When you’re thinking about hiring a marketing consultant who wants to help you profit from his method of marketing, ask yourself whether the marketing method is… 1. Effective. What proof do you have that the method works? Is it similar to other things you’ve tried that have not worked? What will make it work this […]
How To Create An Email Law Alert
Powerful Marketing Tool Replaces Printed Newsletters Thanks to email, you can now write and distribute a weekly Law Alert without buying a single postage stamp or sacrificing even one tree. What’s more, you can email your Alert to prospects and clients anywhere in the world in minutes. Here’s how to design and promote an email […]
How To Build Your Law Practice With Dignity
Here’s the only marketing plan you’ll ever need Many lawyers spend thousands of dollars on complex marketing plans. But then, often, other priorities seize their attention and their marketing plans gather dust. Here’s the marketing plan I use for my clients. STEP #1: Identify the niche you want to fill and the services you want […]
Hot Prospects Turn Cold, Build Defenses When You Look Like A Salesperson: Here’s A Checklist Of Do’s And Don’ts
If you talk or act like a salesperson, you immediately trigger your prospect’s sales defenses, which he uses to keep you at a distance. This puts you at a serious disadvantage because it causes your prospect not to trust you. And it may erase your opportunity to ever win that prospect as a new client. […]
Hidden Persuaders: Keep These Documents Close At Hand For When Your Presentation Needs A Boost
Your prospect is in your office. You’ve explained everything in detail. Yet for some unknown reason, he hasn’t agreed to move forward. Here are tools you can use to turn your prospect’s hesitation into an enthusiastic Yes! CREDIBILITY. These tools help overcome your prospect’s hesitancy if it is due to his lack of trust in […]
Free And Open Access: Key To Building And Maintaining Client Relationships
Often, as technology increases, our ability to make meaningful connections with people plummets. Yet we still yearn to connect with other people. For example: I don’t have a relationship with the dealership that services my car. My relationship is with the service manager. I don’t have a relationship with the store where I buy computers. […]
Email Gives You A Big Edge With Prospects But Only If You Respond Quickly
Email’s a wonderful tool. Ninety percent of my communication with clients and prospects is through email. At the same time, email puts a heavy burden on you if you hope to attract email inquiries from prospective clients. Long before email, back in the late 1980s, I had a close friend who was one of my […]
Crossing The Line From Educator To Seller Destroys Your Credibility
One major benefit of education-based marketing is that your marketing program attracts inquiries from prospects. In this way, you don’t pursue prospective clients. They come to you. The problem is: If you don’t get inquiries from the prospects you want — and if they’re prospects you can identify by name — you could easily decide […]
26 Fatal Marketing Mistakes Lawyers Make
Lawyers who rely on traditional marketing methods are fast discovering that many “time-proven methods” no longer work. You could dramatically improve your marketing results by avoiding these mistakes and heeding this updated advice. MISTAKE #1: Failing to distinguish yourself from other lawyers. One primary purpose of marketing is to clearly state how you’re different from […]
19 Secrets That Increase Response To Print Ads
Have you ever purchased a display ad in the newspaper and then not received a single call? Or placed an ad in a magazine, only to conclude that no one ever saw it? What went wrong? Here are seven common reasons prospects don’t respond to ads. Prospects don’t see your ad because no graphic image […]