looking to start their own practice, or those who have just gone out on their own, what it takes to establish a successful law firm. In law - just like any small business - there are three areas you must master if you want a successful law firm. These are:

Develop a Niche
Today’s general practice attorneys are barely scraping by. That is because today’s clients demand specialists. They don’t want a lawyer that has done a couple of cases in every practice area out there. They want someone who handles their specific problem. They want someone who has handled cases for clients just like them and have proven over and over that they can get the job done.
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In my last article, I asked what’s holding you back? Often it’s the way we perceive the world around us. If we think that it’s difficult to grow our business, then our brain looks for ways to confirm this belief. We want to do great things but our “yes, but” mechanism kicks in and we’re left feeling defeated and hopeless. So in this article, I want to look at ways to deal with negative thinking. continue

Most lawyers I speak with hate the concept of marketing. If they had their way, they’d just sit back and wait for referrals to flood in. They wouldn’t have to spend time prospecting. They wouldn’t have to pitch their services to people who don’t know who they are or why they are the lawyer for them. And they wouldn’t have to risk rejection. But most lawyers don’t get enough referrals to sustain their practice so they have to find other ways of drumming up new business. continue

In law school, you learned a certain way of thinking based on logic, rationale, and a healthy dose of skepticism. That may be fine for how you deal with cases in court, but it’s probably holding you back in your business. In this four part series, I’m going to talk about how you can identify and deal with the negative thinking that’s preventing you from growing your business. continue

The Super Lawyers and Best Lawyers in America aren’t going to just roll over and die after last month’s ethics opinion in New Jersey banned lawyers from advertising their status. Both firms have hired law firms to fight the ruling. continue