Browsing Month 'January, 2012’ RSS

Being thorough is a good quality for a practicing lawyer.  But it may not be the best way to communicate when trying to sell your services as a lawyer.  My latest tip in the MBA’s Lawyer’s eJournal.

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Where Lawyers Fall Down in Selling Legal Services

Lawyers are actually pretty good at marketing when they make the time.  Writing articles, researching novel issues, giving presentations and serving on relevant committees are all things that many lawyers feel comfortable doing.

These activities are all very important (they help raise the profile of the lawyer and of their firm).  But they don’t make clients pick up the phone and call you (at least not necessarily).  That requires follow up.  Larry Bodine does a good job of identify easy ways to do the necessary follow up.  I’ve also written about this dynamic in the past.

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