Communication Archives - The Attorney Marketing Center

You talk too much

March 5, 2026 by David M. Ward

If you’re not getting enough leads or inquiries from prospective clients about your services, if you’re not booking enough appointments for consultations, there might be a very simple reason. It might be because you’ve already told them everything (they think) they need to know.

Information is good. Educational marketing is highly recommended. But if you put too much information in your marketing materials and answer too many questions before a prospective client speaks to you, you might be shooting yourself in the foot.

In marketing, your job isn’t to tell people everything. It’s telling them enough to get their attention and prompt them to want to know more. You do that not by giving them more information but by withholding it.

Each question you answer in your article or email or ad risks making prospective clients less likely to contact you.

And that might be why you’re not getting all the leads you want.

But this doesn’t mean doing what a lot of attorneys do, giving no information. You can’t expect client inquiries if your marketing materials provide little more than a list of practice areas or services.

You need to strike a balance.

Give enough information—about the law, about what you do and how you help your clients—to intrigue prospective clients and motivate them to contact you about their specific situation.

Don’t tell them everything in advance. But don’t tell them nothing.

Make them curious enough to visit your website, download your report, sign up for your seminar or newsletter, or make an appointment.

Make them curious enough to take the next step.

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Filed Under: Communication, Content creation, Copywriting, Marketing legal services

Stop writing articles and blog posts

February 17, 2026 by David M. Ward

You know that articles and blog posts and other forms of content can attract prospective clients and repeat clients, and you know how to write them. But, unless I miss my guess, you don’t write them as often as you should.

Because they take a lot of time. Planning, research, writing, editing, posting, reading and responding to comments—it’s a lot of work and you’re busy guy or gal.

So, don’t write them. Write an email instead.

Emails are easy to write and don’t take a lot of time. And because it’s “just” an email, you don’t feel the pressure to write something worthy of publication, so you don’t resist writing it.

Write an email to your prospect or client, or professional contact and tell them something you think they need to or want to know. Share a thought, ask a question, tell them something you recently learned or did or thought, and thought might interest them.

So much easier than writing an article, isn’t it? No pressure. It’s just an email. A couple of hundred words and you can write it and get it out the door in ten or 15 minutes.

Which is why you’ll do it.

And guess what? The best part is that a short, informal email like this is often more effective than longer, formal articles and other content.

Because your reader doesn’t have to set aside time to read them or take notes, so they read them more often They open their email, skim your article, think about you in a positive light, and go on with their day.

What’s quick and easy for you to write is quick and easy for them to read. And they do.

Content marketing isn’t just about being a lawyer and showing how much you know. or do It’s at least as much about connecting with people and letting them know you’re still around and thinking about them.

Yeah, staying in touch.

If you want, you can convert your emails into longer content. I’ve published several volumes of books based on my blog posts and emails, and you can, too.

Start with a daily or weekly, or even a monthly email to stay in touch with the people in your professional life.

In fact, I challenge you to do that right now. Grab an idea, write a few paragraphs, and send it to someone.

No planning or research, simple prose, edit spelling and punctuation, copy, paste and send.

You can still publish blog posts and articles or other content. But if you resist doing that, don’t write them, write an email instead.

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Filed Under: Blogging, Communication, Content creation, Relationship marketing, Writing

Most lawyers don’t create this type of content (but should)

January 27, 2026 by David M. Ward

Many lawyers use informational articles, blogs, newsletters, reports, videos, seminars, and other content for marketing their practice. They write or speak about the law and legal procedure, talk about the problems they see and the solutions they have delivered, and in this way, educate readers and listeners about what they do and how they can help them.

It’s a simple and effective way to bring in new clients, repeat clients, and referrals.

If you’re not doing this now, try it. Write a brief article about your field and post it on your website, share it on social media, or email it to people you know who can share it with people they know.

You can start by imagining you’re speaking to a prospective client who has a problem and wants to know his options. Explain the basics, tell him about a case or client you had with the same or similar issue, and tell him what you did to help that client, and encourage your reader to contact you if they have questions.

You’ll probably find that it’s easy to create educational content like that, and when you get calls or emails asking questions and scheduling appointments, how effective it is at generating business.

When you do, I’m sure you’ll want to create more content.

Educational content works because it allows you to “show, not tell”. Readers and listeners get to see you “in action,” helping people understand the law, their rights, their obligations, and what an attorney can do for them, and through the stories you use to illustrate your points, how you wisely and compassionately work with your clients.

It’s a great way to build trust and show the value you offer, and for many attorneys, this is all the marketing they need to do.

But here’s a tip.

Don’t limit yourself to content about the law and your work. That’s what most lawyers do. You should also create content about yourself.

You, the person, not you the lawyer.

Personal information helps people get to know you. Why is that important? Because it lets people connect with you and see a side of you they otherwise might not see, and they might like what they see.

And because most lawyers don’t do this, when you do, you’ll stand out in a crowded world of lawyer “options” available to clients and business contacts.

So, tell people what you do when you’re not working, what you like to read or do, about your family and background, and plans for the future.

What did you do before law school? What kind of music do you like? What’s your favorite genre of movie and why?

There are two ways to do this. One way to post an occasional story about yourself and update it when something interesting or good (or bad) happens in your life. Talk about your first child or grandchild and what parenthood or grandparenthood mean to you; describe how frustrated you were with your Windows computer and how you finally switched over to a Mac; describe your upcoming vacation plans and what you’re looking forward to seeing or doing.

You know, human stuff.

The other way is to weave into your blog posts and articles about your work parenthetical comments and asides about your personal life. For example, “I was trying out a new recipe for lasagna I was cooking for some friends my wife and I had over for dinner and it made me think about how…”.

They both work. Try them and see.

Filed Under: Communication, Content creation, Marketing legal services, Writing

Is this the ‘third rail’ of client communication?

December 18, 2025 by David M. Ward

Many attorneys don’t like to talk about their fees and billing practices, and it’s easy to understand why. But it’s obviously important, and avoiding the subject can lead to misunderstandings, unhappy clients, billing disputes, and worse.

So, discuss it you must.

Here’s a good rule of thumb: don’t wait for the client to ask; tell them everything up front.

Explain in detail about hourly fees, retainers, and costs, and, and why you do it the way you do. Talk about the pros and cons of hourly rates versus flat fees. Explain how contingency fees work, how they benefit the client, and (if applicable) why you don’t charge the same percentage as other attorneys do.

If your fees are higher than what other attorneys in your field charge, explain why. Tell them why you ask for a retainer for fees and also for costs, and why you require clients to replenish these when they fall below a certain threshold.

In other words, tell them everything they need to know.

Not just because you are ethically required to do so or to avoid clients later claiming you didn’t explain something or misled them. Tell them everything because it’s the right thing to do and because clients will appreciate your candor and clarity.

In fact, you should also provide a (less detailed) version of this information in your marketing materials, presentations, and social media posts. Educate your market about the subject. It might become the very thing that differentiates you from other attorneys and firms.

Filed Under: Client relations, Communication, Fees and Billing

Be normal

November 11, 2025 by David M. Ward

Many people think lawyers are weird. We’re different from “regular” people they know. We’re boring, our work is boring, and we’re not particularly likeable.

We remind them of that stuffy college professor who was mean to them and gave them a bad grade.

That doesn’t mean clients want a lawyer they can hang out with. They want a lawyer who understands them and makes them feel understood and appreciated.

Of course, they want a lawyer to be professional and good at their job but also a regular person they can talk to and feel good about knowing.

Maybe not a friend, but friendly.

If they don’t think that about you, they will be less likely to hire you, hire you again, or recommend you.

And many lawyers don’t make the grade.

Not because they aren’t normal but because they have been conditioned to wear the lawyers’ mask and come off as distant, lacking a sense of humor, or overly formal.

You see it in their marketing. Emails or ads or presentations that try to impress people instead of informing them and inviting them to learn more.

Clients dismiss lawyers like this. They ignore their ads, delete their emails, stop watching their videos or listening to their podcasts.

And don’t call to schedule an appointment or ask questions.

Clients don’t want to hear your marketing. They want to hear from you. They want you to speak plainly to them and show them you care about what they need or want.

That’s normal. And when a lawyer looks normal, that lawyer has a chance.

Filed Under: Communication, Marketing legal services

Why your subscribers and followers aren’t hiring you (and how to fix it)

March 27, 2025 by David M. Ward

Okay, there are lots of reasons someone might not hire you, starting with “they don’t need your services yet/anymore,” all the way to “they haven’t heard from you in a while and forgot about you.”

It could be your “open rate” (or lack thereof). You haven’t told them what to do, or told them often enough. Perhaps they don’t have a sense of urgency about their situation and “someday” is still a long way off.

Maybe they stopped reading your posts or emails (for a lot of reasons). Maybe you said something that turned them off. Maybe they hired another attorney who showed up at the right time or said the right things.

Maybe they’ve gotten used to getting free information from you and don’t see why they should pay now for your advice.

NB: Don’t stop the free information; do show them the benefits of hiring you or taking the next step.

Of course, there could be other reasons. Maybe they want to get to know you better—your style, your consistency, how you work with your clients—and the list goes on.

You need to pay attention to these things, but don’t obsess over them. There’s something else you can do that can take care of a lot of these issues.

Grow your list. Get more subscribers or followers.

New blood is the lifeblood of any business. New newsletter, blog, or podcast subscribers, friends or followers are more likely to hire you simply because they are new.

They’re new (recent) because they had a problem or an interest, went looking for a solution, and “found” you. They want to improve their situation and pay attention to what you say, unlike many on your existing list who may not.

New contacts are “hotter” than old ones.

More content and better messaging to your existing list can bring you new business. Growing your list might bring you a lot more.

Filed Under: Client loyalty, Communication, Increase your income, List building, Marketing legal services

What’s your story?

March 11, 2025 by David M. Ward

To build your practice, you can tell prospective clients all about your capabilities and experience, and you should, but if you want to stand out from other lawyers and firms, if you want to get hired, you should also tell them your story.

I don’t mean your client success stories, although you should tell these, too. I’m talking about your story.

Who are you? Why did you go to law school? What do you love about what you do?

Tell them what drives you to get up early or stay late. Tell them what makes you happy, and what doesn’t. Tell them what you’ve done in the past and what you want to do in the future.

And why. Especially why.

You know, your story. That’s what clients buy.

Facts tell but stories sell.

Stories invoke emotions and emotions drive decisions.

The facts show people the benefits available to them when they hire you and speak to your ability to deliver those benefits. These are clearly important components of marketing. But you can’t depend on facts alone to get someone to hire you.

You have to make them feel something.

You may think you don’t have a compelling story to tell. But you have one. It’s in you and you need to find it.

It will take some work. But you can do it.

And it will be worth the effort.

Filed Under: Communication, Copywriting, Marketing legal services

3 questions that can increase your income

February 25, 2025 by David M. Ward

Why do clients choose you instead of any other attorney? You need to know.

What’s important to them? Why did they search and find your listing or profile? Why did they hire you?

In short, what is their motivation?

The more you know about their motivation, the better able you’ll be to improve your marketing message and appeal to your ideal client.

Fortunately, you can figure out most of this out by asking just three questions:

What outcomes are prospective clients looking for?
What is their top priority in choosing an attorney or firm? (Experience, size, resources, accomplishments, location, recommendation or referral, fees, etc.)
Have they hired attorneys before and what was their experience with them?

Talk to or survey current and former clients and ask them. When a prospect contacts you, see if you can deduce the answers to these questions through their questions and comments, or just ask them.

Demographics (age range, location, income level, etc.) can help you target the right prospects (and avoid the wrong ones). But to get those prospects to call, make and keep an appointment, and hire you, you need to know their motivation.

The Attorney Marketing Formula

Filed Under: Communication, Copywriting, Marketing legal services

You and only you

February 13, 2025 by David M. Ward

You’re not merely good at your job, you’re the best in your marketplace. That should be your mindset and marketing message.

You’re the best lawyer for the job. The only lawyer your clients should choose.

Yes, it borders on arrogant and is open to dispute. But it is the very message your clients want to hear, the very message that will attract them to hire and refer you.

Clients want to know they’re getting the best advice possible. Not just good advice, the best.

They want to know that you will take care of them, work hard for them, and competently and completely solve their problems. And do it better than anyone else.

You want them to know you are the best lawyer for the job, and hiring anyone other than you would be a colossal mistake.

To accomplish this, you have to believe it’s true. If you don’t, if you think you’re good but not necessarily better than anyone else, it will show.

If you don’t believe you are the best of the best in your market, you need to work on that. You need to improve the quality of your services, add more value, work harder, or target a different market, one that is aligned with who you are and what you offer.

Or all of the above.

So that when you say you’re the best, you believe it, because it’s true.

When you believe it, your clients will believe it and you won’t have to use clever marketing (or lie) to be seen as the best choice.

You, and only you.

Filed Under: Communication, Image, Law office management, Marketing legal services

Help me help you

February 11, 2025 by David M. Ward

A client tells you what they want, but what they want isn’t necessarily what they need.

They tell you they want surgery to repair their medical problem and need money to pay for it. What they need is a second opinion, more options other than surgery, and if there are no other options, only then money to pay for the surgery.

The client tells you they want a divorce. What they need is information and advice about separation, support, custody, counseling, and a path to reconciliation.

What the client (says) they want isn’t necessarily what they need. They may not know their options, fully understand them, or appreciate their significance.

The best lawyers educate their clients and help them understand their options, and why the course of action their lawyer is recommending is their best choice.

When you educate your clients,

The client can get what they want AND what they need
The lawyer ends up with a satisfied client, or at least a client who makes an informed decision and doesn’t blame the lawyer for a negative outcome
The lawyer’s reputation for knowledge, understanding and patience grows, attracting more clients

Educating your clients is a big part of the job. You can (and should) start doing that job before anyone hires you.

Teach the marketplace about the basics in newsletters, blog posts, seminars, or videos. They will still need to hire you to get your advice about their specific situation.

If you do a good job of educating them, they will.

Filed Under: Communication, Content creation