How to “trick” people into staying for your entire presentation

July 29, 2013 by
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As a speaker, there’s nothing worse than seeing someone walk out of the room before the end of your presentation. It is distracting. It hurts your ego. And it means there is one less person in the room to buy whatever it is you’re selling.

Not that it’s ever happened to me.

Your presentation might need work. More interesting content. Better stories. A more energetic delivery.

Keep the audience glued to your every word and they’ll stay glued to their seats.

Or, you can trick them into staying in their seats.

Here’s what you do.

At the beginning of the presentation, you or the host tells the audience that you have a gift for them at the end of the presentation. It’s a surprise. It’s something they will want. It’s valuable. “. . so at the end of the presentation, make sure you are in your seats so you can get your free gift.”

You can have fun with it, too. “Confess” that it is a bribe to keep them in their seats because the last time you gave this talk, “we had to lock the doors”. Or whatever.

Now, the gift can be anything. A copy of your book, a CD with several reports or checklists or forms, a DVD with a video of another presentation. Something your audience will like and appreciate. Something that will make them glad they stayed in their seats to get. And something you probably want them to have anyway because it validates you and the services you offer.

Years ago, I was in a business where I did a lot of presentations to the public who were invited off of newspaper ads. At the beginning of the presentation, we told them we had a surprise for them at the end of the presentation, it was really cool, and they should stay in their seats.

They stayed in their seats.

When the presentation ended, we revealed the surprise. We said that before they came into the room, we had randomly taped lottery tickets to the bottom of ten chairs and they should look under their chair to see if they had one. This was shortly after the lottery had been legalized in California and getting a ticket was new and exciting.

For ten bucks, we made sure we had a full house from start to finish. Of course my presentation was brilliant and they would have stayed anyway, but hey, a little insurance never hurts.

People love gifts and they love surprises. If you want them to stay seated (or stay on your webinar or teleconference) until the end of your presentation, promise them a gift at the end. Or, you could just tell better jokes.

Marketing is simple. Lawyers are complicated. If you want to make the phone ring, here’s help.

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Filed Under: Marketing legal services, Presentations

3 ways to turn boring legal topics into interesting articles and posts

July 26, 2013 by
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If you write a newsletter or blog (and if you don’t, make sure you see me after class), you may struggle with finding interesting topics to write about. The law can be incredibly dry and arcane. Why would clients and prospective clients ever want to read about boring legal topics?

It’s a fair question. After all, if people don’t read your articles, they won’t act on them and, well, what’s the point?

Here are three ways to turn boring legal topics into something people want to read:

1. Write something else.

You don’t always have to write about legal issues and, frankly, you shouldn’t. In my posts, I often write about topics that aren’t overtly about marketing legal services. I’ll write about my wife’s dealings with various vendors, our cat, or anything else that catches my attention. It makes things interesting and provides a never-ending source of topics.

I do tie things together with some reference to marketing legal services, however, because that’s what you pay me for.

You can either start with a legal issue and look for something in your everyday life or outside interests to illustrate or contrast that issue. Or, you can do the opposite, that is, write about your dry cleaner, a movie, or something in the news, and relate it to a legal issue. Or neither. You don’t always have to write about the law.

2. Write about people.

Talk about your clients or other lawyers or judges. Talk about people in the news or in history. Tell stories about how people and the law intersect, how their lives were affected, or will be.

People are always more interesting than a code section or appellate decision. Stories are interesting because they have conflict in them and people want to know “what happened?”

Write about people. Tell their stories. Put most of the “legal stuff” in another article and link to it for those who want to know.

3. Write it anyway.

Boring legal topics are not boring to someone who is facing those issues. Write for those people.

When someone goes to a search engine, they are seeking information about their problem or objective. They want to read about the law, procedure, options, and risks. They want the details, even if most of your other readers (currently) do not.

Write for the person who wants to know.

Your other readers may skip over those articles, waiting for your next post about your cat’s antics or your crazy next door neighbor. They’ll stick around while you help someone with a pressing legal issue. They probably won’t read your posts that are pure legal content, but they’ll be glad to know that if and when they need that kind of information, they know where to find it.

Now, if you can just figure out a way to write a legal analysis post and illustrate it with a story about your cat using your Twitter account to send naked selfies to your neighbor’s puppy. . .

For hundreds of ideas for articles and posts, see Make the Phone Ring.

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Filed Under: Communication, Marketing legal services, Newsletters, Online Marketing, Presentations, Web traffic, Writing

Email marketing for lawyers

July 25, 2013 by
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I talked to a lawyer yesterday who told me looks forward to reading my emails every day. I hear that a lot.

There’s a lesson in this.

When you deliver value–information, ideas, stories, tips–you can email your list often. Even daily.

Your readers will look forward to getting your emails and they will read them.

The ones who don’t, the ones who either don’t read your email or unsubscribe from you list, would probably never hire you anyway and you can safely let them go.

The ones who like your emails:

  • Know you. They know your name and what you do.
  • Like you. They like hearing your “voice” and reading your advice and stories.
  • Trust you. They see that you are consistent, dependable. They see that you are continually solving legal problems for other clients and believe you could do the same for them.

So. . .

  • When they need your services, they’ll almost always call you instead of any other lawyer
  • When they know someone who needs your services, they’ll refer them to you instead of any other lawyer
  • When you ask them to “Like” your page, share your article, or invite their friends and contacts to register for your seminar, there’s a good chance they will

Compare this to lawyers who don’t have a list. They have no way to stay in touch with prospective clients so none of the above can occur.

And compare this to lawyers who do have a list but either don’t send value or don’t email often enough:

  • When they do email, it goes into spam or is not recognized, so it is not opened and read
  • Or, it’s been so long since they have heard from the lawyer, they don’t really know, like, and trust him, and thus, won’t hire him (or refer)
  • Or, the email is opened and read but it’s been so long since they heard from the lawyer, they’ve already hired someone

You don’t have to mail every day. Once a week is fine. But do mail often and do deliver value.

Your emails can be short and sweet. A tip, a quick story, a reminder. If you write an article or blog post, send that. If you find an interesting article or video on someone else’s site, send them a link. If you have an interesting case or client, tell them about it.

Email marketing for lawyers is simple. Build a list and build a relationship with the people on that list.

You know you’re doing it right when your subscribers tell you they look forward to getting your emails.

Want to know how to build a list and what to send them? This shows you what to do.

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Filed Under: Communication, Email, List building, Marketing legal services, Newsletters, Online Marketing, Relationship marketing Tagged With: ,

3 simple questions for managing your law practice

July 17, 2013 by
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Managing your law practice is anything but simple. There are a lot of moving parts. People, problems, deadlines. It’s easy to get lost.

If you find yourself busy but not achieving your goals, if you find yourself doing but not getting things done, I want to offer you a way to gain clarity and get back on track.

All you have to do is ask yourself 3 simple questions.

The first question is. . .

1. What do I want?

More clients? Better clients? Bigger cases?

Lower overhead? Less stress? Shorter hours?

Do you want to build a big practice or do you want to work towards retirement? Do you want to eliminate a problem or achieve a milestone?

Whatever it is, write it down, and be specific. You need to know what you want before you can work on getting it.

Let’s say the answer is “I want to get an average of two referrals every week.”

Nice. Now you know what you want. Now, answer the next question.

2. Why don’t I have it?

Why aren’t you getting an average of two referrals every week right now?

Are there any obstacles? Problems? Defects? Something you should do but aren’t? Something you are doing but aren’t doing enough? Something you are doing but aren’t doing well enough?

Be honest. There could be many reasons for not getting the referrals:

  • You don’t have enough referral sources
  • You don’t have enough former clients to provide enough referrals
  • Your existing and former clients don’t know enough people who need your services
  • Your clients don’t know you want their referrals; (you’re not asking for referrals or asking often enough)
  • Your fees are higher than other attorneys and you haven’t made it clear why you are worth more
  • Your fees are lower than other attorneys and people think there is a reason (i.e., you don’t have the experience, don’t get the results) and get scared off
  • You’re intimidating or have a reputation for being unapproachable
  • You haven’t made it easy for people to refer (i.e., told them what to do, what to say, etc.)
  • There aren’t enough cases or clients in your market
  • You don’t have a website (so referrals can’t “check you out”)
  • Your website isn’t good enough so when referrals check you out, they get scared off
  • Your competition gets the lion’s share of referrals because they [know someone, spend big money on advertising, etc. . .]

There are lots of reasons why you might not be getting the referrals you want. Write down everything you can think of. Ask your staff. Ask your colleagues.

You may not like some of the reasons, especially the ones that reveal your personal shortcomings. Those are probably the ones you need to pay the most attention to.

Okay, one more question to answer.

3. What can I do about it?

Once you know why you don’t have what you want, it’s time to focus on solutions.

What can you do to remove obstacles? Fix problems? Make improvements?

Write a “can do” list–a list of what you can do.

If you’re not getting enough referrals because you don’t have enough referral sources, that’s something you can work on. Write it down. You can get more referral sources.

On the other hand, if you’re not getting enough referrals because you don’t have enough former clients to make those referrals, you can’t do anything about that right now. That’s not something you “can do”.

There may be items on your “can do” list that you choose not to do. That’s okay. Write them down anyway because you may decide to do them later or they might give you ideas for other solutions.

For example, if your market isn’t big enough to supply you with the referrals you want, you can move, open a second office in another town, or take on another practice area. All things you can do, but you might choose not to do any.

However, although you might not want to open a second office right now, or ever, writing it down as a “can do” might prompt you to find an attorney in another town and establish mutual “of counsel” arrangements. Now you can promote your “other office” to your clients and contacts and start getting referrals in that other town.

A “can do” list shows you what’s possible. Instead of dwelling on problems, you will focus on solutions and be on your way to getting what you want.

Does your website need work? I can help. Let me show you how to Make the Phone Ring.

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Filed Under: Career satisfaction, Law office management, Marketing legal services, Marketing Plan, Personal development, Referrals Tagged With: , , , ,

Social media marketing for attorneys is not that important

July 16, 2013 by
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If you don’t have a robust social media marketing strategy in place you could soon find yourself left behind. At least that’s what everyone is saying.

This recent article in Entrepreneur is typical. It says that more and more people, especially younger ones, increasingly discover websites through social networks, less so through search.

I say it doesn’t matter. Social media marketing for attorneys isn’t that important.

Let’s think this through.

Joey Prospect has a legal problem and needs a lawyer. He goes to his favorite social network and asks for a recommendation. If his contacts have said recommendation, they provide it and a link to the lawyer’s website. If they don’t have the link, they tell Joey to do a search on the lawyer’s name.

What does this tell us? It tells us that nothing has changed. When someone needs a recommendation, they ask people they know. Yesterday, they may have phoned. Today, they go online.

If someone knows you and thinks you’re a good egg, they will refer people to you (your site) when asked. The people asking for the referral and the people giving the referral may be connected through a social network, but in the scenario above, the lawyer doesn’t have to be connected to either one.

Besides, most lawyers don’t actively engage with prospective clients through social media, nor do they need to. Most prospects don’t think about legal issues unless and until they have one and probably don’t have anything to say to a lawyer or want to hear anything a lawyer says until that occurs.

So, it’s a good thing that your clients and contacts are networking through social media. It’s good that social media is growing as a means for finding recommendations.

But, let’s keep things in perspective. If you handle legal issues that most people don’t want their friends to know about, you’re not going to get a lot of referrals that way. “Does anyone know a good criminal defense lawyer? Yeah, just got arrested for narcotics trafficking, a-gain!”

Search isn’t going to go away. So, lawyers need a website and some basic SEO in place because Joey Prospect is going to want to visit that site to see what the lawyer can do, and if the link is not provided, he is going to “google” the lawyer’s name.

Focus on building a great website with lots of quality content (i.e., solutions). This will (a) let people find you through search engines, (b) show prospects what you can do to help them, build trust, and convince them to choose you, and (c) allow people who know you or find your website to share your content with their networks.

You should provide an easy way for visitors to your site to connect with you via social media, i.e., you should have accounts with the major social media platforms and icons that allow visitors to connect with or follow you. And you should provide share buttons which make it easy for visitors to share your content with their networks.

Let everyone else worry about the networking.

However, social media is a great place for lawyers to network with other professionals. Use it to find and engage lawyers and other potential referral sources and joint venture partners.

And, if you advertise, you should probably allocate more dollars to ad buys on social media.

But don’t get hung up on the idea that you need to have a big list of social media contacts and you need to be conversing with them every day. You don’t. Social media marketing for attorneys, at least the way most people talk about it, just isn’t that important.

Learn more about social media and marketing online for attorneys in my course, Make the Phone Ring.

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Filed Under: Marketing legal services, Online Marketing, SEO, Social media, Social media marketing Tagged With: , ,

3 ways to leverage every case or client to get your next case or client

July 15, 2013 by
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Get a client. Do the work. Look for the next client.

That’s what you do, isn’t it? It’s always been that way. It always will be that way. It’s the circle of life.

Hakuna matata.

You can’t change the process. But you might make it more fruitful. Before you move from one case or client to the next, take a few minutes to reflect on how you can leverage that case or client to expand, enhance, or streamline your practice.

Here are three ways to do that:

TALK ABOUT IT

No matter how routine or boring, there’s always something you can talk about. It could be as simple as saying, “I have a new client who. . .” or, “I just finished a case where. . .” and then sharing a detail or two about your client’s background, industry, occupation, demographic, or niche, as well as their issue and what you did for them.

Talk about your cases and clients in conversations with clients, prospects, and professional contacts. It gives you ways to start a conversation or validate a point being made by someone else. It gives you ways to illustrate points in your presentations. And it allows you to remind people about what you do and for whom you do it without talking about yourself.

WRITE ABOUT IT

Every case and client is a story. It has a beginning, a middle, and an end. You should be telling those stories in your blog, newsletter, and articles.

If it’s a great story, feature it. If it’s routine, mention it in connection with other mentions about other cases or clients, e.g., “my last three clients.”

Use these stories to illustrate points in your reports or marketing documents. Or use them as prompts when you don’t know what to write about.

At the end of every case, make a few notes and put them in an idea file. You won’t write about every one but you never know which one might provide you with exactly the idea you need.

THINK ABOUT IT

At the conclusion of every matter, take five minutes and ask yourself two questions:

  1. What did I do well?
  2. What can I do better?

By answering these questions, you will almost always find ways to improve your work, your client relations, or your marketing.

There’s one more thing you can do at the end of every case.

Send thank you notes.

To your clients, to expert witnesses, to opposing counsel. Thank them for putting their faith in you, for their help, for their professionalism.

Every case or client presents an opportunity to connect further with someone and set the stage for a deeper relationship. Thank you notes will bring you repeat business, referrals, and a reputation for being someone worth knowing.

Marketing is everything we do to get and keep good clients. Here’s The Formula.

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Filed Under: Client relations, Communication, Law office management, Marketing legal services, Networking, Presentations, Thank you letters, Writing Tagged With:

You screwed up. What are you going to do about it?

July 11, 2013 by
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My wife ordered vitamins online. The wrong order came. No, it’s not a tragedy, just one of life’s little annoyances. She has the hassle and expense of shipping it back and then waiting for the correct order to arrive.

She called the company to ask what to do.

“No problem,” she was informed. The rep explained that they company has a “one time courtesy policy” for situations like this.

My wife immediately got a 100% credit for the purchase.

No need to return the vitamins sent in error. My wife could use them, give them to someone, or throw them away.

The correct order was shipped out that day. No charge for shipping. And the 15% discount she got on the original order would be applied.

Yes indeed, no problem. In fact, a very nice experience, all things considered.

For a nominal one time cost, the company not only prevented the loss of a customer (they have to assume that an unhappy customer will leave), they made a fan. My wife will indeed use them again and, as she often does, recommend them to others.

But it wasn’t just what the company did that mattered, it was what they didn’t do.

They didn’t suggest that my wife was the one who had screwed up. (It is possible. Maybe she did click the wrong box.) They didn’t even ask. They gave her the benefit of the doubt and they did it immediately.

That’s their policy.

So, do you have a similar policy?

You know you’re going to screw up something. You’ll forget to return a call, there will be an error in your bill, or something will go wrong on a case and the client will blame you.

Law happens.

The question is, what are you going to do about it?

You need to think this through and decide in advance.

How will you handle it? How will you make it as pleasant and beneficial for the client as possible?

Take some time to consider this. Meet with your partners and staff. Brainstorm problems and solutions and make some decisions.

Then, when something does happen, you can surprise and delight your clients with your own “client courtesy policy” and keep those clients coming back and recommending you to others.

Marketing is everything we do to get and keep good clients. It’s easier when you know The Formula

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Filed Under: Client loyalty, Client relations, Law office management, Marketing legal services

Marketing is easy when you love what you do

July 10, 2013 by
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I know a lot of people who love sports. They can talk all day long about stats and trades and classic games. Ask them about their favorite team and they light up and will tell you all about them.

By the way, have you ever noticed that when you ask someone about the game they just attended or watched, if their team won they say, “We won!” but if the team lost they say, “They lost”?

Interesting.

Anyway, if you love sports, you probably know what I mean. You love talking about the game. You don’t have to work at it. It’s easy to do. Natural. Fun.

And when you meet a fellow sports lover, hey, the two of you can go at it for hours. Telling stories. Recalling great plays. Sharing gossip.

Wouldn’t it be great if marketing your legal services was that easy? Just as effortless and satisfying?

It should be. It can be.

I read a great definition of marketing the other day that prompted me to write this post. The author said,

“Marketing is sharing what you love with people who will appreciate hearing about it.”

Isn’t that a great way to think about it?

If you love what you do in your work, it should be easy to talk about. If you’re talking to someone who needs your help, they want to hear it.

Your conversations, presentations, and marketing documents, are an expression of what you love about your work. What gets you excited? What makes you tear up? What makes you want to lace up the boxing gloves?

You don’t have to love everything about what you do. That’s probably asking too much. But you can always find some aspect of what you do that gets you fired up.

Write a letter to your clients and tell them about it. Do it now while it’s on your mind. Type it or record it on your smart phone. Tell them why you love what you do. They want to hear all about it.

Marketing is easy when love what you do.

Do you know The Formula? It will help you get more clients and increase your income. Check it out here.

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Filed Under: Career satisfaction, Communication, Marketing legal services Tagged With: ,

Collection attorney sends wrong form letter to debtor, includes advice on debtor’s rights

June 28, 2013 by
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It happens. Someone screws up and the threatening letter that was supposed to go to a debtor inadvertently contains language advising the debtor about his rights and options in defending against collection.

Ugh.

I heard about it and I could feel the attorney’s pain. We’ve all sent letters out with mistakes in them or sent letters or emails to the wrong party.

It’s embarrassing, to say the least. It could present legal and ethical issues. And it has the potential to cause a good client to leave and never come back.

In this case, somebody keyed in the wrong code. The wrong boilerplate was included in the letter and nobody caught the error.

The problem was compounded by the fact that a draft of that letter was not sent to the client (creditor) prior to being sent to the debtor. The firm does a boatload of collection letters and they are nearly always the right letter sent to the right party. “Why add expense and delay to the process,” I suppose they were thinking.

Well, aside from the fact that the client would have caught the error the attorney and his staff missed, from a marketing and client relations standpoint, it is the correct thing to do.

It shows the client that you respect him and value his input. It allows the client to feel involved in the process. And it builds the value of what you do.

It may be a form letter, but you want the client to feel that you at least took a moment to consider what he told you about the case and put some thought into the letter you are sending on his behalf.

Unless there is a prior understanding to the contrary, an attorney should send everything to the client, before they send it out or file it and again after they send it out or file it.

Okay, it didn’t happen in this case. The client is upset. Instead of threatening the debtor and getting them to pay up, their attorney advised the debtor about his rights, making it less likely that they will pay.

Now what? What should the attorney do?

From a legal perspective, there probably isn’t a whole lot he can do. He can send a “oops, wrong letter” letter and hope to clean up some of the damage, but who knows whether or not that will work.

From a client relations standpoint, the attorney should:

  • Take personal responsibility for the error and not blame anyone else in the office or try to excuse it as a computer glitch
  • Apologize profusely, in writing, on the phone, and in person
  • Cancel the fee for the letter and send another letter at no charge
  • Offer to handle the collection for free or at a greatly reduced fee

In addition, the attorney should explain to the client what happened and tell them the steps he is taking to ensure that it won’t happen again, not just for this client but for all of his clients.

Clients understand that mistakes happen. They want to see you own up to them, fix them, and prevent them from happening in the future. Most of all, they want to see that you care about them and are willing to do whatever it takes to make them happy. Especially when you screw up.

Marketing is everything we do to get and keep good clients. Here’s how.

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Filed Under: Client loyalty, Client relations, Law office management, Marketing legal services Tagged With: , , ,
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