Marketing legal services Archives - Page 74 of 128

Two lawyers walked into a bar. . .

September 14, 2015 by David M. Ward

Okay it’s not a bar, it’s a networking event, but a bar is funnier. Oh, and guess what? You’re one of the lawyers. I’m there too, but I’m not me, I’m the owner of a small chain of restaurants and I’m looking for a new lawyer (who does what you do).

We meet and I ask “What do you do?” You tell me you’re a small business lawyer (work with me here or my story won’t make sense) and you tell me a little bit about yourself. I’m impressed.Â I can seeÂ that you have a lot of experience and think you must be good at what you do.Â You’re a nice guy, too.

I meet another lawyer and have a similar conversation. Her name is Alice and she also represents small businesses. She also has an impressive background.

During my conversation with Alice, sheÂ asks me if I know Joe Martin. Joe is the president of our local restaurant owner’s association and I know him well. Alice hasÂ handed several legal matters for JoeÂ personally and he’sÂ just invited herÂ to speak at our next monthly meeting.

Then Alice asks me if I know Karen Collins, co-owner of a popular restaurant in town. I don’t know Karen, but I’ve had several friends tell me about her restaurant and I tell Alice that I plan to go. Alice tells me I will love the food. “Tell Karen I said hello; she’ll take good care of you.”

Yes, Karen is Alice’s client. In fact, Alice represents quite a few restaurant owners.

Before the conversation ends, Alice asked me if I am familiar with a tax proposal the national chapter of our association is supporting. When I tell her I don’t much about it,Â she asks for my email address so she can send me an article she wrote about the bill for our association’s newsletter.

Can you see where this is going?

Yeah, sorry. Better luck next time.

It helps to know people in your prospect’s niche market. It helps to be able to say you represent many of their colleagues or neighbors. It’s even better when your prospect knows them and can ask them about you.

How does this happen? It happens when you target a niche market and build your reputation in that market by writing, speaking, and networking. It happens when you focus on that market, learn all about it, and meet the top people in it. It happens when you focus your time and resources on that market and eventually dominate it.

You can do that in business niches and consumer niches. You can do that by targeting prospective clients or people who can refer them (or both).

Gotta go. I’ve got a reservation for lunch at Karen’s restaurant. Alice sent me.

How to choose the right niche market: The Attorney Marketing Formula

Filed Under: Marketing legal services, Networking, Specializing, Writing Tagged With: Niche marketing

Will you REALLY fight for me?

September 9, 2015 by David M. Ward

A personal injury lawyer used to (still does?) run TV ads which ended with him pointing at the viewer and saying, “I’ll fight for you!”

But will he?

It depends.

Is it a good case? Are there enough damages? Does the other party have insurance?

If he wereÂ being honest, when asked if he would fight for the client, he would say, “We’ll see”.

“We’ll see” is a lawyer-like answer. But it won’t get the client to call.

Clients want more commitment. They do want you to fight for them.Â They don’t necessarily expect that you will win every time, or bring in a massive settlement, but they expect you to try.

“We’ll see” doesn’t cut it, so although you might be thinking it, don’tÂ say that to a client.

Most lawyers recognize that their clients expect (and their oath demands) that they provideÂ “best efforts” and they will tell the client something along the lines of, “I’ll do my best”.

That’s much better, but what if their best isn’t good enough? What if they don’t have enough experience?Â What if the case needs resources they don’t have? What if. . .

Your clients don’t want to hear that you’ll do your best, they want to hear that you’ll do “whatever it takes”. And that’s the message you should convey in your marketing.

This is alsoÂ true for non-litigation matters. Clients want to know that you’ll do whatever it takes to help them achieve a good outcome. If you’re negotiating a contact, or drafting documents for them, they want to hear that you’ll do whatever it takes to protect them, deliver value, and make them happy.

“I’ll do my best” isn’t good enough. Tell them you’ll do “whatever it takes”.

If you want to earn more, make sure you haveÂ The Attorney Marketing Formula

Filed Under: Advertising, Client relations, Closing the sale, Communication, Marketing legal services, Salesmanship, Writing

Building a successful law practice without marketing

September 8, 2015 by David M. Ward

Is it possible to build a successful law practice without doing any marketing?

The answer is no. It’s not possible, because there’s no such thing as practicing law without marketing.

Everything you do in your practice is marketing. Everything.

You’re either doing a good job of it or you aren’t.

The way you treat your clients is marketing. Treat them well (good marketing) and they will come back to you and send referrals. Treat them poorly and they won’t.

Building a successful law practice takes more than just winning the case or delivering the work product. Not when clients can choose one of your many competitors instead of you. Building a successful law practice means getting a lot of little things right, to make your clients feel appreciated and see the value you deliver, and you either do a good job of that or you don’t.

When someone asks, “What do you do?” the way you answer that question is marketing. Your response either tells them how you can help them or someone they know, and makes them want to know more, or it doesn’t.

Good marketing or bad marketing, but marketing nonetheless.

Do you have a website, social media accounts, or a listing in a legal directory? Do other lawyers ever send you referrals? Have you ever handed out your business card to anyone?

You’re marketing.

You might hate marketing, and refuse to admit that you’re doing it, but doing it you are.

Even if you have a job that doesn’t require you to bring in clients, you’re marketing. Every day you go to work and “sell” your employer on continuing to employ you. Do a great job of marketing and they might give you a raise. Do a bad job of marketing and they might let you go.

Everything you do is marketing.

The question is, how well are you doing it?

No matter how well you are doing it, or how poorly, you can improve your marketing and get better results.

You can also do MORE marketing. There are other ways to attract clients than whatever it is that you’re doing now.

Speaking, networking, writing, advertising–they all work. You can do some of them, or all of them, or you can decide to stick with what you’re doing now and do more of THAT.

So we agree, then, you are marketing. You can improve your marketing and you can do more of it, but you cannot avoid marketing, and you can’t build a successful law practice without it.

Need a marketing plan? Here you goÂ

Filed Under: Increase your income, Law office management, Marketing legal services, Marketing Plan

What you write isn’t as important as how you write it

September 1, 2015 by David M. Ward

How do you write an original article or blog post? After all, hundreds or thousands of attorneys (and others) are writing about the same things. They talk about the same laws, the same legal system, the same problems and solutions.

The good news is that what you write isn’t nearly as important as how you write it.

Prospective clients don’t read your content because they want to learn the ins and outs of your practice area. They don’t really want to learn about the law, they want to learn about you.

Do they understand you? Do they relate to you? Do they like and trust you?

So, while content is important, style and personality are more so.

Don’t be concerned with delivering the definitive word on your subject. Write something that will make prospective clients see you as someone they would like to work with.

How?

By putting yourself in your writing.

Tell them about clients you’ve helped–what you did, why you did it that way, and what happened. Talk about how you feel about the issues and about your clients. Give them not just the facts, but yourÂ advice.

Don’t hold back, either. Give them the unvarnished truth. Write with passion. Open up your heart and your mind and share what’s inside, and let people see who you are.

And that’s the best news, because there’s only one you.

If you give the same raw material to 100 attorneys and ask them to write an article about that material, most of the articles will be very similar. A few will be unique and show readers why they should choose them as their lawyer.

Only a few because most lawyers don’t understand (or are unwilling to accept) the fundamental truth that clients don’t hire your knowledge or your experience, they hire you.

Marketing online for attorneysÂ made simple

Filed Under: Blogging, Communication, Marketing legal services, Newsletters, Online Marketing, Writing

Sell more legal services with better reviews and testimonials

August 28, 2015 by David M. Ward

I got another five star review on one of my Kindle books (on network marketing). It was a greatÂ review:

“Probably the most valuable book on network marketing I have ever read. . . and that is saying a lot.Â If you are in direct sales or network marketing, you will find great benefit in this book. Buy it!Â Now.”

Nice, huh?

Yes. And very much appreciated. But as good as it is, it could have been better.

When a prospective buyer reads a positiveÂ review like this, they will want to know “why?” Why is it so good? How is it different? WhatÂ will I learn? What will this helpÂ me to do? What has it helped you Â to do?

They want specifics.

The same goes for reviews of your legal services.

When a client posts a positive review about you online, or sends you a testimonial, encourage themÂ to provide details. If they say you treated them well, ask them to give an example. If they talkÂ about the great job you did on their case, ask them to explain what they mean.

Did you get them a bigger settlement than they expected? Did you close the case quickly? Did you do something extra for them?

Were you nice to their kids? Did you regularly keepÂ them informed about the progress of their case? If they had questions, did you answer themÂ thoroughly? If you weren’t in when they called, did you call them back within 48 hours?

Specifics.

Specifics help prospective clients see the benefits of hiring you. They also make the review moreÂ believable.

Reviews that recommend you and your services will bring you more clients. Especially when those reviewsÂ explain why they are recommending you.

Want more referrals from other lawyers? Behold. . .

Filed Under: Client relations, Communication, Copywriting, Marketing legal services Tagged With: reviews, testimonials

Free advertising for your legal services

August 26, 2015 by David M. Ward

Great news! I just scored you 50 free 30-second radio spots on a top-rated drive time radioÂ show! You don’t have to pay a dime. (Not really.)

You can run a commercial for your law practice and bring in lots of new clients. It doesn’t matterÂ what kind of practice you have, or if you’ve never advertised and can’t imagine doing so, this is free advertising, so say thank you and use it!Â (I’m just playin, but I have a point.)

There’s just one catch. (My fantasy, my rules.) You have to write the commercial yourself. (Horrors!)

The point of this exercise is to help you better understand what you offer your clients, and why theyÂ should hire you. Work with me, k?

I’ll help you get started. Here are some guidelines for creating your commercial:

1) CALL TO ACTION

Start with what you want the listener to do. Call your office to make an appointment? Call to askÂ questions? Call to request your free report? Go to your website to download your free report? Sign upÂ for your seminar? A combination of the above? Something else?

Start with the end in mind. Writing your commercial will be easier because you knowÂ what you want to accomplish.

2) HEADLINE

What’s the first thing the actor who reads the spot (or you, if you record this yourself) will say toÂ listeners to get their attention? Will they/youÂ promise a benefit? Ask a question? Make a provocativeÂ statement?

Your headline is the most important part of your commercial, so make it great. If you don’t get the listener’s attention and make them want to listen, the rest of your ad won’t matter.

3) COPY

You only have 30 seconds, and yet that’s plenty of time to tell listeners what you want them to knowÂ about you and your services, about your report, or about something else that causes them to take action.

Will you tell a story aboutÂ one of your recent clients? Will you talk about recent or pending changes in the law that will affectÂ them? Will you warm them about something, or promise to help them get something they want and need?

A classic ad formula:

State the problem. What is the listener facing, or what might happen in the future?
Agitate the problem. What will happen if they ignore it, etc. How bad could it get?
Present the solution. Your offer, your services, your report, your seminar, etc.
State the benefits of this solution. What will they learn, gain, stop, prevent, etc?
Tell them what to do to get the solution and benefits. This is your call to action.

Make notes about what to include in your ad. Then, start typing or recording, and don’t stopÂ until you run out of things to say. Pretend you’re talking to a roomful of prospective clients. WhatÂ do you want to tell them?

Now what? Now, throw this away. You’re not a copy writer and I didn’t score you any free advertising.

Okay, don’t throw it away. Hang onto it, so that when you decide you do want to advertise, you’llÂ have a place to start, or something to give to the copy writer you hire. You can also use your notesÂ as fodder for creating other marketing documents.

That’s all for today. Fantasy over. Get back to work.

Filed Under: Advertising, Copywriting, Marketing legal services, Writing

What should I have my virtual assistant do for me?

August 21, 2015 by David M. Ward

I got an e-mail from attorney who uses a virtual assistant “to write and edit letters to prospective clients”. He asked me what else he could have her do.

Great question.

To answer it, I’ll share a (slightly edited) email I received in response to aÂ post I did about justifying the cost of hiring outside assistants:

I have a full-time VA in the Philippines. She costs me about $75 per WEEK (full time). I gladly pay this even though I often donâ€™t have 40 hoursâ€™ worth of stuff for her to do. I donâ€™t let her handle much for my law practice. Her English grammar is a bit off sometimes, but she updates websites, edits video, does show notes for my podcast, handles blog posting, social media promotion of my stuff, etc. Sheâ€™s been invaluable in getting my courses and info products created and published. This frees up some time for marketing, client service, and for ME… I get to have dinner with my kids almost every night.

Letting go of control is my big challenge, but Iâ€™m working on it, and Managing a VA is a skill set that needs to be developed, tooâ€¦ the time/distance and cultural differences require some finesseâ€¦ But Iâ€™m glad to have Joanna on my team. I encourage everyone to find a VA to help out with things.

So, here’s what I would do.

Make a list of every task that is performed in your practice, by you or anyone on your behalf. Write down everything, from opening the mail, opening and closing files, meeting with clients, writing articles, and everything in between.

Then, look at that list and put a check mark next to every task that can only be done by YOU.

You probably do a lot of things that someone else could do. They may not do it as well, but as long as they canÂ do it at an acceptable level, you should let them do it.

Make sure break down the tasks that only you can doÂ into sub-tasks that others can do. Â You may be the one who conducts the trial, but you can have others assemble documents and write (the first draft) of motions.

Now, what about theÂ tasks that nobody is doing? What could you have a VA or employee do to help you with marketing, for example? That depends on your objectivesÂ and what you’re willing to do to accomplish them.

If you want to do Facebook advertising, you can have an assistant find keywords, create the ad graphics and copy (or co-ordinate with freelancers), and manage the campaigns.

If you have my new course on getting referrals from lawyers, you would have your assistant find other lawyers that you can contact to discuss referrals and joint ventures. The VAÂ can compile details about what they do, make the initial contact on your behalf, and follow-up with those who respond affirmatively.

Do only those things that only you can do and delegate everything else. But first you have to figure out what needs to be done.

GetÂ more referrals from other lawyers: click here

Filed Under: Increase your income, Law office management, Marketing legal services, Productivity, Time Management Tagged With: Delegating, delegation, VA, virtual assistant

Marketing online is easier than you think

August 18, 2015 by David M. Ward

I have a blog but I am not a blogger.

There’s nothing wrong with blogging, it’s just not what I do.

Bloggers focus on engaging their visitors and social media connections. They encourage visitors to leave comments and to visit their social media pages, and they spend time reading those comments and responding to them.

I don’t. In fact, I don’t get many comments. Lawyers are busy. I am, too. If I got lots of comments, I’d probably turn off the comment function on my blog.

Yes, I have a blog. But that doesn’t make me a blogger. Bloggers have lots of guest posts, interviews, videos, graphics, and links to other sites. I don’t. These aren’t important to me.

I’m not a blogger. I write emails to my subscribers, share information, teach and train, and tell stories. I communicate with my subscribers, provide value, and sell my products and services.

I do post most of my emails on my blog, however. This brings search engine traffic. I have more than 1000 posts now, all serving to attract visitors who are looking for marketing and productivity ideas and solutions.

I also get traffic from social media, as visitors share my content with their connections. (I don’t do much with social media myself.)

The content on my blog does something else for me. It shows visitors that I know what I’m doing and howÂ I can help them. I don’t have to work hard to convince them to buy my products or services. The content does most of the convincingÂ for me.

Having an email list means that when I launch a new product, as I just did, I send an email to my list and get a crush of orders.

I don’t spend a lot ofÂ time on marketing, either. Once I have an idea for an email/post, I write the first draft (usually) in five minutes. In thirty minutes (usually), it’s done and sent and posted on the blog.

Why am I telling you this? Because I want you to know that you can do what I do. You can build your practice by building an email list and posting content on your website (blog).

You can build a list of prospective clients and referrals sources and stay in touch with the people on that list, and use your emails as content for a blog.

If you’re still on the fence, take my “today” challenge. Write a short email today explaining what you do for your clients. A few paragraphs is all you need.

Here, I’ll help you: “I help people get/keep/avoid __________. I do that by ____________”.

Pretty easy, huh?

Now, email it to someone. And post it on your website.

Guess what? You’re not a blogger, either. But you’re doing what I do.

Marketing online is easier than you think. If you want to know where to start, or where to get ideas to write about, I’ve laid all that out for you in Make the Phone Ring.

Filed Under: Blogging, Email, Marketing legal services, Newsletters, Online Marketing, Web traffic

Lawyer to Lawyer Referrals–New Referral Marketing Course Launches

August 17, 2015 by David M. Ward

Do you remember the last time a lawyer sent you a referral? How would you like to have that happen every day?

My new marketing course,Â Lawyer to Lawyer Referrals: How to Get More Referrals From Lawyers and Other ProfessionalsÂ shows you how to get more referrals from the lawyers you know, and how to get more lawyers to become a new referral source for you.

Of course lawyers are potentially one of your best sources of referrals.

Sure, your clients may be willing to send you referrals. If they donâ€™t know anyone who needs your services right now, however, thereâ€™s not much they can do. But lawyers talk to people with legal issues every day of the week. Unless those lawyers handle â€œeverything,â€ they canâ€™t help everyone.

They can either turn those people away or refer them to other lawyers. Like you.

In fact, many lawyers have the ability to send you a steady stream of referrals, month after month, year after year. If you have a systematic method of showing them how you can help their clients and prospects and business contacts. . .

YOU WILL GET MORE REFERRALS

But it gets better. Not only will you get more referrals from other lawyers, the clients they send you are often better clients than you typically get through other means such as the Internet or advertising.

Theyâ€™re better because they are pre-screened by the referring lawyer. The lawyer knows if the client is a good match for you and if they can afford to hire you. They can also â€œsellâ€ the client on you and your abilities, making it less likely that the client will â€œshop aroundâ€ and more likely that they will hire you.

The referring lawyer can also provide you with pertinent information about the client and their situation, making it easier for you to relate to those clients and do a better job of showing them how you can help them. As a result, referred clients tend to sign up more quickly and with less effort on your part.

And referred clients are themselves more likely to provide referrals.

Lawyers get referrals from a lot of sourcesâ€”clients, prospective clients, business contacts, friends, business owners, and other professionalsâ€”but one of the best sources of high quality cases or clients are referrals from other lawyers.

In Lawyer to Lawyer Referrals youâ€™ll learn

Why some lawyers almost always get more referralsâ€”and how to become one of them
The SIMPLEST way to get more referrals from other lawyers (withoutÂ asking for referrals)
A proven system for increasing referrals by up to 1,000%
What to say to lawyers who â€œoweâ€ you referrals
How to get referrals from your competition
How to use incentives and “referral devices” to get even more referrals
How to set up simple joint ventures with other lawyers. Donâ€™t wait for referrals to happen, MAKE them happen
What to do about referral fees
The ultimate, long term, best way to get other lawyers to send you MOST or ALL of their referrals
What to do when you donâ€™t have referrals to send them (i.e., when you can’t reciprocate)
How to get referrals as a new lawyer or when starting a new practice
A 7-step process for getting all the new referral sources you couldÂ ever want

One of the best things about this course is that it allows you to â€œautomateâ€ your referral program with a â€œreferral letterâ€ that does most of the work for you. Itâ€™s not as simple as mass mailing letters to other lawyers, but itâ€™s close.

Have you ever had a lawyer tell you they sent you a referral, but you donâ€™t know what heâ€™s talking about because you never heard from the client? Your referral letter will make sure that doesnâ€™t happen.

Lawyer to Lawyer Referrals is the ultimate referral-getting system for any lawyer. It comes with scripts and step-by step instructions and everything else you need to start getting more referrals immediately.

GET MORE REFERRALS IN 15 MINUTES A DAY

You may be wondering if this system will take up a lot of your time.

Nope.

You can get everything set up in a few hours, and then spend as little as 15 minutes a day â€œworkingâ€ the system. And you can delegate some or all of the daily activities if you want.

The course comes with a Bonus Quick Start Guide to help you get your referral program set up and working. Then, you can use the system over and over again, to get more referrals from the lawyers you know and to get more lawyers and other professionals on your â€œteamâ€.

No matter how many referrals you now get in your practice, you are about to learn how to get more. Lawyer to Lawyer Referrals comes in pdf format and is available for immediate download. You can use PayPal or a credit card.

Lawyer to Lawyer Referrals is only ~~$79~~ $59 for a limited time. Click hereÂ to order.

Filed Under: Marketing legal services, News, Referral sources, Referrals