Another day, another newsletter alternative

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Yesterday, I suggested sending an occasional “client alert” as a less-demanding alternative to the usual newsletter.

It takes less time and can bring you a lot of repeat business and referrals.

Today, another idea:

News and information for professionals and other referral sources.

You send occasional alerts or bulletins to other lawyers, business owners, and anyone else on your contact list who might like to know what’s going on in the legal world you inhabit.

You can do this for:

  • Other lawyers in your practice area
  • Lawyers in other practice areas
  • Business owners, executives, community leaders
  • Anyone you know who might send you referrals, and/or introduce you to other professionals who can.

Yes, you can include professional contacts who are themselves prospective clients, and anyone else with whom you would like to stay in touch.

One difference between this and the alert you send to clients, however.

With the client alert, I said adding your comments is recommended but not essential. With a bulletin sent to lawyers and other professionals, I suggest always including your comments.

Why? Because with clients, the alert is about staying in touch and building the relationship. That’s also true with professional contacts, but with the latter, you also want to position yourself as a thought leader in your field.

Thus, the necessity of including your thoughts.

Tell them what you think, what you’re doing with the information, and what you think they might want to do with their clients, practice or business.

Of course there are no absolutes here. Do what feels right for you and your practice.

But do something.

Repeat business and referrals are waiting for you.

How to build your law practice with newsletters

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It’s a memo, Jim, not a newsletter

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Maybe you’re not ready to write a newsletter. Or maybe you tried it and gave up.

You see the value of staying in touch with your clients, but you don’t want to take the time to do it, or you don’t know what to say.

If you’re willing to reconsider, to do a “test drive” and see if it really is worth it, I have a suggestion.

Instead of a newsletter in the usual sense—sent to anyone who subscribes—consider sending something only to your clients.

You have their email and permission to contact them. You don’t need to add a form to your website or do any list building.

You already have a connection—they know, like and trust you, so you don’t have to do anything newsletter-ish.

And you don’t have to stick to a regular “publishing” schedule. You can write to them if and when you have something to share.

In prehistoric times, when a lawyer had something to share with their clients—an article, news, case summaries, business or consumer tips, or anything else they thought might interest their clients—they’d make copies and put them in the mail.

It was a way to keep their clients informed, add value to the relationship, and remind their clients that they were still there to help them (or someone they know).

You can do the same thing with email.

Set up a file, collect articles or tips or ideas, and when you have a few, put the blurb and/or a link in an email and click send.

You can comment on the tips or information if you want to, and while this is a good idea, it’s not required.

That’s right, you don’t have to do any writing or editing or make anything look pretty. Just send.

Because it’s not a newsletter.

And because most of the value of this exercise, to your clients, and to you, is in the sending.

If you’re ready to write a newsletter, this shows you everything you need to do

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Put yourself in the top 2%

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Have you ever been reading an email or a blog post and forgotten who wrote it?

That’s the 98%.

Most lawyers who create content fall into that category. Forgettable.

The 2% are the ones people notice and remember. They’re also the ones people buy from and tell their friends about.

The rest fade into the woodwork. Because they all look the same.

They talk about the same subjects, use the same examples, and measure the temperature of their message with the same thermometer, meaning they don’t let things get too hot or too cold.

How about you?

If you want to get noticed, remembered, and followed, if you want clients to hire you instead of another attorney, you need to be in the top 2%.

That means being different and there’s no easier way to do that than to create content that’s different.

Different subjects, different appearance, different style.

Especially style.

When other lawyers write stilted prose and you use a bit of color and personality, when other lawyers say what’s expected and you are a contrarian, when they write about boring topics in boring ways and your content is interesting. . .

It won’t take much for you to stand out.

How do you do this?

Make your content interesting and helpful. Infuse your content with human interest (stories), details from your professional and personal life, and strong opinions. Be different, tell them what they need to do, and why.

Don’t just deliver information, speak to your readers. And don’t hold back.

You know you’re doing it right when you write something or say something that scares you a little.You should feel a little heat in the pit of your stomach—as if you’ve gone too far or are doing something wrong.

When you feel that heat, it means you’re on the right track.

If you aren’t feeling that burn, you aren’t trying hard enough. And your audience will know it. And lump you in with 98%.

You will get feedback. Some readers will love what you’re doing and tell you they read you every day. Some will tell you’ve gone too far and leave you for gentler pastures. (Ask me how I know.)

None of that matters. All that matters is that:

  1. Your list is growing, and
  2. Your practice is growing

If those two numbers are moving in the right direction, stay the course.

It’s not easy to show your market that you’re better than the competition, but it is easy to show them you’re different.

And now you know a simple way to do that.

Email marketing for attorneys

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If a guy named Howie wrote your newsletter

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Most lawyers who write a newsletter or blog or post articles on social media do something you would expect a sober professional would do. They write about serious topics and use a serious tone throughout.

While that’s generally the right call, they risk being uninteresting, predictable, and just plain boring.

All work and no play made Jack a dull boy.

Eventually, readers and followers stop reading and following.

Which kind of defeats the purpose of publishing content and staying in touch with people who can hire you and send you referrals.

If this sounds a bit like your story, take heart. The solution is simple.

Put some fun in your writing.

A dash, a dollop, a sprinkle can go a long way.

You don’t have to do a stand-up routine, just make make the occasional wry comment or play on words.

You don’t have to be silly, just report something amusing you saw or heard.

You don’t have to go completely off topic, just include a side note here and there.

You want your readers to look forward to hearing from you because they know you’re going to say something interesting or something that puts a smile on their face.

And they’ll love you for doing that because most lawyers don’t.

One place to start is in your titles and email subjects. Take what you’ve written and see if you can juice it up. Make people curious about what’s inside.

That’s what I did with the title of this post.

Start collecting interesting headlines and titles you see in the articles and emails you read, the ones that make you curious and want to continue reading. You may be able to use them by changing a word here and there to come up with something suitable for your readers.

You’ll also get better at writing your own.

You can make your articles and emails more interesting and fun to read by including things like a surprising statistic, a bold prediction, a pithy quote or a relevant story.

Give readers a taste of color or contrast, something to think about and remember. They’ll have fun reading your article and eagerly await your next.

Email marketing for attorneys

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Would you write more often if you could do this?

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A blog post or newsletter can be brief. A few paragraphs, even a few sentences.

As long as you say something valuable or interesting.

Seth Godin and others do it. I just did it. You can, too.

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‘Til your daddy takes your T-Bird away

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I’m guilty of this myself. Too much information in my articles and posts. Telling you what and how, why and when. Giving you bullet points and instructions, telling you what to do and how to do it.

There’s nothing wrong with the how-to’s, of course. It’s just that there are other things to talk about.

Suppose you and I were buds. We get together for to hang out, shoot the shite, bring each other up to speed on what’s going on.

We have a few adult beverages and share a few laughs. In other words, we have some fun.

Why can’t we do that online?

We can and we should.

When we write a blog post or article, when we record a video or podcast, when we post on social media, we don’t have to be “all business, all the time.”

That doesn’t mean being unprofessional or always going for the laugh. It means letting down our hair, speaking or writing informally, and sharing information and ideas that aren’t strictly law-related.

If you had an interesting day, tell people about it. If your son or daughter tells you something funny that happened in school, share it. If your neighbor charges his Tesla at night and you can hear that annoying electric hum through the wall of your house and it drives you crazy, mention it–like I just did about my neighbor.

We can also have fun playing with language. One way is to use phrases your readers don’t expect you to use. You feel me? Are you picking up what I’m laying down?

You know, fun.

Now, you may be wondering, why. Why should we put fun in our writing or speaking, or for those of us who do it already, why should we do it more?

Because our readers want us to.

They want to see our human side. They want us to make them smile. They want to have more fun, and and they don’t want us to give them homework every time they hear from us.

Yes, we should teach our readers something. But we can do that and also entertain them for the few minutes it takes for them to read what we write.

It’s called infotainment. A friend of mine describes it as “Education wrapped in candy.”

Give your readers their peas and carrots but also give them dessert.

You may find it difficult to do this, to loosen up in front of an audience who is used to you being straight. But you can do it (it just takes practice) and when you do, you’ll be glad you did.

You’ll enjoy writing more. You’ll get more replies and engagement from your readers. You’ll build a following instead of just a list of people who consume your content.

Which means you’ll also get more business.

Start slowly. Add a sprinkle of lighter material here and there. One way you could do that is to make your usual (boring) legal point and then use a colorful analogy or story to illustrate it.

A spoonful of sugar makes the medicine go down.

Give it a try. You might find you’re good at it. You might enjoy it immensely. It might give new life to your writing and speaking.

One thing’s for sure. Your subscribers will love it.

They’ll look forward to your next post or email or presentation, and they’ll tell their friends about you, because you’re not like all those other (boring) lawyers.

Email Marketing for Attorneys

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I’d like to interview you for my newsletter

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That’s you speaking to a fellow lawyer, a business contact, a client or friend. Someone you know who might have something to say your readers might like to know.

Another lawyer sharing a few tips about their practice area. An accountant or financial planner speaking about taxes, investing, debt or credit. A real estate broker speaking about your local market. Or one of your business clients talking about how they got started and sharing some advice for someone who wants to start their own business.

You tell them you’d like to interview them for about 20 minutes, over the phone, or you can email them some questions. They get exposure for their business or practice, your readers get to learn something new, and you get the day off.

Well, almost. You still need to edit the interview and post it but the hard work is done by the interviewee.

You supply the questions, they supply the answers.

If you say “pretty please,” they’ll also supply you with some of the questions. Questions they’ve been asked in other interviews or things they think your readers would find interesting.

They’ll also tell you what they’d like you to say about them. If not, grab their bio from their website.

Interviews are incredibly easy to do. They’re also a great marketing tool for you.

How so?

For one thing, some of your interviewees will ask to interview you for their newsletter or podcast. Or invite you to speak at their event or write a guest post for their blog.

You get more traffic, more subscribers, and more clients. One interview per month can bring you a lot of business.

In addition, doing interviews gives you the perfect excuse to reach out to influential people you don’t know but would like to. You’ll make some new contacts, some of whom might provide referrals and introductions to other influential people.

Are your wheels spinning? Good. Go tell someone you’d like to interview them.

Get my ebook on how to interview experts and professionals here

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Want more free traffic? Do this

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You write a blog or post articles or other content on your website and you want more traffic.

More people reading what you write, more people inspired to contact you and hire you. The type of content people want to read and will gladly share share with friends and business contacts.

Your wish is my command.

One of the easiest and best sources of content comes from your readers themselves. Ask them what they want to know.

What questions do they want you to answer? What do they want you to write about? What feedback do they have on something you’ve already written?

Ask them what they want and then give it to them.

When you do that, your subscribers will read your articles to see how you answered their questions. Your other subscribers will also read them because they likely have similar questions. Visitors to your site will read your posts for the same reason.

You’ll get search traffic from people who type the very questions you answer into a search engine, and traffic from readers who share your content with their friends.

Plus, when you answer readers’ questions, you don’t have to scramble to come up with ideas to write about.

In addition, as you answer questions, your other readers see that they can submit questions and ideas and do just that.

Hold on, a lawyer in the back of the room has his hand up. He says he likes this idea and wants to know where to start.

Start with your email inbox. No doubt your clients and prospects have asked you many questions over the years. Now you can answer them.

Ask your blog and newsletter readers and social media connections to submit questions or ideas.

And keep your ears open.

People ask you questions all the time. You may see them as an annoyance, people looking for free advice. Instead, see them as fodder for your next post.

What’s that? You don’t have a big list of followers or subscribers? Your subscribers are bashful and don’t typically ask questions or submit ideas?

No problemo.

Visit other attorneys’ blogs in your practice area and see what their subscribers are asking them.

Well, there you have it. And easy way to create more content and get more traffic. What else would you want to know?

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You can write this type of article in 15 minutes

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In a previous post, I said the quickest and easiest type of article to write is a listicle. Ten ways to do this, five reasons you shouldn’t do that, seven steps to getting this result.

They’re easy to write because they are basically just bullet points or short paragraphs.

But while the writing is easy, if you don’t happen to know “five things” or “seven steps,” you may have to do some research to flesh out your article. Which means that this type of article may take you more time to write than you would like.

If you want to write an article in a matter of minutes, you need to write one that doesn’t require any research.

You need to write a personal recollection.

Something you did, something someone told you, something you thought.

Think about the last client you signed up who said something that made you smile, or something interesting or unusual about their case.

Think about something you did last weekend, something that happened to you when you were in college, or something you’ve been thinking about for a long time.

The idea may not come to you right away, which is why it’s important to keep a running list of ideas you can dip into. Interesting things, helpful ideas, amusing stories. Things that contain a lesson or illustrate something your readers might like (or need) to know.

But when you have the idea, you can write the article quickly, because it’s just a matter of telling the story. No research required.

Describe what happened and what you thought about it or why it’s important. Invite your readers to tell you what they think or ask them if they have had a similar experience. Make a final point and. . . you’re done.

If you’re taking more than a few minutes to write a personal recollection, you’re working too hard.

Want more ways to write faster? Get my email marketing course here

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5 easy-to-write topics for your newsletter or blog

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If you’re struggling to find topics to write about in your newsletter or blog, or to post on social media, the place to look for ideas is right under your nose.

Start with the obvious. The things you do every day. 

These also tend to be the easiest ideas to write about–the kinds of things you could write in your sleep, or in the shower as one subscriber recently told me she does.

Here you go:

1. Check your email. What questions are your clients, prospects, and subscribers asking you? Answering their questions is about as simple as it gets. 
2. Check your files. No doubt you have or have had an interesting case or client at some time. It may be nothing special to you, but it’s the kind of thing your readers would love to hear.  
3. Put on your law professor’s hat. Explain the law or procedure or legal terms in your practice area. What does it mean, how does it work, what are the steps?
4. Check your calendar. Describe a typical day in the life of a lawyer: meetings, calls, letters, research, drafting, negotiations, settlements, discovery, arbitration, or whatever else you do. 
5. Go through your reading pile. Share your thoughts about an article, book, or blog you read, or a podcast or video you heard or saw. Summarize it, give your opinion, or use the ideas presented to write your own article or post.  

Writing is easy when you write about your world. The things you do or consume daily may be mundane to you but your readers will find them fascinating. 

How to build your practice with a simple email newsletter

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