By: Kathryn Anastasio

Do you know why your customers are buying from you?

Is it your legal “expertise?” Your track record? The opinions of your referrals? The price you offer? Your ability to provide them seamless service for all their needs? You understand their business and can speak to them about appropriate ways to help them?

There are many factors that can affect the purchasing decision and understanding the KEY influences impacting buying can put you in a position to better tailor your approach – and have a better opportunity to resonate with clients/targets..

As you think about [...]

As an attorney, you are your own business. How do you connect with your clients? Do you have an online presence? Which online tools work for your business and which ones don’t? Most of us have heard the reasons why we should have a LinkedIn profile, but the following post from Blue Gurus’ Mic Johnson explores the opposite side of the story.

A year ago I wrote an an article called “10 Reasons Why Your Business Should Not Be On LinkedIn“. The inspiration for that article came from the fact that I was amazed that part [...]

By: Kathryn C. Anastasio

One of my favorite words in marketing is “touch point.” Why? Touch points are reasons for clients/prospects to learn more about how you can help them meet their objectives, as well as a way to provide value-added information with follow-up.

It is common for professional service marketing and business development efforts to fall flat based on the lack of powerful follow-up (use of touch points). Lawyers build business based on relationships. The efforts of your marketing team can drive brand recognition, but the trust and rapport that is built during the “business development” process is what sells. Having your clients keep you [...]

February 10, 2012

By Larry Bodine

Research has shown repeatedly that blogging is the most effective, lowest-cost form of online marketing for lawyers. Law firms that blog have far better marketing results, according to Hubspot. Specifically, the average business that blogs has:

55% more visitors 97% more inbound links 434% more indexed pages

There are 6,400 lawyer blogs, according to Blawgsearch, and blogs really do generate new business, if you follow these 10 techniques.

1. Post Often, or at least on a regular schedule. Businesses that [...]

A different way to gain your next client

by: Kathryn C. Anastasio

We all hear it and think we know it. But do we really know who our customers are? What triggers their buying? Do they have cultural, social, personal or psychological characteristics that impact their buying behaviors? Are your current customers really your ideal customers?

As a lawyer, it is essential to build the right relationships that lead to business, as this ultimately helps you grow the firm/revenue and meet your billable hour goals.

As you start to fill your pipeline with potential clients, targeting is key to maximizing your [...]

by Heather McMichael

Lawyers often think it is beneath their profession to seek out media attention, but when appropriate it can lead to speaking opportunities, networking and potentially a new client. Are you too busy to invite a reporter to lunch? Unless you’re very well known, landing in the media is often about building relationships, consistency and responsiveness. In these challenging economic times, connecting with the media to increase your visibility and credibility is more important than ever. So how do you get from point A to point B?

Offer solid news ideas

First, accept that reporters and editors aren’t [...]

The elevator pitch is all about sparking a relationship. Attorneys need to capture a client’s attention in a matter of seconds to build long lasting trust and business. Forget about memorizing a 30 second tell-all. Situations change- so should your elevator pitch. This post from Kohn Communications will shed some light on this elevator pitch best practice.

The Elevator Speech: The Wrong One Can Close the Door

by Larry Kohn

There are a remarkable number of misconceptions about what an elevator speech really [...]

6 Tips for Marketing Your Law Practice

Are you looking to attract profitable clients, but not sure where to start? Here are 6 tips that you can start working on right away to grow your practice.

1. Have something unique to say

How will you tell your market that you are different from the hundreds (thousands?) of other attorneys who say they do what you do?

I will tell you how not to say you are different. Reasonable rates and years of experience are not differentiators – they are table stakes. If you cannot stand out from the crowd, you will [...]