Other ways lawyers may use social media (besides marketing)

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Lawyers are usually not early adopters. Although more and more lawyers are using social media for marketing, many others feel constricted by their employers’ policies (i.e., firms that insist the attorney promote the firm instead of themselves), by concerns about ethical issues, or, simply, by their natural tendency to “play it safe”.

Many attorneys who have no objection to using social media but are either overwhelmed by the myriad of choices or (believe they) just don’t have the time.

I see social media as nothing more than an electronic extension of the “real world”. It’s still just communication with people you know and people you want to know. We’ve been networking all our lives; why should networking online be any different?

True, the Internet provides reach and permanency that do not exist at a Chamber of Commerce dinner, although the presence of cameras on our phones tends to blur that distinction. But if we mind our P’s and Q’s (does anyone use that expression anymore?) it isn’t difficult to stay out of trouble. And let’s face it, it’s a lot easier and less time consuming to interact via your iPhone than it is to press the flesh, although, arguably, not as effective.

Whatever your viewpoint and experiences with social media, one thing we can all agree on is that it’s here to stay. Like any trend that changes the way people communicate, we ignore social media at our peril.

Social media is starting to be used as evidence, for example.

So, like it not, use it not, we all have to pay attention. Experts say, “lawyers already tuned into social media are not only on the right track, but will have a head start on the competition.”

How about you? How are you using social media in your law practice? Please add your comments below.

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Poll results and NEW poll: What are you doing to increase your income?

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Last week’s poll provided some interesting results. The numbers themselves were as predicted–most who responded said their income and/or number of new clients was down. You can see the results and add your vote if you’d like–the poll is still open.

There were some comments suggesting that attorneys are adapting to the current economic situation by taking on new practice areas.  How about you? If your income has suffered, what are you doing about it? If you’re doing better now than in the past, how did you go about it?

Please take this new poll to share with our readers what you are doing to increase your income. Feel free to add your comments as well.

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Poll: How has the economy affected your law practice?

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How has the economy affected your law practiceHow has the economy affected your law practice?

If you practice real estate law, the last couple of years have probably been rough. On the other hand, some real estate lawyers are reinventing their practices and appear to be thriving. The economy has been good to them.

I believe that while some lawyers are doing better in this economy, most lawyers are not. Most are treading water and more than a few are going under.

To me, this is obvious. There are fewer (paying) clients and fewer jobs for lawyers. This morning I read an article about a law student who looked at the job market and asked the dean of his law school for a refund. I previously noted a law school graduate who sued his law school for misrepresenting his prospects for a job.

So, are things better or worse for you? Are you hanging in there or hanging by a thread? Please answer by responding to this (anonymous) poll:


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Posting to two twitter accounts: what do you use?

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posting to two twitter accountsI have two twitter accounts, one for The Attorney Marketing Center and one for my personal blog (about network marketing and internet marketing). It’s more work to have two twitter accounts, but attorneys who want information about marketing their legal services is a completely different market from internet marketers, and thus, two accounts

Follow me on twitter and I’ll follow you back (if you have something intelligent to say–kidding. . .).

I’ve been using ping.fm to tweet for one account and to simultaneously post facebook status updates. I don’t see a way to use ping.fm to update two twitter accounts, however, and am looking for an alternative solution, both for desktop and my iPhone. I’m looking at tweetdeck and hootsuite, among others.

What do you use and recommend for posting to multiple twitter accounts? Add your comments to this post (and re-tweet it!)

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A marketing plan for lawyers–part two

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In a previous post, we examined the four steps to creating a marketing plan. You learned that a marketing plan should be simple, and that it is an ongoing process, with most of the planning taking place on a monthly and weekly basis.

You also learned the importance of having a long-term vision statement and annual goals.

Before we move on to discuss monthly planning and daily activities, let’s delve a little deeper into the goal setting process.

There are six major areas of life–Career/Financial, Physical/Health, Family/Home, Mental/Educational, Spiritual, and Social/Cultural. For most people, happiness comes from having a well-balanced life, with success in all six areas.

This doesn’t mean you need to set annual goals in all six ares. Some areas may be going well for you right now, or there may be one or two areas that are more important to you this year. Throughout your life, your priorities will change and so will your goals. So, right now, if you want to focus on just one or two areas of your life, that’s fine.

For each area of focus, you should have no more than three annual goals. One is even better.

Sometimes, people confuse “benefits” with “goals”. For example, in the area of Career/Financial, you may have a goal to earn a certain amount of money, another goal to buy a new house, and a third goal to pay off your credit card balances. But the second two are really benefits to be obtained from the first goal, so, in reality, you have just one goal.

Right now, I have just one area of my life I’m focused on and I have one goal in that area. There are many benefits to be derived from achieving that goal and there also many sub-goals I need to hit before I will achieve it. This works for me and you should do what works for you. (You can always change your goals.)

For each annual goal, follow these five steps and you will be well on your way to achieving them:

STEP ONE

Make sure your goal is S.M.A.R.T.–Specific, Measurable, Attainable, Realistic, and Tangible. Write your goal in the present tense, as though already obtained, make it specific, and attach a date. Since we’re focused on marketing, here’s an example of a S.M.A.R.T. financial goal: “I’m excited that I am now earning a net income of $15,000 per month, or more, in my law practice, by or before December 31, 2010.”

STEP TWO

List (a) the benefits to be obtained and (b) the losses to be avoided by achieving this goal. It’s important that you understand the value and importance of your goals and have some emotional investment in them.

Benefits to be achieved

  • Pride, feeling of accomplishment
  • Pay off debts
  • Increase savings, build for the future
  • Hire another paralegal, gain more free time
  • Reduce stress

Losses to be avoided

  • Cancelling next year’s vacation
  • Moving to a smaller office

STEP THREE

List (a) “Possible obstacles” to obtaining the goal and, for each obstacle, (b) “Possible Solutions”.

One of your obstacles is “you”. No doubt there are things you need to learn, things you need to do more of or get better at, or things you need to stop doing. What are they? What obstacles have prevented you from achieving your goal in the past? And what are some possible solutions? (Your goal is not S.M.A.R.T. unless you list possible solutions because without solutions, you can’t move forward.)

Possible obstacles/Solutions [Examples]

  • Obstacle: Me–my lack of patience. Solutions: Read Dale Carnegie, other books, find a mentor who has overcome that obstacle
  • Obstacle: Not enough clients. Solutions: Study marketing, set up a blog, join networking group.
  • Obstacle: Not enough time: Solutions: Find a “time management” system; hire another paralegal.

This will help you identity actions you need to take on the way to achieving your goals and help you identity sub-goals and projects you need to tackle.

STEP FOUR

List specific action steps you need to do to move you forward towards achieving the goal. Schedule target dates for each of these steps and put these dates on your monthly calendar.

These four steps will help ensure that you have meaningful goals, specific action steps and target dates for their achievement.

STEP FIVE

This goal setting process should be reviewed and re-written each month, at your monthly planning session. Ideally, this will take place a day or two before the end of the previous month. “Always plan next month before next month begins.”

Each month, as you make progress towards your goals, circumstances will change and your plan will change. As you move forward, you will conduct a weekly review of your monthly plans and make adjustments to your daily activities. We’ll talk about that in our next post on this subject.

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How lawyers are using social media marketing

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Lawyers are starting to use social media in a variety of ways only one of which is marketing. Twitter, Facebook, LinkedIn, and other social networking platforms, make it easy to find prospective clients and referral sources, as well as other opportunities to grow your practice.

It’s easy to find people online who write for or consult with people in your target markets and it’s easy to approach them (“friend,” “follow”). If you’re not networking online, you’re missing out on a simple, inexpensive, and effective way to grow your practice and otherwise further your career.

I know. I resisted doing so for a very long time.

Then, I discovered Facebook and realized it’s not just a site for college kids. I spent time watching what others were doing and learned what to do (and what to avoid) to meet more people online and do business with them. I’ve made a lot of new friends on Facebook and re-connected with some old ones from high school and even earlier.

I set up a Twitter account, but didn’t use it. I just didn’t “get” it. I do now.

I’ve been blogging for a couple of years now, and this I do get. I just started working with a lawyer and went to her web site for a quick take on what she’s doing. Well, one of the first things I will suggest to her is to add a blog. I believe it is the single most valuable thing a lawyer can do to market their law practice online.

If you’re new to the world of social media (marketing) I can tell you that the individual components–the various sites and resources that are available to use–are relatively simple to understand and begin using, but if you’re like me, you won’t appreciate their power until you have a better understanding of how they all fit together.

Over the weekend, I read “Crush It!” by Gary Vaynerchuk. The book provides a fascinating look into a bigger-than-life personality and a road map for creating a brand and monetizing it via social media. I was surprised at how much I knew (and was already doing) but I also learned a lot. More importantly, the book made me think about my brand, my “DNA” as Vaynerchuk describes it, something every professional needs to think about, no matter what kind of marketing they use.

Another valuable lesson is the importance of being yourself. That’s sometimes hard for professionals to do, but it is our authenticity that makes us simultaneously unique and attractive to the people in our niche.

The bottom line is, once you create your own brand and use social media to connect with people in your niche markets, you will not only do a better job of selling yourself to the world, you will also attract a lot of business via the Internet traffic that is a natural byproduct of the social media network.

Educate yourself and get started. Social media is here to stay and if you take it one step at a time, it is not only remunerative, it’s a lot of fun.

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A marketing plan for lawyers–a lot simpler than you think

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Do you have a marketing plan for your law practice? I’ll bet you don’t. Most attorneys tell me they haven’t had the time to write one and they don’t know where to begin.

The good news is it’s a lot simpler than you think and you can get the most important part done in about an hour.

Most people think a marketing plan is a detailed, step-by-step blueprint for building their business or practice. Yes, plans like this are written every day, but a complex plan is neither necessary nor effective.

You can’t accurately predict what will happen six months or a year from now. There are too many variables. Effective marketing plans are written on the battle field, in real time. As circumstances change, the plan changes, and the plan you start with is almost never the plan that you end with.

Don’t get me wrong, a well planned life is a successful life, but most of the planning is done on a shorter time line–month to month and week to week. The planning process has the following elements:
  1. Long term vision
  2. Annual goals
  3. Monthly plans (and weekly reviews)
  4. Daily actions
You can do the first two in about an hour.

Start by writing a vision statement for the next five years (or ten). Where do you want to be? What do you want for your practice and personal life?

With respect to your practice, how much do you want to be earning? What do you want to be doing, in terms of practice areas, niche markets, and types of clients? Do you want a big, busy practice or something smaller but equally remunerative (e.g., fewer clients, less overhead)? Do you want partners or do you want to work for a firm? Maybe you’d like to be retired from practicing and doing something else. Or practicing part time so you have more time for travel and for your family or anything else. What do you want?

Think big! Turn on your dream machine and don’t limit yourself in any way. In five years, you can accomplish just about anything, so don’t hold back. You are the architect of your life, so make it a good one.

Take about thirty to forty-five minutes and start writing. A few paragraphs to one page is all you need. Write in the present tense, as though you are already living your vision. Some people like to describe their birthday, five years in the future: what they are doing that day, who they are with, what they have accomplished, what they are looking forward to.

Remember, there are no restrictions. Short of defying the laws of physics or being completely unrealistic, you can be, do, or have whatever you want. Don’t be logical about this. No, “yeah, buts. . .”, this is your dream for the future and you should make it as exciting and delicious as you want.

Once you have your vision statement, you know where you want to go. Everything you do hereafter will be designed to move you forward towards that vision.

The next step is annual goals. You can have goals for different aspects of your life–professional, spiritual, physical, and so forth, but within each category, one goal is usually best (and no more than three).

Read your vision statement and choose an annual goal that will move you forward towards that vision in a meaningful way. Write down that goal.

In about an hour, you will accomplished something that perhaps you have never done before. The most important part of any plan is to know the destination, and now you know!

Get out your calendar and find another hour some time before the end of this month. With your vision statement and annual goal(s) in hand, you’ll be able to effectively plan next month. I usually do this on a Sunday morning when it’s quiet.

I’ll talk about the monthly plans and daily actions in another post, but I want to leave you with a key to effective planning. If you do nothing else but embrace this concept, you will be incredibly effective in your growth and levels of achievement. What is the key? It’s this: “Always plan tomorrow before tomorrow begins. And always plan next month before next month begins.”

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You wouldn’t be reading this if I didn’t have a blog

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I talk to a lot of lawyers who tell me they don’t have time for blogging or marketing on the Internet (or any marketing, for that matter). You’ve heard me say it before, marketing is the most important part of building a law practice.

I don’t care how good you are at practicing law, if you don’t have (enough) clients, you’re going to starve. And while your reputation and the natural referrals that flow to you as a result of doing a good job for your clients cannot be discounted, if you aren’t regularly engaging in marketing-related activities, you’re making a big mistake.

Marketing will bring you

  • More clients
  • Better clients
  • Better paying clients
  • More time (by hiring and/or outsourcing more lawyers and staff)
  • Writing and speaking assignments (that further build your reputation and bring you more clients, better clients, etc.)
  • Do I need to go on?

In the online world, you need (a) quality content, in (b) sufficient quantity, to attract (c) more traffic to your web site. People come, they see you as an authority who offers value (good content), and they (a) hire you, (b) refer clients, and/or (c) opt-in to your newsletter or other lists whereby you can stay in touch with them until they are ready to (a) hire you, or (b) refer clients.

But that’s just for starters. The traffic you generate to your blog who like what you have to say will tell others about you and your blog and those others will, in turn, (a) hire you, (b) refer clients to you, and (c) opt-in to your lists whereby you can stay in touch with them until they are ready. . .

And (and this is the big point) those visitors do the same. On the Internet, the growth of your web site and your practice is geometric, as this recent article explains. More begets more and if you’re not leveraging this opportunity for growth, you are missing out.

And so instead of saying, “I don’t have time. . .” you should be asking, “How can I find the time. . .”, because once you’ve made that transition, you will find the time. We all have 25 hours a day (God gave lawyers one extra hour) and we cannot manage time, all we can do is manage our priorities. When your priorities change, so will your schedule.

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How to get clients by email; the right and wrong approach

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I just got an email from a investment company representative that is a classic illustration of the WRONG way to use email to generate new business.

Hi David,

My group wanted to reach out to you to see if you have any interest in our services.

We are an independent, fee-only investment advisor with a proven track record and compelling value proposition. We have a sophisticated investment process that combines individual bonds and equities/ETFs to produce a tax sensitive, highly liquid, totally transparent, risk managed portfolio. Our philosophy is grounded in academically proven methodologies. We don’t do broker talk, just easy to understand investing.

Our CIO was formerly an executive corporate risk manager at BIG COMPANY, and a MAJOR UNIVERSITY grad and CFA. We have a solid understanding of not only equities and bonds but also foreign currency and interest rate risk management. We have retained over 95% of our clients over the last 5 years.

I wanted to see if you were open to exploring opportunities with us? Perhaps I can email you a 1 page breakdown about our firm, bio’s and performance?

Apologize for the email intrusion, however we believe it’s a less intrusive way of an introduction.

Best,

Name
Managing Director
Company Name

Okay, what do you think? Is this likely to bring in any business? What would you do differently?

I’m not concerned that it’s unsolicited. It’s okay to approach prospective clients or referral sources to introduce yourself in an unsolicited email. But you’ve got to do it right and the first thing that’s wrong with this email is it seeks to do much more than that and takes too much for granted about my interest in using this company’s services.

Too much, too soon.

Selling investment services is like selling legal services. It’s a process, over time. It’s based on a relationship between the professional and the prospective client or referral source and trust is integral to that relationship. Trust takes time and must be earned. (It can also be borrowed from a mutual contact who refers the parties).

Before marriage there is courtship and before courtship is the first date. You haven’t even asked me out but you want me to meet your family?

Too much, too soon.

So what’s a better offer? How about information that could help me save or make money, like a report or mp3 or newsletter with investing tips, strategies, or predictions? Or, how about an invitation to a free tele-seminar or web-inar? This would not only provide value it would also allow me to identify myself to you as a potential prospect for your services.

Offer something I want and I can have without a big commitment or a sales pitch. Make it easy for me to say yes.

(There’s another benefit (to you) of offering valuable information: it gives you an opportunity to demonstrate your expertise, which is much better than you simply proclaiming it.)

An offer must contain a benefit. What’s in it for me? What do I get out of it? Had this email offered valuable information I may have been interested in receiving it. The door to our relationship would have opened. You would have gotten my attention and eventually, over time, as trust is built, we might begin courting.

Another problem with this email is that it’s all about you–your firm, your experience, you, you, you. Talk to me about me–my concerns, my desires, my portfolio. I’m interested in my life, not yours.

Show me made an effort to learn something about me and what I do, perhaps a comment about my blog . I know it’s a form letter but if you had made any effort to personalize it, you’d have a much better chance of getting my attention.

Marketing is common sense. If we met in person, what would you say to get my attention? What would you offer that might make me interested in speaking further?

Emails like this make me think that common sense isn’t really that common.

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