The Attorney Marketing Center--Earn More. Work Less

Wouldn’t you like to know?

February 6, 2025 by David M. Ward

Curiosity is one of the most powerful marketing strategies there is. Prospective clients want information about the law, their risks, potential costs, their options, and the best way to handle their situation. That’s why they find your website, watch your presentation, or contact you.

Many lawyers provide that information.

They write detailed articles, liberally post FAQs, and answer as many questions as possible, thinking the more information they provide, the more likely prospective clients will be to take the next step.

Unfortunately, it often does the opposite. Too much information often is too much information.

You should provide a basic level of information, so they can see what’s at stake and that you have the knowledge and experience to help them, but anything you do beyond that can hurt your marketing efforts.

Marketing should ignite curiosity, not satisfy it. Tell prospective clients enough to inspire them to call or email or make an appointment, but not so much that they don’t have to.

And don’t do what many lawyers do: tell prospective clients next to nothing.

We’ve all seen attorney websites and ads that are merely a list of services or practice areas. That’s not enough.

Give prospective clients enough information, examples, and stories to inspire them to take that next step.

Filed Under: Content creation, Marketing legal services

Don’t target newbies

February 4, 2025 by David M. Ward

There are two kinds of clients in the world: those who have hired attorneys before and those who haven’t. I suggest you focus on the former.

You want to appeal to clients who understand what lawyers can do for them and why they are worth their seemingly high cost.

You don’t want clients who need to be educated about everything or continually need you to hold their hand. You want clients who know what they want, and how to help you do the best job for them.

You want clients who can pay top dollar for your services, have lots of work for you, and know other sophisticated clients they can refer. You don’t want clients who have to wait until payday to cover the check they just wrote you, or regularly ask for more time to pay your latest bill.

Yes, there are more “beginners” out there. But there are also more attorneys competing for their business.

Tailor your marketing strategies, your fee structure, your image, your website, your articles and blog posts and other content o appeal to experienced clients.

Everyone else?

Accept them as clients if you want to, but don’t target them.

Filed Under: Marketing legal services Tagged With: clients, target market

Attraction marketing

January 30, 2025 by David M. Ward

It’s better to have prospective clients find you and contact you rather than the other way around. When clients come to you, they’ve seen or heard something they like about you, which makes your job much easier.

It’s called inbound or “attraction” marketing. It’s good for your bank account and your ego.

The most successful attorneys and firms use it to attract clients and cases, subscribers and followers, and inquiries from professionals, meeting holders, publishers, and content creators seeking to connect.

The most successful attorneys attract business by making themselves attractive.

My blog is one example.

Lawyers are attracted to my blog for marketing tips and resources and then contact me to hire me, or forward my posts to their colleagues and business contacts who do the same. I don’t have to do any advertising or “outbound” marketing to accomplish this; clients et al. come to me.

There’s nothing wrong with “outbound” marketing. Do it if you want to or need to. There’s nothing wrong with advertising, networking, speaking, and other marketing strategies, many of which I use from time to time. But there’s nothing better than inbound marketing.

Inbound marketing brings you more clients with less expense and effort. Those clients are often more “qualified” to hire you, having heard or read some of your wisdom, or being tacitly vetted by the clients or professionals who refer you.

It’s a more effective and profitable way to bring in good clients.

Good clients prefer it, too.

They prefer to find you via a referral from someone they trust, by finding your blog or article or video or by hearing you interviewed by a professional or other influential person on their blog or channel.

There are many ways to find new clients, but it’s almost always better to have them find you.

How to get maximum referrals

Filed Under: Content creation, Marketing legal services, Referrals

3 ways to get more clients to sign up

January 28, 2025 by David M. Ward

A prospective client watches your presentation, reads your ad or email, or talks to you about their case or matter. They see the need and value of your services, they can afford them, they’re interested, but, alas, they don’t sign up.

Maybe they have a good reason, or maybe they just want to think about it.

What can you do?

The simplest answer is to give them more information. Tell them more about their problem or situation, how bad it is and how it could worsen, more about their options, more about your skills, more about the benefits you offer, and more about how they will feel once you help them solve their problem or achieve their aim. You can also give them more proof—testimonials, success stories and your bona fides.
You can use “scarcity”. You only have a few appointments available this week, or only five more special packages (bonuses, bundles) for new (or returning) clients.
You can use a deadline—they must respond by a certain date to get the special offer or get an appointment.

All three options play on the prospect’s desire to improve their situation or their “fear of loss.” Both are powerful mechanisms for motivating clients to take immediate action instead of thinking about it.

Filed Under: Copywriting, Marketing legal services

Your fees are too high

January 23, 2025 by David M. Ward

If a prospective client says your fees are too high, they might be saying your fees are too high for them. If you hear this repeatedly, however, it might be time to figure out why and do something about it.

And I don’t mean lowering your fees.

The first thing to consider is the market, industry, or niche you’re targeting.

As a group, they might not have the income or cash flow to pay for legal services. They might be unsophisticated or unfamiliar with hiring attorneys, or how much attorneys charge. They may need your services, but be unwilling to pay for them.

There might be too much competition. Most prospects do at least some research before hiring an attorney, which means they’re not just looking at what you offer, they’re looking at what you offer and comparing that to what other attorneys promise.

In which case, target a different market.

On the other hand, it might not be the market, or not only the market, it might be your marketing that needs improving.

You might need to give prospects more information about their problems and your solutions, or tell them why they should choose you to help them
Your marketing might be too flashy and scare them, or it might be too boring and unmotivating
Your image or branding might position you as low-priced (and you’re not)
Your fee structure and how you present it might be too complex
Your marketing might not show them enough benefits to justify your fees, or benefits they don’t care about
Your marketing might be too aggressive, suggesting you need the business and aren’t that good or experienced or confident
Conversely, your marketing might make it appear you don’t need their business, suggesting you won’t treat them well or work hard for them
Your marketing may be generic instead of tailored to the market or prospects you are targeting
Your marketing may be too similar to other lawyers in your market
Your marketing may not tell prospects what to do to take the next step, or make it easy to do it
Your marketing may say a lot but prove little, e.g., no testimonials, success stories, endorsements, awards.

And many more issues.

But these issues are fixable. And worth fixing.

Don’t lower fees. Either choose a different market or improve your marketing.

Or both.

Filed Under: Uncategorized

If you don’t like marketing, don’t do it

January 21, 2025 by David M. Ward

Maybe you don’t like marketing. You find it frustrating, expensive, or a waste of time.

Maybe you don’t like social media, networking, or advertising.

It’s not right for your practice or you’re not good at any of it.

Stop doing it. There are other ways to bring in business.

WORD OF MOUTH

You can bring in business by inspiring your clients and business contacts to talk about you, and by getting people in your market to notice you and do the same.

Start by treating your clients better than any lawyer has done. Let them see how much you love what you do and love helping your clients. As you surprise and delight them, they will naturally tell others about you.

You can also stimulate word of mouth by sponsoring charities, volunteering for committees, and supporting causes you care about.

People notice you, ask what you do, and want to know more.

CONTENT

Do more interviews (blogs, podcasts, radio).

Write more articles, blog posts, or books.

Create reports, videos or audios, and make them available to your market.

REFERRALS

Equip your clients, prospects, and business contacts with handouts, success stories, and information about your practice area. They’ll see you as an expert in your field and refer clients to you (or hire you themself).

Stay in touch with everyone you know via a newsletter or blog.

Meet new people via informal networking, e.g., getting involved with groups and interests you like and when people ask what you do, tell them.

In short, stop doing marketing you hate and start growing your practice in ways that feel authentic and natural.

Filed Under: Marketing legal services

The simplest way to improve your marketing

January 16, 2025 by David M. Ward

There’s a simple way to get more people to read what you write, listen to and engage with your message, and contact you to learn more.

But most lawyers don’t do it. Or do it enough.

Most lawyers do a good job of presenting facts and logic, and that’s certainly important, but you can’t rely on the left side of a reader’s brain when you want to persuade them to do something. For that, you want to stimulate the right side of their brain, i.e., their emotions.

The best way to do this is to tell stories.

Tell them about someone they can relate to and what happened to them. A client, a friend, someone you heard about, or even yourself. Tell them in your articles, blog posts, emails, and presentations. Tell them when you’re talking to them on the phone or in your office.

If you want bring in more clients and keep your clients coming back, if you want your clients talking about what you do to their friends or business contacts, include stories in everything you write or say.

Stories dramatize the facts and make readers feel the fear or other emotions of your “characters”.

Facts tell but stories sell.

Besides making the logical case for hiring you or following your advice, tell your reader or listener about people who did or didn’t follow that advice.

The best stories involve people who are “like” your audience, with a similar background or circumstances. You want clients and prospect to see that the people in your stories are “just like them”.

Stories don’t need to be lengthy. A brief anecdote or mention is often enough. Neither do stories need to be overly dramatic. You can use irony or satire or a bit of fun to make your case.

Clients and prospects often want to do what you’re telling them and are just looking for an excuse to do it. A simple story with a happy ending is often enough to give them that excuse.

Filed Under: Communication, Marketing legal services, Salesmanship, Writing

The fortune is in the follow-up

January 14, 2025 by David M. Ward

Some attorneys are terrible about returning phone calls and replying to emails.

Don’t be like them.

Clients hate “not knowing” if you received their message and if you (or someone on your behalf) will reply. When they don’t hear from you, it makes it look like you don’t care about them—so why should they care about you? Or continue to hire you.

You should have a standard policy of returning calls and replying to emails within one business day, or to at least confirm receipt of their message and tell them when you will reply.

Be as specific as possible without promising more than you can deliver. Make it a pledge. Put it in writing. Put it on your website. Put it in your “new client” kit.

And apologize if you occasionally mess up.

I’m guessing you already do this to some extent. Your clients know they can count on you, which is one reason they stay with you and refer others to you.

So work on memorializing and improving your follow-up policies. Keep your clients well-fed.

That’s not all. You should also have a policy for replying to prospective clients who contact you.

Ad leads, referrals, website inquiries, networking contacts—timely follow-up is arguably even more critical.

Why? Because you know your existing clients will probably forgive you if you don’t return their calls immediately. You can’t expect the same from prospective clients.

They’ll just call someone else.

So, you need a plan.

What to do when a prospective client calls and has questions. What you will say, what you will send them, what you will do after the initial call or email, and when.

Especially when. Because the clock is ticking.

Map out a series of follow-ups—when you will call again, what you will say, what you will offer.

And when you will follow-up after that.

Don’t leave it up to the prospective clients. It’s up to you to call again, and don’t stop calling, until they hire you or tell you to stop.

Because the fortune, your fortune, is in the follow-up.

Filed Under: Client loyalty, Client relations, Marketing legal services

The power of risk reversal

January 9, 2025 by David M. Ward

In the 1980s, a lawyer friend and I started a real estate seminar business. We took out full-page ads and invited people to come to our office in the evening to hear about buying real estate with “no money down,” something my partner had had extraordinary success doing.

We charged $150 for the initial seminar, and at the end, invited attendees to sign up for our primary program, which required an investment of several thousand dollars.

This was during the real estate seminar boom, and we did extremely well.

One key to our success was offering a 100% money-back guarantee. At the end of the initial presentation, if they didn’t feel what we taught them was worth the cost, all they had to do was tell us they weren’t happy and we would refund the fee.

We had thousands of attendees and only a handful asked for their money back.

We also offered a guarantee on the primary program. If they did what we taught them to do to find properties and didn’t earn a profit of more than they paid for the program, we would likewise refund their investment.

Only one or two clients requested a refund.

The business worked because we were good at what we did and made things “risk-free” for our clients. They were satisfied or they paid nothing.

You might offer something similar in your law practice.

You might “guarantee” the first hour or two, or the initial document you prepare. Your clients are happy with your advice or your work or they pay nothing.

When prospective clients see you stand behind your work and there is no risk to them, when clients know they can hire you with total peace of mind, your bold and unique promise is likely to attract many clients who might otherwise hesitate to hire you.

Clearly, risk reversal won’t work for every law practice but it might be worth considering for yours.

Filed Under: Fees and Billing, Law office management, Marketing legal services

What to do when you get a bad review

January 7, 2025 by David M. Ward

It happens. A client is unhappy about something you did or didn’t do and posts a negative review. And those reviews can hurt you.

But bad reviews are a fact of life. No matter how good you are and how hard you work to keep your clients happy, you can’t please everyone all of the time.

So, what can you do?

Don’t ignore these reviews. Contact the client immediately. Take responsibility, apologize, promise you’ll fix things, and then fix them. Once you’ve made amends and fixed what needs fixing, ask the client to update their review.
If necessary, and the review platform allows it, consider responding to the review with an explanation. Show readers you care and have made improvements or are in the process of doing that. But be careful. A vindictive client might not let it go. At least prospective clients will see that you made the effort.
Encourage clients to talk to you about their concerns early and often. Let them complain privately instead of waiting to tell the world. Consider scheduling regular phone calls to review “how you’re doing” and learn what you can improve.
Ask your happy clients to leave reviews. Get enough of those and you might “bury” the bad ones.

Finally, learn from your reviews, good and bad. Find out what you’re doing well so you can do more of it, and what you need to change to keep clients better informed and happy.

Client feedback is always important. Negative feedback can be invaluable.

Filed Under: Client loyalty, Client relations, Law office management