Laura Lee Sparks
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Laura Lee Sparks
Your logo is the most prominent visual for your brand. It should be simple, memorable, versatile and appropriate for your audience. If your logo doesn’t meet these criteria you might want to consider an update. There’s a great company that I recommend to lawyers who are just getting started and need a new logo, or those looking for a refresh. The company is 99designs and it is very affordable and offers a wide range of talented designers. Actually, there are a lot of great design agencies and independent designers that will be happy to work with you. Maybe you even know a talented designer.
But no matter who you work with, there are 5 things you’ll need from them after the design is final. Most lawyers aren’t graphic designers and don’t speak “design-speak” so I wanted to be sure that you know what to ask for.
Do you want to talk about other strategies to help you implement your marketing plan? Feel free to schedule a time on my calendar for a no strings virtual cup of coffee to chat about your business. I promise you will come away with a good plan for turning your ideas in actions!
Legal project management systems can be a great way to increase efficiency in your law firm, which leads to more clients and more revenue. Introducing project management strategies to evaluate your practice, identify strengths and weakness, and implement a plan for strategic growth may be one of the best investments you could make in your law firm. But as with any practice management change, you’ll have to get buy-in from your staff. Here are 5 tips for presenting legal project management to your staff in order to get the best outcome possible:
Guidance
Let’s face it, even if your staff needs help in becoming more efficient, it doesn’t mean that they’re completely incompetent – in fact, no one knows how your law firm works better than your staff. That’s why any project management approach should not be about teaching your staff things they already know, but more about guiding them to the path of more efficient outcomes. Acknowledge that your staff is aware of the basic tenets of project management, and explain that you’re merely putting their knowledge and experience into a more structured and streamlined approach in order to become more efficient and effective.
Simplicity is Key
Don’t try to achieve grand goals all at once, or take up copious amounts of work time on training sessions. Instead, focus on the simple aspects of the practice that you can turn around and make more efficient through proper project management. In fact, in order to get better buy-in from your staff with this approach, you should come to your staff and ask them what they need help with or what processes they’d like to see improved.
Concentrate on One Thing at a Time
As stated before, simplicity is key. That means you should focus on improving just one process at a time when engaging in project management in your law firm. This way your entire staff can focus on improving one aspect of the firm without losing track and getting caught up with other projects. Once this pattern sets in, your staff will become more efficient at identifying issues and – more importantly – discovering effective solutions.
Follow Up
Track your staff’s progress and follow up with them so your project management strategies don’t fall through the cracks. It’s very easy for new initiatives to fall by the wayside, especially when there is a glut of day-to-day work to contend with, but it’s important to stay on track in order for your law firm to grow.
Discuss and Debate
The most valuable information you’ll receive during the project management process is the feedback from your staff. Allow them the opportunity to discuss and debate the effectiveness of their undertakings and learn from what they’re saying. However, it’s extremely important to make sure that discussions and debates have a positive focus and that the end goal is about improving your law firm – there should never be a discussion or debate that ends without a resolution.
Would you like to learn more about implementing project management strategies in your law firm or discuss how we can save you time on your marketing? Schedule a no-strings virtual cup of coffee so we can discuss how you can become more efficient and gain staff buy-in!
Constantly having to replace employees who quit is a huge drain on your time, money, and patience. Training team members only to have them leave within a year can be painful and demoralizing, and your practice will suffer because of it. Below are some things to think about if you want to keep your employees happy and reduce turnover:
Compensation: The Be-All End-All?
When asked, most employees say that compensation is the most important factor when staying at job. And it is – but it’s not the only factor. Make sure you’re paying your employees a decent wage for the type of work they’re doing, and compare the wages you pay with what your colleagues pay their employees. If you notice that you’re paying much less than everyone else, you might want to consider upping your pay scale before your employees become their employees. But like I said, money isn’t the only factor. I’ve heard stories about plenty of employees who were making decent money at their law firm jobs, but left because they just couldn’t deal with the stress, felt like they had no work-life balance, or didn’t get any additional benefits like flexible PTO. Find out what’s important to your employees (besides money) and do your best to provide it. You can only work within reason, but it will mean a lot to your employees if you go the extra mile trying to provide them with a good workplace environment.
Communicate, Communicate, Communicate
Don’t wait for the exit interview to ask employees why they’re leaving; instead, conduct interviews with current employees to ask them why they’re staying, what might motivate them to stay longer, and what might make them leave. You’ll get valuable information on your strengths and weaknesses as an employer, and you’ll be getting it straight from the people who it applies to. Most importantly though, you need to act on this information where possible, because in a year from now, it could be the difference between a stay interview and an exit interview.
It’s the Little Things
Small gestures of kindness can go a long way for your employees. Does it seem like one of them is having a bad day? Take a couple minutes to ask how you can help or even just give some encouraging words. Do your employees come in early or stay late consistently in order to keep your firm running smoothly? Buy them lunch or dinner to let them you know you appreciate it. You never know how much a tiny gesture will mean to someone, so it’s a good idea to always be aware of what’s going on and how you can help, even in the smallest of ways.
If you have more questions about lowering turnover in your office or you are interested in implementing some of the strategies listed above, please feel free to schedule a no-strings virtual cup of coffee. We can also talk over how we can help you save time on your marketing.
When a lawyer thinks about his or her law firm’s most valuable asset, the answer should always be the staff. These are the people that run the office day-to-day, that interact with clients the most, and that are responsible for putting forth the best representation of your law firm possible. That’s why it’s so important to avoid the typical pitfalls of any business with employees, such as high turnover and the constant cycle of training that accompanies it, employee burnout, and low morale.
All of those issues could have a huge detrimental effect on your law firm and your bottom line. Think about it:
There are many ways to keep your staff happy, engaged, and working at their peak capacity, including competitive wages and benefits, special perks, and an atmosphere that’s conducive for teamwork. But it all boils down to one main key factor: respect. A staff that feels respected is a staff that will do the best work possible. If staff members feel that attorneys, whether they’re senior partners or junior associates, don’t have an adequate level of respect for them, it won’t be long until the quality of work begins to slide and the flow of clients starts drying up.
That’s not to say that all staff problems exist solely because of attorneys and a lack of respect. Sometimes, a staff member just may not be a good fit for a particular law firm. But it’s important to examine any possible reason why there’s a problem with the staff and, if possible, address it accordingly.
Are you experiencing any issues with your staff? Have you noticed a change in attitude of any of your employees? Or are you interested in learning some of the ways to keep your staff engaged at work and presenting your law firm in the most positive light possible? Then please feel free to schedule a call so we can discuss some ways to utilize your most valuable asset! We can even discuss how we can lighten your load by helping you save time on your marketing. Win-Win!
The Joy of Delegating
No one needs to tell you – lawyers are busy people, especially if they run their own practice. Sometimes, they’re so busy running their practice, they don’t get to spend too much time doing what they got into law to begin with: helping people achieve the best outcomes possible and providing peace of mind that their affairs are in order. And that’s where delegating comes in.
Building a confident, cohesive team that you can depend on to run your law office while you focus on helping your clients will put you on the path to success. In order to do that, though, you need to learn which tasks you can delegate and choose the right people for the job. Here are some of the key tasks you’ll want to delegate in order to build that successful law firm you’ve always dreamt of:
Accounting
One of the most important tasks to delegate in a law firm is accounting. Why? Because that’s how you get paid! I don’t know how many lawyers I’ve spoken to who are constantly seeing clients, but their cash flow just doesn’t reflect that fact. Managing invoices, accounts payable, trustee accounts, and payroll is a huge task – especially on top of all the legal work that comes along with being a lawyer. Hire a bookkeeper – full-time, part-time, or even virtual –and you may see an increase in your finances and, just as important, a decrease in your stress levels.
Phone Calls and Paper Work
How much of your day is spent taking phone calls or filling out paperwork? A competent administrative assistant can definitely help in this regard. You need someone who can handle difficult phone calls, answer a wide range of questions (and also know when not to answer a question), and take care of the mountain of paper work that comes with running a law office. If you’re running your office on a budget, consider hiring a virtual receptionist to pick up the phone for you.
Intakes
Separating the good potential clients from the bad can be a time-consuming process, and one that requires a person skilled at intakes. You don’t want to bring in every person who calls – you’ll spend all your time in initial consultations that never go anywhere. And obviously, you can’t be TOO picky otherwise you’d never see any clients. A good intake specialist can make or break your business, so fill this role carefully.
HR
You went to law school to become a lawyer, not a manager. Let someone else handle employee disputes, vacation requests, and all the other little day-to-day things that keep you from focusing on the practice law. Give them enough input so they know how you want your firm to run, then let them have at it!
If you want to talk more about delegating tasks in your law office and freeing up your valuable time, along with how we can save you time on your marketing, then schedule a no-strings virtual cup of coffee with me and let’s chat about how many hours we can save you each month.
“You have to spend money to make money.” That’s a well-known saying and there’s a lot of truth to it. I’ve worked with law firms for MANY years and I see these same 5 mistakes over and over. All of these mistakes start out as good intentions, but the good intentions never make it through to full implementation which results in a losing investment. The list is shared with you to help you avoid, or correct, your good intentions gone wrong.
1. Hire a great receptionist, but never train him to close the deal
You place ads or hire recruiters to find the best candidates. You take your valuable time reading resumes and interviewing them. You bring the best candidate on-board paying a competitive salary and benefits. Good job! You did all of the right things. But, if you fail to train him to “close the deal” with prospects who call your office, you might as well toss all of that money and time spent out of the window! Your receptionist, or whoever answers your phone, should be fully trained to be able to talk to prospects and convince them to make an appointment with you. Make sure that this person understands your ideal client’s pain points and can describe how you can help them. Good customer service is great, but being able to talk about your services and persuade them to make an appointment is invaluable.
2. Not following up on workshops, seminars or presentations
This one really causes me pain. I know that workshops and presentations take a lot of time and effort. Finding the presentation and workshop opportunities, advertising the event, the costs of the workshop such as food or hand-outs, not to mention the time it takes for you to prepare, is really expensive! So many lawyers bring a list of names back to the office and hope they’ll call the office and make appointments. You stopped short of what you need to do to get the best bang for your buck. It is critical that you follow-up with these people. They are obviously interested in your services or they wouldn’t have taken their time to attend your event. For whatever reason, many people will still drag their feet about calling your office to schedule a time to see you. You need to properly finish this process with a well thought out follow up plan. You might schedule a series of calls or you might choose to follow up via email or snail mail. Or better yet, do both!
3. Not using CRM properly
Customer Relationship Management (CRM) systems can be pricey. Make sure that you are taking full advantage of your system. It’s easy to use CRM for contact management, but you need to use the powerful tools many of them have that can automate your practice management activities as well as your follow up activities. Setting up a CRM and the automated systems takes time, but you really aren’t getting your money’s worth if you invest in one and don’t take the time to use it to its fullest extent.
4. Advertising with brochure ads
Advertising takes money. You need to spend money on a designer who will create your ad and then the fees of the publication to place the ad. Advertising can reap great rewards, but only if you have a fully developed strategy. Many law firms pay big bucks to place ads, but the ads are just all wrong. If you have an ad that only provides your name, contact information and a list of services you provide, you are wasting your money. Before you do anything else, develop your marketing strategy and make sure it includes non-threatening ways for them to take another step toward you. For example, you could create a free report and offer that through your ad. They are more likely to go to your website and download a report than to call your office right after seeing the ad. When they download the free report, make sure to collect their email address and other contact information so that you can follow up with them.
5. Learn tips and not implement
With the power of the internet, you now have scads of great law firm marketing tips at your fingertips. If you follow this blog, you know that I provide tons of tips and tricks that you can easily implement. If you haven’t already, sign up for our 21-Day Marketing Bootcamp and you’ll see what I mean. But, don’t just stop at reading – implement! Take steps, even small ones, every day to grow or tweak your marketing. Don’t just learn it, DO it!
If you would like to learn more about legal marketing AND be held accountable for taking those consistent steps to implement, check out our Inner Circle Accountability and Private Group Coaching Program. In fact, here is a coupon that will discount the month fee to $97 – just enter SAVE at check out.Our group is lively and fun and best of all, I will hold you and your team accountable each month to achieve consistent and measurable growth. This is the perfect group for you if you need help and encouragement to get things going and keep them going.
There are a lot of ways for law firms to get marketing wrong. But, there is one critical mistake that law firms make that makes me a little crazy. When I see it, I get that same feeling that you get when someone rakes their nails on a chalkboard. I call it the “premature marriage proposal.” It’s like meeting someone for the first time, not knowing if you are good for them or if they are good for you, and just blurting out, “Will you marry me?”
Let me explain…
Take a look at a few attorney ads and you’ll see what I mean. Most attorney ads are really brochures. They are filled with phrases like “We do this,” and “We do that.” Then, in big bold letters at the bottom they say, “Give me a call TODAY!”
News flash most prospects….they aren’t going to.
To most people, calling a lawyer’s office is scary. It takes a lot before someone is willing to call the office and schedule an appointment. They aren’t going to schedule an appointment just because you told them to. They need to know more about you and how you can help them before they take the step of coming into your office.
Advertising is expensive! Be sure that you do it right. Before you throw your money away on brochure ads, stop and think about your strategy first, then develop baby-steps that will guide your prospects to your front door.
Here’s an example:
You decide your strategy is to target motorcycle drivers who’ve been injured due to negligent drivers. The trick is to give them a step that is easy and less intimidating than coming into the office. Address their pain points. Answer the questions you know they have. They may be wondering, “Do I have a case?” or “Should I call my insurance company first?” or any number of things. Speak to them about these things by offering a free, downloadable report. Explain the pros and cons of their choice so they understand it really is in their best interest to work with you. You should also be ready if they still need more encouragement by developing a follow-up sequence that provides even more information – easily done with an automated email follow-up sequence.
I challenge you to take a look at any ads you are running right now and to put yourself in a position of being someone who really doesn’t want to see you. I know that sounds strange, but with this mindset you can determine if you are jumping to the marriage proposal too soon. If so, take a step back and think more about the courtship. Woo your clients rather than demand. You are spending too much money to not make sure that you are in the best position to convert prospects to clients!
If you would like to learn more about “wooing” prospects, sign up for our free 21-day Day Legal Marketing Bootcamp. It’s filled with ideas about how to reach your clients in a multitude of ways and concrete steps to take to produce results.
It is still early in the year and many of you are still dealing with ice and snow, but now is the time to think about spring! In the spring, you’ll see a flurry of activity around high school graduations. Families are focusing on their young adults’ impending graduation and it is the time when the “rubber hits the road” for parents regarding paying for college. That would be a great time to jump in and offer some help to parents in the form of a scholarship. Scholarship winners will benefit by the added boost of funds and you’ll benefit by the positive exposure you’ll receive in your community.
Creating your scholarship opportunity doesn’t have to be hard or time-consuming, but you should get started now. (Before your competition beats you to it!) Here is what you need to do:
Develop the guidelines
You’ll need to decide what criteria you’ll use to select the winning students. We’ve done this with our clients and we find that asking each applicant to write an essay is ideal. You should pick a topic that is something people care about and is relevant to your practice. For example, if you are a personal injury lawyer you could ask students to write about how losing a young person to drunk driving impacts the community. (Sadly, almost every community has at least one of these stories.) If you are a business attorney, you could gear your scholarship towards business students asking them to explain how their knowledge of business has helped them overcome a personal challenge. The sky is the limit when it comes to the topic of the essay.
Contact the schools
Once you have the criteria set, you need to reach out to your local high schools to let them know about the scholarship. We’ve had great luck with sending a letter to high school principals and counselors. Be sure to include the criteria and let them know that you would be happy to attend their senior awards ceremony to announce the winner personally. (Extra exposure!) Once you have sent the letter, be sure to plan a follow-up series of phone calls. In many cases it won’t be necessary to call them because they’ll call you back immediately. Most schools look for as many scholarship opportunities as possible! But, high school principals and counselors are very busy people so you may need to follow up by phone. You could do this personally or you could delegate that to someone in your office. Just be sure that you do follow up. This will increase your chances tremendously!
Promote the opportunity
You’ll find that scholarship opportunities spread quickly among the high school senior community. You can extend this even further by offering to pay for an ad in their high school paper (generally, very inexpensive!) and you can publish the scholarship opportunity on your website and social media channels.
And the winner is…
One of the benefits of your scholarship is that it is open to everyone. The student doesn’t have to be the best athlete or musician or even the best student. This opens the door for students who might not otherwise be eligible for other scholarships. And, even though you may offer scholarships as low as $500, this could make a tremendous difference to them. You can rest assured that you are making a positive impact while you are increasing your presence in your community. It’s really a win-win.
This is just one of the law firm marketing methods we brainstorm with the attorneys in our Law Firm Marketing Inner Circle and Accountability group. If you’d like to join this group and get more easy-to-implement marketing ideas directly from people who already had success with them – join us today.
Would you like to talk about how we can help you save time on your marketing and help you turn ideas into action? Simply schedule a time on my calendar for a no-strings virtual cup of coffee.
Clients find you online. Period. The days of skimming the yellow pages for an attorney are gone. You know this. But, being online means a lot more than just having a website. It means writing and sending e-newsletters, engaging social media and online advertising. Improving your social media presence is a topic that comes up quite frequently in the LM2 Inner Circle. The lawyers in the group and I talk about different online marketing tactics – what’s worked and what hasn’t. One of the tactics that find to be the most successful is blogging.
There are many reasons why blogging for lawyers works so well. One of the top reasons is to improve your search engine optimization (SEO). People need to be able to find you when they search for your services on Google. Regular consistent blogging with using quality keywords will help optimize your website and then improve your chances of Google listing you at the top of the list. Many people know this and simply write with this in mind. This means they stuff their blog posts with keywords like “drunk driving arrest” or “business litigation” and write with the search engines in mind. This is a mistake. The search engines might get your potential clients attention, but it is your content that will keep them.
The lawyers that are truly successful with online marketing know that their blogs should be an educational resource that serves a need in their community. They write for clients, not search engines. They provide information that helps them with their problems. By doing so, they are seen as leaders in their practice areas and it demonstrates that you care about them since you are answering their most burning questions.
Writing blog posts doesn’t have to be daunting. Just think of the most common questions that you get and schedule an hour each week to write a post – 250 to 300 words will be just fine. You might even be able to write 2 blog posts in that hour. At minimum, get 4 new articles per month on your blog. That 1 hour per week will return big dividends!
Blogging is just one of the topics I cover in the 21-Day Legal Marketing Bootcamp. Sign up today for this free course where you’ll get one easily digestible marketing lesson on creating and implementing the most effective online legal marketing strategies.
Would you like to talk about how we can help you save time on your marketing and help you turn ideas into action? Simply schedule a time on my calendar for a no-strings virtual cup of coffee.
With 2016 just around the corner, many of us are thinking about our New Year’s resolution. Well, about 45% of us are making them according to statistics. If you are like most Americans, getting fit and healthy is at the top of that resolution list. However, the number of people who managed to stay focused is infinitesimal. In fact, 1 in 3 will ditch that vow by the end of January. The top reasons that people give for this is being “too busy” but most likely they weren’t committed to their goals in the first place.
Even with this abysmal track record, we encourage you to make a resolution. Resolve to get your marketing organized and consistent. You may not need a resolution if your marketing is already consistent and it bringing a steady flow of clients to your door. So, three of you can stop reading this article right now.
Now, for the rest of us…
You simply must get your marketing system in place. Don’t fall into that trap of doing a bit of marketing, getting a few clients in your pipeline, and then ignoring marketing again because you are busy with client work. This up and down is no way to live – and certainly no way to run a successful law firm.
I get it. The thought of developing a marketing plan for the year is overwhelming. Okay then, set quarterly, monthly, or even daily goals. How about this resolution, “I will touch base with one potential referral source every business Monday.” Doable, right?
Breaking an overwhelming project down into smaller chunks makes anything doable. Deciding that you will write one blog article per week, can be done right? A quick 250 to 500 work article about how you can solve a client’s pain point should be simple for you.
The hardest part may be getting started. Sit down with a calendar and plot out assignments that can be carried out to you or an assistant. Here are a few ideas:
Once you have a plan, be sure to follow it! Wherever possible, delegate, delegate, delegate!! You don’t have to do it all. Consistency really is the key to keeping a steady flow of clients.
You may not keep that resolution to lose 5 pounds, but you really should keep the promise you made to yourself – your law firm is depending on you!
Would you like to talk about how we can help you save time on your marketing and help you turn ideas into action? Simply schedule a time on my calendar for a no-strings virtual cup of coffee.
