In the end, it’s the feeling of triumph that I remember most clearly. My client had just signed on for my new $5,500 estate planning “package.” I was ecstatic. Little did I know that, 2 weeks later, the triumph would be replaced by a massive defeat.
In a previous post, I promised to write about how and why client engagement goes off the rails for many attorneys. As I reflected on that, it dawned on me that there really are only a few reasons people don’t engage with me… All but one of of which I have some measure of control over. I’ve found five main factors when we fail to engage a client. They are: 1. Slow Handling of Inquiries/Leads If someone expresses an interest in your firm, jump on it within 24 hours. Someone who has reached out to your firm absolutely MUST be … Continue reading
Has it ever occurred to you that the quality of our living is directly proportional to our willingness to be in discomfort? I don’t mean our quality of life, which is all about comfort. I mean the depth and breadth of the act of our living and what kind of discomfort we choose and how we embrace it. There seems to be a strategic difference between people who choose the discomfort of being an entrepreneur versus those that choose the discomfort of working in jobs that are just jobs. I know a few people who love the work they do, … Continue reading
Last time I talked about how it is essential to build a relationship with your prospects and clients. (Read that here) When someone first meets you, often they are not quite ready to buy from you. Unless you are able to create and keep a connection with them, you lose a potential client. Likewise, without having a way to stay in touch with current or previous clients, you are wasting a valuable opportunity to remain top of mind, while developing a stronger connection, credibility, and the likelihood of repeat business. It comes down to this—If you want more referrals from … Continue reading
I admit it. I cannot sell. I stink at selling. I am the person who couldn’t sell water to a thirsty man. I fear selling. I think of used car and insurance salesmen when I think of selling. My skin crawls when I think of selling. When I opened my firm in 2009, my main resistance was to the idea that I would have to sell. (Insert all manner of icky sound effects here). But I put on my big girl panties and began. With the help of Alexis Neely, my friend and mentor, I learned to overcome my panic-attack … Continue reading
This is an important public service announcement if you are considering hiring a legal marketing company, agency or service to market your law firm. Please take it seriously. Far too many lawyers think legal marketing will be the answer to their prayers — I get it, I once thought that, too — but what I discovered (and you will, too, if you don’t heed this warning) is that legal marketing is just a teeny piece of the law business puzzle. You’d think it was the whole enchilada if you pay attention to what every online marketer in the legal space … Continue reading