Is it a good idea?

September 9, 2020 by
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You want to try some new marketing ideas. How do you know if you’ve got a good one?

A bad idea tends to feel bad almost right from the start. You’re forcing yourself to do things you don’t want to do, and feel like you’re wasting time and/or spending money you shouldn’t spend.

A good marketing idea, on the other hand, tends to have these characteristics:

  • Offers services with strong market demand, giving people what they want, not necessarily what they need.
  • Has the potential to provide significant growth or profit. If successful, it could triple your revenue over the next year or two, for example.
  • Generates its own momentum. In the beginning, you’re supplying all the energy to get the idea off the ground. Eventually, you see things starting to happen seemingly on their own. People contact you, for example.
  • Is a good fit for you–your skills, experience, niche, network, and your style. It feels right, especially compared to other things you’ve tried.

The trick is to give the idea enough time and space to prove or disprove itself. You don’t want to hang on to a bad idea too long, but you don’t want to give up on a good idea too soon.

Knowing which is which is the hard part if all you do is look at the numbers. You have to learn to trust you gut.

Good ideas often reveal themselves when you’re in the middle of doing other things. So, make sure you try lots of things, and give them enough time to show you what they’ve got.

When you’re ready to take a quantum leap in your marketing, go here

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Filed Under: Marketing legal services, success

If you don’t like marketing, do this instead

September 8, 2020 by
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If you’re the kind of attorney who says, “I didn’t go to law school to be a salesperson,” or who just doesn’t like marketing in any shape or form, I have a suggestion.

No, I’m not going to tell you you can stop doing it, or that you can outsource all of it. I’m going to tell you to change the way you think about it.

I’m guessing you don’t actually hate the idea of writing things or talking to people, or even how much time it takes or how much it costs.

What you don’t like is letting anyone see you do it.

Because they might think you need the work.

Thus, my suggestion.

Don’t use the word “marketing”.

Substitute the word “communicating,” because that’s really all you’re doing.

You communicate with clients and former clients, prospective clients and professional contacts, and other people in your warm market–sharing information and updating them about what’s going on with you.

You don’t have to “push” or promote; just stay in touch.

You also communicate in the “cold market,” via ads, social media posts, articles, interviews, networking, and presentations. You don’t know these people, yet, but you can communicate with them just the same.

Telling them something, offering them additional information, asking them to contact you if they questions.

It’s not marketing (okay, it is), but it’s also communicating, something you’re good at.

So, if the word marketing leaves a bad taste in your mouth, take a bite out of the word communicating.

All you have to do is decide with whom you will you communicate, what you will say, and how you will get your message to them.

I suggest you start with your warm market, and use email. You can learn everything you need to know, here.

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Filed Under: Communication, Marketing legal services, Uncategorized

Help your clients help you

September 4, 2020 by
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You want your clients to provide you with testimonials, reviews, and referrals. Many are willing to do it but don’t do it because they don’t know what to write or how to do.

Help them. Teach them what to do and show them how to do it.

You can put instructions on a web page or in an email that goes out towards the end of the case or engagement.

You can provide them with checklists, sample language, and examples of what other clients have said or done.

You can teach them what a good referral looks like, what to say to their friend about you, and what to do to comfortably make the referral.

You can also create a review/testimonial template–something like this:

Testimonial/Review Template

  • I contacted [lawyer/firm] because. . .
  • I needed/wanted [desired outcome]
  • The result was. . .
  • One thing I liked best was his/her/their. . .
  • I will hire [them] again if I need [more legal work/updates/other]
  • I would recommend [lawyer/firm] to people who need. . .

You could also provide clients with a handful of good reviews (or testimonials) you’ve received. Not only will this give them ideas about what to say about you, it will also empower them to do it by providing social proof that this is what satisfied clients do.

Make it easier for your clients to provide reviews, testimonials, and referrals, and you’ll get more of them.

Get more referrals by teaching your clients how to make referrals

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Filed Under: Referrals Tagged With: ,

When was the last time you took inventory?

September 3, 2020 by
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Of all the things you do, in your practice and personal life, some things contribute more value than others. By taking inventory of everything you do, you can identify your most valuable activities, so you can do more of them.

You’ll have the time to do that, of course, by curtailing activities that contribute little or no value.

Taking inventory starts with choosing an area of your life where you’d like to be more productive or successful. Let’s say that’s your practice.

The first step is to write a list of everything you do in that area–all of your tasks, projects, habits, and routines. For your practice, include the different kinds of client work you do, all of the admin, and all of your marketing.

Add a number to each activity on your list. If there are 50 activities, number them 1-50, so you can identify each one separately.

Next, make a second list. Write down all of your successes in this area of your life. In this case, your practice.

These successes might include things like winning one or more big cases, getting a lot of traffic from a profile of you that appeared in a prominent publication, meeting a well-connected professional who helped you get a spot on a speaking panel, a successful ad campaign, or things you did to reduce your overhead without hurting your bottom line.

These could be one-time wins or things that bring you ongoing benefits.

When your “success” list is done, go through it again and next to each item, add the number of each “activity” (on your first list) that contributed to it.

For example, you might connect “reading blogs in your target market’s industry” and “writing articles for your target market’s publications” with the positive result of being introduced to a major center of influence in your client’s niche, which led to several new clients.

By connecting activities with results, you can see where the things you’re doing are working.

Whatever is left–activities you can’t connect to significant results–should either be eliminated, minimized, systematized, or delegated.

Finally, look at your success list and identify things you didn’t connect with an activity. Ask yourself what you could do to make results like these happen more often.

For example, maybe you met someone accidentally who hired you for a lot of legal work. Ask, “What can I do to meet their colleagues or counterparts?”

When you take the time to link your activities with your results, you’ll be able to see where you should spend more time and resources, and what you should do less of, or not at all.

How to meet and get referrals from other professionals

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Filed Under: Law office management, Marketing legal services, Productivity

Here’s your referral ‘Plan B’

September 2, 2020 by
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You probably know you’ll get more referrals if you say something like this to your clients and contacts:

“We’re always looking for more clients and your referrals would be appreciated”.

You just don’t want to.

Well, here’s something else you can do.

It’s something you see and hear all over the Internet–in every video, podcast, article, and blog post. Everyone asks readers or listeners to “Like, Share, and Comment”.

It’s so common, many people don’t notice it. It’s part of the furniture.

And yet, it works. People do share, and when they do, new people come and watch or read or sign up.

So, if you’re uncomfortable directly asking for referrals, do this instead. Ask people to share your post, your video, your link, an invitation to your upcoming event, or a replay of your recent one.

You can “ask” in the content itself, on social media, and at the bottom of your newsletter. You can even ask at the bottom of your regular emails.

Add one sentence–an offer of a report or checklist or resource guide–and a link to a page where readers can download it or get more information.

Easy, right?

You can even do this in person (if that’s ever a thing again).

Hand the client print copies of your article or report, or extra business cards or brochures. Ask them to share with people they think might like a copy.

Or. . . don’t say anything. Most people know what to do.

More ways to get referrals without asking

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Filed Under: Referrals

Stop the World, I Want to Get Off

September 1, 2020 by
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When you’re anxious, stressed, frustrated, fed up, crying like a baby, or ready to hit something (or someone), and you don’t know what to do about it, I have a suggestion.

A little something called “a plan”.

Write down a goal, a deadline, and a list of steps you can take to achieve the goal.

The actual plan isn’t important. The act of planning, however, as Dwight D. Eisenhower famously said, is everything.

That’s because the act of planning helps us to clarify what we think, what we want, and what we need to do. It allows us to funnel our thoughts and emotions in a constructive direction.

The plan itself will change. Many times, no doubt. New ideas, new information, new feedback–the plan you ultimately follow often looks nothing like the plan you start with.

But at least you started. Something you might not have done without planning.

Planning has another benefit. For a few minutes at least, we get to assert a degree of control over our day. We get to decide what we’ll do, and when, what we won’t do, and why.

And it feels good.

Planning allows us to escape our burdens, feel empowered, and get excited about the future.

Some of us do a lot of planning. We love to make lists, re-arrange the items on it, and manage our lists with new apps and new systems.

We enjoy the planning process because it’s a way to avoid the harsh reality of the real world that.

Planning is a form of escapism.

Planning feels good because it doesn’t require a lot of effort, brain power, physical movement, tough decisions, or problem solving. It’s just our thoughts and a piece of paper.

Compared to “doing,” planning is just plain fun.

So, when the world feels like it’s spinning out of control, or you simply have too much to do and don’t know where to start, take a few minutes and create a plan, or grab your list and redo the existing plan.

You still have to take action, of course, but the act of planning will make that a lot easier because you’ll feel a lot better about where you are and where you’re going.

Here’s a plan to get more clients and increase your income

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Filed Under: Dealing with stress, Productivity

Why some clients think their attorney is a cold bastard

August 31, 2020 by
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Listening is one of the most important skills for an attorney. Too often, an attorney will hear what the client or other person said, decide they understand their point, and immediately start formulating their response.

They may be right in their assessment, but one of the most important parts of listening is showing the other person you are.

When a client thinks you’re not listening, they think you don’t care about them or their case, or you’re not good at your job. Either way, they think less of you.

Effective listening isn’t passive listening, however. Just being quiet isn’t enough. The client needs to know that you not only hear them, you understand them.

A few Do’s and Don’ts.

  • DON’T do other things during the conversation (other than taking notes). If you can’t give the other person your undivided attention, because you’re late for a meeting, for example, explain this and re-schedule.
  • DO make eye contact. Nothing says “I don’t care about you” more than avoiding the other person’s gaze. (I’ve seen professionals do this more than once; it’s unnerving).
  • Ask questions, to clarify and amplify what happened, what they think about it, and what they want.
  • Acknowledge and validate their feelings, based on what they say and how they appear. “I can see you’re frustrated/angry. . .”, “I can see why that would be a problem. . .” , “I’d feel the same way if I were in your shoes”.
  • Repeat it back to them. A great way to clarify what they’re saying is to repeat it. “What you’re saying is. . . right?” “Let me make sure I understand what happened. . .”, “So you want your investment back and a public apology, right?”
  • “Is there anything else?” Don’t assume they’ve told you everything. Continue to prompt them to tell you more, until there’s nothing left to tell.

Yeah, I know, some of this is just good lawyering skills, but it doesn’t hurt to have a refresher.

It also doesn’t hurt to hear how you sound from the client’s perspective, so record the conversation and play it back, latter, over a stiff drink.

If you have the client’s permission, play the recording for someone you trust to give you an honest assessment of your listening skills.

Something else:

It’s also important to show people you’re listening when you reply to their email, letter, or text. But that’s a subject for another day.

Good client relations leads to repeat business and referrals

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Filed Under: Client loyalty, Client relations, Communication

The ultimate marketing metric

August 28, 2020 by
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You want more new clients. You focus on traffic, visits, clicks, friends, follows, likes, comments, and subscribers. In an online world, these are the metrics that count.

You focus on growing your list because you know that the bigger it gets, the more new clients (and repeat business) you’ll get. You create more content for the same reason.

Or, maybe you keep things simple. You note the number of calls or email inquires or leads you got from prospective clients this week, how many make an appointment, and how many signed up.

If you are an experienced networker, you record the number of prospective referral sources you met this week, or how many phone calls or online chats you booked.

It’s all good. These numbers are valuable. They give you a way to track your time and your dollars. They let you make better decisions and improve your results.

I’d like to suggest another metric, however. Something else to look for and add to your spreadsheet.

At the end of each day or week, record the number of opportunities you found for helping people.

Brian Tracy said, “Successful people are always look for opportunities to help others. Unsuccessful people are asking, ‘What’s in it for me?'”

Corny? Impractical? Imprecise?

Maybe. Or maybe it’s the answer to everything.

It keeps you focused on speaking to people with legal problems you can solve. How many did you find and talk to this week?

It keeps you focused on prospective referral sources–professionals, business owners, bloggers, and others who need your referrals, your introductions, or your knowledge to share with their readers or listeners.

More than this, more than counting their numbers, when you focus on finding people you can help, it changes the way you think about marketing.

And, continually asking yourself, “What can I do for them?” instead of “What’s in it for me?” will also change what others think about you.

Which means instead of needing to look for clients and opportunities, you’ll begin to attract them.

Which is the ultimate measure of marketing success.

If you’re ready to take a quantum leap in your marketing, go here

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Filed Under: Marketing legal services

How to loosen your marketing sphincter

August 27, 2020 by
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Many attorneys are uptight about marketing. So they put forth a token effort and see poor results, or they don’t do it all.

If you’re in there somewhere, this is for you. Marketing can become your best friend if you let it.

Start by letting go of bad memories–ads that bombed, speeches that flopped, networking that left you cold. Let go of all the time you wasted and the money you flushed down the drain.

Also let go of negative feelings you may have about about marketing making you uncomfortable. It doesn’t have to. And it won’t, once you realize that marketing is merely a conversation you have with people you know or people who have expressed interest in what you can do for them.

Marketing doesn’t mean shoving anything down anyone’s throat. Marketing is answering questions, something we both know you’re good at. It’s sharing information, something you no doubt you have plenty of. It’s providing examples about other people you helped, and letting their stories persuade people that you can help them, too.

You like helping people, right? Marketing lets you do more of that. It helps the people who read or listen to your words to better understand their situation and find their way to a better outcome. Without this, their pain might continue, or they might choose the wrong attorney, making things worse.

You don’t have be great at marketing to be effective. In fact, a little clumsiness can be a good thing. People don’t want “slick,” they want “real” and down to earth.

You don’t have to do all kinds of marketing. You can focus on what you like and what you’re good at.

I like writing. I like doing interviews. I like advertising. I really like email. So, that’s what I do.

How about you?

You have a lot of options. Find one that feels good and start there.

If you’re not sure, I suggest starting with your website or blog. Post some information about the law, about your services, and what you can do for someone who visits your site and needs your help.

You know, the kinds of information you already share with people who ask what you do.

My course, Make the Phone Ring, shows you what to do.

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Filed Under: Marketing legal services, Online Marketing

Choose wisely

August 26, 2020 by
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Let’s say you want to grow your practice so you ask yourself, “What can I do right now to move my practice forward?”

You have many options.

You could. . .

  • Contact old clients (stimulate repeat business and referrals)
  • Start an email newsletter
  • Write a blog post
  • Run some ads
  • Create a new lead magnet
  • Talk to other professionals about doing a cross-promotion
  • Work on a new presentation
  • Find some (online) networking opportunities

And so on.

Which do you choose?

Choose the right option(s) and you might quickly get more leads and inquiries, speak to several prospective clients, or meet someone who is willing and able to send you referrals.

Choose poorly and you may waste a lot of time and money.

Yes, there is value in trying lots of things–to see what works, and what works better, to see what you like and are good at, and what turns your stomach, to see what you can scale and what is likely to work only once or twice.

Try everything, and keep trying until you find what’s best.

But there’s something else you can do. You can ask yourself another question:

“What should I NOT do right now to move my practice forward?”

This can actually be a more valuable question to answer, because it can help you avoid making mistakes or overwhelming yourself with too much to learn and too much to do.

Knowing what not to do can save you a lot of time.

To answer the second question, look at what most lawyers in your field are doing to build their practice and. . . do the opposite.

Most lawyers, even successful ones, don’t get marketing right. They might be successful because they’ve been at it for a very long time. They might have contacts who give them an edge. They might have gotten lucky. And they might have no idea how they did it.

So don’t take what you see at face value.

Some lawyers are very good at marketing, however. When you find them, study them, reverse engineer what they did, and if they’ll talk to you, try to get the complete story.

You could also hire someone who knows what they’re doing and ask them to tell you what NOT to do.

“Start with this ONE THING. . .” or “Don’t waste your time with that right now, do THIS instead. . .”

It can help cut through the clutter and give you the direction and clarity you crave.

You may already know what to do, and what not to do. Sometimes, it helps to get a second opinion.

If you don’t know, talk to someone who does.

If you’d like to talk to me, contact me here

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Filed Under: Coaching, Marketing legal services
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