In deciding how to market your services, remember that less is more. Understand that having a niche will make you more memorable. It will help you differentiate yourself from other lawyers. If you are known for doing a certain kind of work, you are much more likely to get referrals. Being known for something does … Read more
My latest LPM tip in the MBA’s Lawyer’s eJournal.
Why do attorneys find it difficult to sell? Is there something intrinsic in a lawyer’s personality that gets in the way when they try to market their services? What are some of the ways that lawyers can improve their sales effectiveness and overcome these natural barriers? I was recently interviewed about these topics on … Read more
That’s the gist of a thoughtful comment submitted to the ABA’s Commission on Ethics 20/20. (The commission was established to “perform a thorough review of the ABA Model Rules of Professional Conduct and the U.S. system of lawyer regulation in the context of advances in technology and global legal practice developments”.) A number of … Read more
I was at a holiday party in December and ran into a few parents from my neighborhood. One was a financial planner and I began speaking with him about a subject near and dear to my heart: business referrals. I asked him if lawyers were a big source of business for him (trusts and estates … Read more
My latest guest post on the MassLOMAP blog.
Not yet! At least that is the conclusion in a new report entitled The State of Law Firm E-Mail Marketing. According to an e-mail I received from Josh Fruchter: As you may be aware, law firms are heavy users of email marketing. But until now, legal marketers had no industry benchmarks to consult to measure … Read more
In the past year, there has been a lot written about alternative fee agreements (including my own article in Lawyers Weekly). More predictability is clearly what corporate counsel want and AFA’s are one path to reach this objective. But once the clock stops running, how do law firms ensure that their bottom line is not … Read more
That was the topic of discussion in the Legal Marketing Group on LinkedIn . The general consensus is that having issue focused websites is probably a good thing because the audience who visits an issue specific site is more targeted (i.e. they are specifically interested in that particular subject matter). As long as the substantive … Read more
I’m always looking for new ways to explain to my clients the importance of focus in marketing. Sometimes I refer to this as “less is more”. Most of the lawyers I work with have a fairly broad mix of work that they have performed at one time or another. Most of my clients have expertise … Read more