“Do you want the male version or the female version?”

August 2, 2012 by
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“Do you want the male version or the female version?” That’s something my wife and I say to each other fairly often.

It’s our way of describing how we want to hear “the story”. (What the heck were you thinking?)

We’ve discovered that when you’re telling a story, men want to know the bottom line first, then a few details. Women want to hear the beginning and middle of the story before they hear the end. They want to share the experience.

So if I get home from the market where I’d run into an old friend, I’m going to say something like, “Joe and Sue separated. I saw Joe at the market today. Pretty sad.”

My wife, on the other hand, might come home and say, “You’ll never guess what happened today. I was at the market in the bread aisle. Oh yeah, I got that sourdough you like. Anyway, I saw Sue and she looked terrible. Not a stitch of makeup. She looked like she just got out of bed. I asked her how she was doing and she said ‘not good’. She and Joe have been fighting for months. They went to counseling and really tried to work things out but Joe got fired and started drinking again. . .”

Male version. Female version.

I don’t know if there is any scientific basis for this. I could be dead wrong. Maybe it’s just that my wife and I are different.

The point is that people are different and you have to know who you are talking to. Some people want you to get to the point. Others want to hear the details.

If you’re not sure, just ask, “Do you want the male version or the female version?”

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Filed Under: Communication, Copywriting, Marketing legal services, Public Speaking, Writing Tagged With: , , , , , , , , , , , ,

How to sell your legal services in 15 seconds or less

July 20, 2012 by
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You’re at a networking function and someone asks you what you do. “If you can’t tell me what you do in 15 seconds, I’m not buying.” So says Carmine Gallo, a communications consultant to some of the world’s biggest companies.

Gallo suggests that whether you’re pitching a product, service, investment, or idea, you should use a “message map” to create a visual display of your idea on a single page.

There are three steps:

Step One. Create a Twitter-friendly headline
Step Two. Support the headline with three key benefits.
Step three. Reinforce the three benefits with stories, statistics, and examples.

You can see this process in more detail, including a short video demonstration, in this post on Forbes.com.

I tried this for The Attorney Marketing Center:

Step One: Headline

The Attorney Marketing Center helps attorneys earn more and work less.

This is the single most important thing I want people to know about my company and blog. In fact, I use “Earn more. Work Less.” as a tag line on the blog.

Step Two: Three benefits

We do this by showing attorneys how to

  • Get more clients,
  • Increase their income, and
  • Get more done in less time

These are three benefits attorneys get when they read the blog, buy my products, or hire me to help them.

Step Three: Supporting points

If I want to elaborate in a presentation or in sales copy, these are some bullet points I would use to prompt me:

  • Get more clients (Referrals, online marketing, niche marketing)
  • Increase income (Better clients, higher fees, repeat business)
  • Get more done (Get organized, effectiveness (doing the right things), efficiency (doing things right)

Now you try it. Create a message map that can be used to tell people what you do in 15 seconds or less. Feel free to post it in the comments.

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Filed Under: Communication, Copywriting, Marketing legal services, Public Speaking, Salesmanship, Writing Tagged With: , , , , , , , , , , , , , ,

Why you don’t have to be better than your competition

June 19, 2012 by
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Are you are a better lawyer than your competition? Maybe, maybe not. Guess what? It doesn’t matter because most clients can’t tell the difference.

When was the last time you heard something like,

  • “Wow, great motion you wrote there!”
  • “Nobody takes a deposition like you,” or
  • “You are so much smarter than my last attorney. . .”

If you are a better lawyer, and you can prove it, great. But marketing legend, Dan Kennedy, says, “It’s better to be different than it is to be better.”

People notice different. People remember different. People are attracted to different.

You can build a strong marketing message around what makes you different from other lawyers. It could be as simple as telling your story. Your legal services may be identical to what other lawyers offer but you are unique.

Incorporate your background, your outside interests, or your personality into your marketing message. That message will show people how you are different.

There are other ways you can be different: who you represent, the added value you deliver, a performance guarantee, or alternative fee arrangements, to name a few.

Your challenge is not to prove that you are a better lawyer, but to distinguish yourself from other lawyers.

If you are better and you can prove it, great. But you don’t have to better, just different.

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Filed Under: Communication, Copywriting, Image, Marketing legal services Tagged With: , , ,

How to get more clients to schedule an appointment

May 31, 2012 by
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There’s a precept in marketing, and especially copy writing, that says you will get a higher response to your offer when you, “tell people what to do”.

Don’t leave it up to them to figure out. Tell them what to do, even if it’s obvious.

If you want people to call to schedule an appointment, tell them WHAT to do (call 888-555-4321), WHY (to get a free consultation and find out if you have case), and WHEN (now, between 8-5pm weekdays, any time 24/7).

If you leave something out, fewer people will call.

And whatever it is you’re telling them to do, make it easy for them to do it. Filling out a simple form on your web site with spaces for the information they’ll need to submit will get a higher response than an application they’ll need to print, fill out, and fax.

Making it easy also means being clear about what to do. Tell them what form to fill out and what button to push. Tell them what will happen after they do it.

Make it so clear that it is almost impossible to misunderstand.

And don’t change something that’s working. Once people get used to doing things a certain way, changes risk confusion and a lower response.

My wife went to pay our electric bill online. Last month, all she had to do was click the button that said “Submit.” This month, without telling anyone about it, the “Submit” button was now labeled “Save.”

She didn’t want to save, she wanted to pay. Where was the submit button?

She wound up calling the company to make sure she was doing it right. The person she spoke with admitted they were getting hundreds of emails from customers who were confused by the change. How many customers will be late paying their bills this month because they are confused?

Side note: Someone should fire the genius who thought “Save” was better than “Submit” or “Pay Now”. Yikes.

Another side note: If they’re getting hundreds of emails from confused customers, uh, here’s a thought: change the button back to “Submit”.

If you want to get more people calling, clicking, or pulling out their credit card, tell them precisely what to do and make it as easy as pie for them to do it.

If you’re not sure, show your page or email to a ten year old kid and ask them to follow the instructions. If they’re not completely clear on what to do, if they hesitate in any way, you’ve got work to do.

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Filed Under: Communication, Copywriting, Marketing legal services, Presentations, Salesmanship, Writing Tagged With: , , , , , , , , , , , , ,

3 Essential Marketing and Communication Skills for Every Attorney

May 17, 2012 by
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When I opened my first office fresh out of law school I knew nothing about marketing and it showed. For several years, I struggled to bring in clients and pay my bills. Fast forward five years and I had built a very successful practice and was on my way to teaching other lawyers how to get more clients and increase their income.

What changed? I did. I had learned a lot about marketing and I acquired some new skills. Those skills allowed me to apply that knowledge in the real world, transforming the abstract into dollars and cents.

If you want to develop your practice, I consider these 3 skills to be essential:

I LEARNED HOW TO SELL

Many attorneys I speak to tell me, “I didn’t go to law school to become a sales person.” “Actually, you did,” I reply. “They just didn’t teach you very well.”

Okay, I get snarky sometimes. But the truth is, while attorneys may not be sales people in the literal sense of the word, attorneys do sell.

The best attorneys are very good at persuading people to do something they otherwise might not do (or do as much). Sometimes we use intimidation and thinly disguised threats to accomplish these outcomes. Sometimes we appeal to logic and reason. Sometimes, we appeal to emotion.

Some people see selling as manipulative but couldn’t the same be said for what attorneys do?

Actually, selling is not manipulative, at least not done correctly. If you’re among those who believe that selling is less than honorable, an article in INC. Magazine, How to Sell if you Hate Selling, might help you to see that selling is a natural extension of being an advisor and advocate, and a benevolent one at that. It is benevolent because it allows you to do a better job of helping people to get what they want and isn’t that what we are paid to do? Of course sales skills will also help you get what you want but isn’t that at least part of the reason you went to law school?

Learning how to sell was the most valuable of the 3 key skills I acquired in my transformation from struggling neophyte to successful professional. But 2 other skills were also essential.

I LEARNED HOW TO WRITE

It started with demand letters. I let go of the legalese and formality that I had been hiding behind and started writing letters that communicated and persuaded. I stopped writing in the “third person”. I began using active verbs and specific nouns. I used personal references and I told stories. I can’t say it always brought in higher settlements. Most of the time it probably made little difference. But it opened my eyes to what is possible with a good command of the written word.

I read many books about writing and I began journaling. I wrote as much as possible and continually improved my abilities. I also studied copy writing and with a lot of practice, got good at that, too. Eventually, I wrote all of the ads, sales letters, and collateral material that sold millions of dollars of my Referral Magic marketing course.

Yes, you can hire people to write brochures and sales copy for you. But just as learning how to sell makes you better at every aspect of marketing, so too does learning how to write.

I LEARNED HOW TO SPEAK

Seminars or luncheon presentations may not be a primary marketing tool for your practice, but becoming a good public speaker is an invaluable skill for every attorney.

Speaking is very different from writing. You may present the same information and you may achieve the same result, but speaking and writing are two completely different sets of skills.

I’ve spoken to small groups and to groups of thousands. I’ve been on many webinars and conference calls and done hundreds of live presentations. I’ve trained lawyers and business owners and influenced the buying decisions of thousands of prospects. In addition to bringing in a lot of business, my speaking skills have made me a better writer, a better sales person, and a better lawyer.

Selling, writing, and speaking are 3 marketing and communication skills that are essential for every attorney. I hope I’ve sold you on making them an important focus of your personal development.

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Filed Under: Communication, Copywriting, Marketing legal services, Personal development, Public Speaking, Salesmanship, Writing Tagged With: , , , , , , , , , , , , , , , , , , ,

How to get people talking about you and your law practice

May 15, 2012 by
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One of the best ways to help people understand what you do is to tell stories about the clients and cases you’ve handled in the past. All of your marketing documents and messages should be peppered with client stories for reasons I’ve written about before.

But if you want people to talk about you and remember you and send business to you, there’s one more story you need to tell: your story.

People are fascinated by lawyers. Yes, they criticize us and make jokes about us, but at the same time, they love to watch TV dramas and read novels featuring attorneys.

Of course we know that the real world of practicing law is not anything like that depicted on TV. By and large, what we do is boring.

Nevertheless, your clients and prospects and social media fans and followers believe you lead a fascinating life. They would love to peek behind the curtain to see what you do.

Don’t tell them. Remember, what you do is boring.

But who you are is not.

Tell them your story. What drives you? What gets you out of bed in the morning, ready to slay dragons and save princesses? Why do you do what you do?

Share your passion for your work and insights into who you are. What fascinated you when you were growing up? Who influenced you? What experiences made you the person you are today?

Share your feelings and beliefs, desires and dreams, and even your fears. Let people see that you are a real person, just like them.

Real stories, of course, have a dramatic arc. There is controversy, disagreement, hardship, struggle. Our hero (that’s you) wants something, but there are obstacles in the way. The dragon doesn’t roll over and die, you have to slay him.

Find the dramatic story of your life and tell it. It’s what makes you unique and memorable. It’s what will help you stand out in the crowd.

Your story will attract people and get them talking about you and sending you business. And hey, if your story is good enough, one day we might see it on TV.

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Filed Under: Client loyalty, Communication, Copywriting, Image, Marketing legal services, Public Speaking, Writing Tagged With: , , , , , ,

How to be more persuasive in your writing and speaking

May 2, 2012 by
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When I was in law school I helped a friend with her divorce. I prepared the Petition (yes, under supervision) and served it.

In those days, even though there were no children or real property and the matter was uncontested, she had to appear in court. I went with her to the hearing in downtown Los Angeles and we waited in the hallway for the courtroom to open.

I’d never seen my friend so nervous. She had never been in a courtroom and was afraid she wouldn’t know what to say. I told her this was a very simple case, the judge would ask a few basic questions and everything would be over in a few minutes. I kept talking, trying to calm her down, but nothing seemed to work. She was visibly shaking and barely able to speak.

Finally, I said, “Oh, here comes the judge.” I was looking over her shoulder behind her. She turned to look. Coming towards us was a shabbily dressed old man with dirty, unruly hair and an unshaven face. It was not the judge of course but a homeless man and the sight of him shuffling down the hall made her laugh.

A good laugh was exactly what the doctor ordered. My friend was able to get through the hearing and soon, we were on our way home.

In the car, she thanked me for helping her and especially for helping her to calm down enough to get through the hearing. It meant a lot to her that I cared enough to do that. We are still very good friends today, more than thirty years later.

So, why did I tell you this story? I could have simply made the point that your clients want to know you care about them and really do appreciate the little things you say or do.

Telling you that story was a better way to make that point, don’t you think?

I talk a lot about using stories in your writing and presentations. You’ve often heard me say, “facts tell but stories sell” and I’ve explained why:

  • Stories have people in them and the reader or listener can relate to them and their experiences.
  • Stories have a dramatic theme; people want to know, “what happened next?”
  • Stories have verisimilitude; they “show” instead of “tell,” and are often more persuasive than a logical argument
  • Stories appeal to human emotion. When you make people feel something, you connect with them on a deeper level.
  • People remember stories long after the facts are forgotten.

As you read my story, I hope you were you able to see my friend and me in that hallway and you could relate to the experience of trying to comfort a nervous client. If you could, then my story did double duty–it made the point about showing clients you care and it showed you why you need to put more stories in your writing and presentations.

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Filed Under: Blogging, Client loyalty, Client relations, Communication, Copywriting, Marketing legal services, Presentations, Public Speaking, Salesmanship, Writing Tagged With: , , , , , , , , , , , , , , , , , , ,

How to get fence sitters to pull the trigger

May 1, 2012 by
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Yesterday, I talked about using a special offer to get prospects on your list to hire you instead of another attorney. But what if they’re not ready to hire an attorney? How can you persuade them to do so?

Send them to school.

In your blog posts, newsletter, seminars, and private conversations, you must educate people about why they need an attorney, and why it should be you.

If they don’t know they have a problem, they’re certainly not going to do anything to resolve it. If they aren’t aware of the seriousness of the problem and the potential consequences, they still may not do anything. And if they don’t know the options that are available, they may think they don’t have any.

Your job is to continually make them aware of these problems and your solutions. But you can’t simply tell them, you have to show them, by telling them stories

My eighth grade history teacher made history come alive by telling stories about the people who lived it. Hearing about George Washington’s life, his struggles and victories, we not only learned about that period in our nation’s history, we were affected by it. We not only understood what it was like, we felt it.

If your prospects don’t feel something, if you simply deliver a steady stream of facts, they will eventually tune out. The facts are boring. Talk about people.

Pepper your messages with stories about people who are similar to your prospects. Give them a face and a name if possible. Describe their background. Talk about their problem and the pain it caused them. Or about the opportunity you helped them take advantage of. And then, talk about how this relief from pain or pleasure from gain. . . made them FEEL.

Because if you want your reader to do something (i.e., hire you), you have to transfer to them the feelings of other people who were in the same boat.

If you are allowed to use testimonials, do so. But a well told story can achieve almost the same effect.

But wait. You’re not done. In addition to stories of relief from pain or achievement of gain, you need to tell stories about people who didn’t take action, or took the wrong action. They did nothing, and lost. Or they delayed and missed out. Or they hired the wrong lawyer and wound up worse than when they started.

Success stories and tales of disaster. You need both.

And yet they still may do nothing. Why? Because. . . they don’t want to.

In “The Seven Reasons Prospective Clients Don’t Hire an Attorney,” I said that of all the reasons people don’t hire an attorney the most difficult to overcome (and the most frustrating) is, “No Want.”

If they don’t want it, they don’t want it. Why is that? I really don’t know. And as the late Jim Rohn used to say, “I wouldn’t enroll in that class.”

Keep them on your list. Continue to educate them. Keep telling them stories. One day, they may see the light. Maybe when someone they know encounters the very issue you’ve been warning them about. It’s like people who won’t do any exercise or quit smoking until their brother or best friend drops dead of a heart attack. That’s a story they can’t ignore.

In the mean time, don’t worry about it. Focus on the “easy to get” clients.

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Filed Under: Closing the sale, Communication, Copywriting, Marketing legal services, Writing Tagged With: ,

How to get more clients to choose YOU as their attorney

April 30, 2012 by
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You have a list of prospects, don’t you? These are people who get your newsletter or ezine, who read your blog, or with whom you otherwise communicate on a regular basis.

Some will hire you. You don’t have to say or do anything special. When they are ready, they will call.

Others will never hire you. No matter what you say or do. It doesn’t matter why they won’t hire you, that’s just the way it is. They can help you in other ways: referrals, traffic to your web site, Likes and follows.

Then there are the “maybes”. They may hire you, they may not. The fence sitters represent the biggest potential for you. What you say and do can influence them to get off the fence.

How do you get more people off the fence and dialing your number?

One way is to make an offer. Something that compels them to act.

One of my subscribers sent me the ezine he sends to his list. In it is an offer he makes to the “new clients” who lurk on his list. His offer: “Mention this newsletter and we will credit one hour of billable time against your first monthly invoice.”

Simple. You have to become a new client to take advantage of the offer. From the attorney’s perspective, it’s certainly worth one hour of credit to get someone to become a first time client.

Is he giving away that one hour credit to people on the list who would hire him anyway? Yes. But it doesn’t matter. It’s small potatoes. He earns much more by getting the fence sitters as new clients.

But let’s be honest, a one hour credit is only mildly enticing to someone who might have to pony up $10,000 or $20,000 to hire you. It’s not going to get someone who isn’t ready to hire an attorney off the fence. What it might do is get someone who is ready to hire an attorney to choose you instead of any other attorney.

You must assume that yours isn’t the only newsletter your prospect reads. If you’re the only one offering a one hour credit to new clients, however, when the fence sitter is ready to hire someone, it could tip the balance in your favor.

For prospects who aren’t ready to hire an attorney, you will have to do more than offer a one hour credit. How do you convince someone who isn’t ready? I’ll cover that tomorrow.

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Filed Under: Blogging, Closing the sale, Copywriting, Email, Marketing legal services, Newsletters Tagged With: , , , , , , , , , , , , , , , , , , ,
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