By Brenda A. Barnes bio When you ask clients what they want from law firms, you quickly receive a long list. Expertise Support Practical advice Good relationship Track record Client focus Trust Business outcomes Honesty Quality brand … [Read more...] about What do clients really want?
Marketing
Are your staff’s poor phone skills destroying your marketing efforts?
By Elizabeth M. Miller, MBA bio Every law firm invests firm profits on client development and marketing, no matter how large or small the firm or the budget might be. The goal of investing those revenues in marketing is to make your law firm phone to ring—with a potential client holding a retainer check on the other end of the line. This phone call in turn generates … [Read more...] about Are your staff’s poor phone skills destroying your marketing efforts?
10 rules for getting good press and new clients along with it
To get new business, your law firm has to be the first place the client calls. To make the call, the client has to know your firm's name. To know your firm's name, the client has to see it over and over in the media. Media coverage is good free marketing, says Pam Lontos, president of Pam Lontos Consulting in Orlando. But to be of any value, it has to be repeated. "Because … [Read more...] about 10 rules for getting good press and new clients along with it
Hold an open house and keep clients happy and referrals flowing
An open house can be effective for maintaining existing clients and keeping the referral sources sending the referrals. It makes people feel at home and get a feel for what the firm does. But an open house takes marketing skill. Success depends on where it's held, the hellos and goodbyes, the food and even what everyone wears. The when and where of it all The day: The … [Read more...] about Hold an open house and keep clients happy and referrals flowing
Six ways to reach the highest possible prosperity
It's the bottom line that counts. That's the firm's profitability. And maximizing it calls for more than bringing in new business. The keys are several—a plan to follow, a strong managing partner to enforce it, a shrewd client acceptance process, partner compensation that rewards cash in hand, lots of leveraging, and culling out the deadwood clients. Those items are outlined … [Read more...] about Six ways to reach the highest possible prosperity
How to execute the single most difficult and valuable marketing tactic at your law firm
By Bob Weiss bio We are often asked what is the single most difficult marketing problem facing local and regional law firms. Our answer: database development and management. What we mean by this is simple—most law firms do not have a reliable and updated system of managing client and other contact information. Software companies call it "client relationship … [Read more...] about How to execute the single most difficult and valuable marketing tactic at your law firm
How to sell your legal services without being a pushy salesperson
By Trey Ryder bio Lawyers often ask me to explain how selling-based marketing differs from education-based marketing. I point out the standard differences about giving prospects what they want—information and advice—and removing what they don't want—a sales pitch. But the fine points of education-based marketing go much deeper. You and I, as consumers, want people to … [Read more...] about How to sell your legal services without being a pushy salesperson
Watch out for federal and state laws when promoting your practice on social media and websites
Social media can be useful for getting a practice's name out there and helping potential clients find you. But there are legal and ethical issues raised by use of social media. Federal and state laws are also implicated when a law office decides to promote its services whether it be through establishing a website or participating in forums such as Facebook, LinkedIn or Twitter. … [Read more...] about Watch out for federal and state laws when promoting your practice on social media and websites
An easy way to gauge your client’s satisfaction
with your firm
By Elizabeth M. Miller bio
For many years, I was the consumer who would be the first one to voice my displeasure at goods and services I received if I did not think I was getting value for my money or service, or a product somehow fell short of my expectations.
Over the years, though, I've come to realize that feedback of any kind is important and helps a business to make … [Read more...] about An easy way to gauge your client’s satisfaction
with your firm
Model Client Satisfaction Survey
Why you need this model survey: Clients demand value and, in this competitive market, you need to find out if you are meeting your clients' needs and giving value for the fees you receive. A client survey is a relatively easy way to get this information. How this model survey helps you: The insight that these surveys provide is priceless and can be used to enhance client … [Read more...] about Model Client Satisfaction Survey