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How far would YOU go on a first date? (yes, seriously)

First DateThere 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.

[Marketing Idea] Law Firm Sponsored Scholarship Contest – A Win-Win!

 

Spring flowers in mountain valley.
Spring flowers in mountain valley.

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.

Here’s an idea for you next blog post (SUPER EASY)

774748_10206635104010926_2063704206746737390_oClients 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.

A Resolution You Can’t Afford To Break

 

2016 goals - New Year resolution concept - isolated text in vintage letterpress wood type printing blocks on a laptop screen with a 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:

  • Phone/follow-up with previous clients
  • Contact potential referral sources and offer to talk to their organization members
  • Set up social media channels for your law firm and post to them regularly
  • Make a list of media sources (local magazines and newspapers and TV stations) and offer to write an article or speak to their audience

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.

Will New Ad Blocker Trends Affect Your Law Firm?

Are you one of the many lawyers running online Pay-Per-Click (PPC) campaigns to try and boost business for your law firm? If so, you’ll want to take a second and read this article to learn more about ad blocking, which is a trend that’s changing the landscape of digital marketing.

Ad blocking is a way to basically tune out pop-ups, banners, and other intrusive ads that can ruin your web browsing experience. Ad Block Plus is the most popular ad blocking plug-in, as it can be downloaded for free right from their website. In fact, Ad Block Plus claims it is the most popular web browser extension in the world. However, Ad Block Plus has been shown to be a bit overzealous when it comes to which ads the extension blocks: Google AdWords, Facebook ads, and Twitter ads have all been affected. Thus, if you’re currently spending money on any of these PPC campaigns, you may be at risk of not reaching your target audience and, depending on the specifics of your campaign, you may be charged for ads that no one is even seeing.

So what can be done to combat this new trend? As of this writing, advertisers and developers are working on ways to make ads un-intrusive by focusing a better user experience and creating ads that are less bulky and do not take up a lot of bandwidth, since these issues were the the whole reason ad blocking software was developed. AdBlock Plus is also working with Google and Twitter to find a solution to this issue, though whatever solution is reached will likely cost those companies extra money – and that cost will presumably be transferred to you, the ad buyer. However, none of these solutions are imminent, meaning some extra steps need to be taken in regards to your law firm’s digital marketing strategy.

While PPC marketing can get your law firm to the top of Google searches through paid means, there’s a very good chance potential clients will not see your ads. Instead, a marketing strategy that relies on content and SEO rich blogs will help your law firm rank higher on search engines and will be visible to your specific audience. Organic searches are not affected by ad blockers, and the content you offer will be beneficial to your audience, who may then share it with others who may be in need of your services. Blogs, YouTube videos, and ebooks are just some of the many marketing materials you can use to get around the ad blocking trend.

 

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.

When your employee screws up

Guest Feature Article
Molly Hall & Laney Lyons

We have written about how ineffective and destructive “Come to Jesus Meetings” are – how they inspire fear but don’t solve problems, thus can’t provide lasting change. Trust me on this, because I can call a Come to Jesus Meeting with the best of them.

But I got a strong reminder just this week that there is a better way.

My company had a client service issue where a mistake was made. And I realized as I worked through it that having a “Come to Jesus Meeting” with my team never crossed my mind.

When you know without a doubt that your employees have tremendous integrity and work ethic, and truly care about your clients, you have no desire to dump any of the emotionality of a situation on them. You communicate clearly what happened and the consequences to the company, then you move to problem-solving. In fact, instead of dumping the emotion on your employees, you try your best to support them.

(Dumping doesn’t necessarily mean you are being mean or harsh. Dumping is just passing on the emotion – it might be you gravely explaining the seriousness of the situation and allowing everyone to sit with that, or showing your nervousness about the possible consequences and pleading with them to do better. None of that helps.)

An employee who does care will already feel AWFUL about the mistake and will be nervous to have upset you and the client. You will have to deal with an employee whose confidence is shaken. Your biggest opportunity to be a leader is at this moment.

In this situation, I talked with the client who was upset. I listened, apologized, and expressed that I understood the concern. Then I explained that I wanted to meet with my team and talk with them about what happened and how we can improve our process to make sure it doesn’t happen again. I then spoke to my team, having all the information about what happened and how it happened. I didn’t need to drag them through the emotional experience. I calmly explained what happened, I conveyed the client’s perspective and reason for being upset, and I suggested an adjustment to our process that would greatly reduce the possibility of it happening again. I also asked the employee who was mainly at fault for her suggestions, and I assured her that I believe in her and understand that mistakes happen. I made it clear that I know it was completely unintentional, but that we simply need to constantly look for ways to improve our processes to reduce the possibility of mistakes.

My employee is an adult. I don’t need to burden her with the emotion and “story” of what happened. She is not a child. I don’t need to ask her, “Why did this happen?” It was obviously unintended. She cares about our clients as much as I do. And she has integrity – she will in fact be MORE upset than I could possibly be about making a mistake. My job, as her boss, is to support her, empower her, encourage her and help identify process changes that improve the client experience.

Scared employees make more mistakes. Scared employees don’t share ideas or innovate. Scared employees usually end up leaving you. Don’t scare them – empower them, support them, and encourage them.

And when you have employees with integrity and work ethic, employees who care about how you are helping clients, they WANT to improve. They want to make a difference, and a Come to Jesus Meeting serves no purpose.

Wouldn’t you rather work with a team that focuses on improving?

 

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.

No time to write a book? I have a 25+ e-book you can give to clients/prospects ASAP!

You’ve likely heard time and time again how important it is to have a print book or downloadable e-book when marketing your estate or elder law practice.

Of course it positions you as an authority, looks great in the eyes of professional partners and always perks up the ears of the media.

But… if you’re like most lawyers I know, there’s just ZERO time in your life get something meaningful typed out and into print.

Even writing an e-book can be a challenge…and you may feel that because the content requires a ton of legal expertise, its not something that you can easily delegate to your team for the sake of “saving time.”

Well if you are struggling in this area, I want you to know that the LM2 TEAM has the legal background you are looking for and we have an awesome selection of e-books that are available to the lawyers we work with!

Just this month, we released our 25 + page Caregiver Guide.   Not only is it professionally written and graphically designed, but we also give you EVERYTHING you need to market your new “book,” including:

  • Landing page copy for your website—so people can download your new book easily online in exchange for giving you their full contact info;
  • Follow up email copy, which is designed to “drip out” to people who request your book to entice them to come into the office for an appointment;
  • Letters/ emails to people and organizations that serve caregivers in your community—letting them know about your services and offering the book for National Caregiver’s Month (November).

This is one of my FAVORITE campaigns we’ve ever created and its received rave reviews from every client that we’ve given it to so far!

That’s because the book itself is written in such a way to not only support the needs of caregivers, but to show them just how much easier their job/life can be when they have a great estate planning attorney on their side.  Essentially, the book sells YOU in a non-pushy and empowering way.

Because I have been a caregiver for most of my adult life and feel this campaign is so critically important to get out into the local communities, I am making the FULL package available for $695 just until the end of the week. 

You do not have to join our monthly program and I will give you all of the pieces a la carte.

Just so you have a point of reference, the cost of having the e-book alone designed by a high-end graphic designer in an EDITABLE file (like we are providing you so that you can customize the material as you see fit!) is WELL OVER the cost of this entire campaign.  That doesn’t factor in the copywriting, editing and marketing support!

This is a labor of love for me and the materials have COST ME lot more to create than it will cost you to get the campaign live on your website and implemented in your practice. Don’t miss the chance to snag everything at such a discounted price.

If you would like to get started, contact me and let me know.  If your area is available (we don’t work with competitors), I will then email you back the link where you can download all of the campaign pieces.  Easy peasy!

P.S. If you would like to talk about some of the other e-book campaigns we have available on many topics related to estate planning and elder law, schedule a no-strings virtual cup of coffee with me. I’d love to talk over how we can help with your marketing!

Boost The Effectiveness of Your Legal Marketing by Leading With “What’s In It For Me”

A common complaint I hear from attorneys is that they are diligently DOING marketing, or what they believe to be great marketing, and they are just not seeing any significant results or ROI from their efforts.

As someone who managed law firms for 20 + years, I understand how frustrating this can be.  When you have employees to pay, expenses to take care of, and oh, let’s not forget about your own paycheck too, having the phone fail to ring…and worse, throwing a ton of money at something that is not bringing in any results can really hurt and sting.

I want to keep this article realistic and admit upfront that not every campaign you run will work, and you should be prepared for a few misses here and there.  For example, what is working for other firms may not work for you because your demographic is different, it’s not a practice area you feel totally comfortable with and so on.

But when you are CONSTANTLY missing the mark on your marketing goals, that is a huge problem.  And I’d venture to say that 99% of the time when I review marketing that isn’t working, it’s not the medium that’s wrong, it’s the MESSAGE.  The attorneys are simply failing to lead with a powerful principle known as “What’s In It For Me” in their letters to referral sources, print ad campaigns, networking attempts and so forth.

In order to be great at crafting an effective marketing message, you have to learn how to uncover and tap into the unspoken desires of your target market so that you are able to hit their deepest pain points and offer solutions to what matters most TO THEM.

Think about the marketing that YOU respond to.  Think about the invitations to host collaborative events that YOU jump at the chance to participate in.  You usually don’t have to wade through a ton of B.S. before you find out how YOU can benefit.   Go even deeper and think about what exactly it is that is driving you in each situation. Maybe it’s:

  • An opportunity to get in front of an untapped audience of potential clients
  • Free media exposure
  • A chance to network with really great potential referral sources
  • You have the chance to get something at a great discount or for free
  • You can take advantage of education opportunities that will make you more money down the road
  • … etc.

Marketing that compels and incites action will not only hint around at these selfish desires, but will position the company or person crafting the advertising as the answer to the problems you face.

Let me give you a recent example.  A client showed me a letter that she crafted to go out to senior organizations to have her come in and speak about Veterans Benefits Planning.  In the letter, she simply introduced herself, came out strongly with some information on her expertise (she IS a noted leader in her field, but that message just got lost in the mix), and included a few bullet points on what she could teach on.

The message was ignored by everyone she sent it to.  Why?  Because it was all about HER and failed to explain what was in it for THE FACILITY DIRECTORS to take on the time and expense of hosting a workshop and having her come in to speak.

When I got her on the phone, I started working with her to drill down deeper on WHY having her in to speak would be beneficial for THEM.   Turns out, many of the seniors in her area are unable to move into facilities because they don’t yet qualify for Medicaid, or all of the Medicaid beds are full and the seniors just don’t have enough money to private pay.  They are simply hanging out on waitlists until their financial situation changes.

The pain point for the facility then would be getting these people OFF the waitlist so that they can fill their non-Medicaid beds and bring in more income.  They are, after all, a business too.

We redrafted the letter to lead with this key point… that by teaching on VA Benefits Planning, our attorney would be able to help those who are on the waitlist, who also happen to be wartime veterans, begin to collect additional income through the VA so that they have a better chance of private paying to receive the care they need.  Win for the senior and WIN for the facility!

So, was the letter effective? You bet.  She had calls from directors right away to meet for lunch and talk further about her proposal.

I hope you can see the difference in how these two letters were framed.   One led with why she was so special and her expertise while the other lead with why having her in would make good financial sense for the FACILITY and their seniors on the waitlist.

As you create your marketing, be sure to go back and look it over with the “What’s In It For Me” principle in mind.  Are you addressing your target audience’s needs, wants and desires… or are you simply concerned about your own?

A few simple shifts in this area can uplevel your marketing dramatically.  Give it a try and track your results.  Please also feel free to send me some of your materials if you are in need of an honest critique.

 

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.

Yelp Is a Powerful Tool When It Comes to Lawyer Marketing

Yelp is a web site that allows consumers to rate businesses, and its influence is undeniable when it comes to marketing your law practice. When a potential client is choosing an attorney, there’s a pretty good chance he or she will check their reviews on Yelp before deciding. In fact, according to the Managing Editor of Software Advice, Yelp is the site that the majority of those surveyed turned to first when looking for attorney reviews. That means that you want to leverage the site as a means for getting new business in the door.

Lawyer marketing has always relied on word-of-mouth and referrals. A great thing about Yelp is that it provides both in one place. Not only that, but the consumer only has to leave a review once, and it remains there to influence decisions for anyone who is looking for a lawyer. Rather than asking friends for referrals and hoping for the best, consumers are now much more likely to hop online and see what perfect strangers have to say. The kicker, though, is that research shows that 79% of consumers trust these online reviews just as much as they do personal recommendations!

There are dedicated lawyer review sites out there, and while it’s certainly not a bad idea to have reviews posted on them, they should probably be a lower priority in your lawyer marketing plan than Yelp. That’s because many, many more people will turn to Yelp when searching for a lawyer to represent them. The site has a lot of name recognition and is highly trusted by those who use it.

It’s possible that your clients are already reviewing you on Yelp, so you will likely want to take a look to see what’s being said. This can be hard, as bad reviews can hurt the ego, but it’s still necessary to know if they are out there. If nothing else, it will give you an idea of what improvements you may need to make. You may also be able to respond to negative reviews in positive ways to take some of the sting out of them. (A word of warning: Do NOT become defensive or combative on these sites. It never works out to the business owner’s advantage!)

The best way to get good reviews is to ask for them. This should become a basic part of your legal marketing plan. When finishing up with a client, let them know how much you would appreciate a positive review on Yelp. Even if there are some negative ones on there, a large number of positive reviews will raise your average rating and will make it clear that complaints are the exception, not the rule.

It’s easy to think of “social media” as being all about Facebook, but the truth is that there are so many other platforms for individuals to share their thoughts, ideas, knowledge, and recommendations. Yelp is a pretty powerful tool for doing just that.

 

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.

The Perfect Welcome Email to Send to EVERY New Client!

One of the greatest frustrations clients have with their lawyers centers around the issue of communication.  Many people lament that they never hear from their attorney until it’s time to write another check.  Even if that’s not really the case, the “perception” of such can quickly make a client standoffish… always questioning your time and your motives.

Who wants that as the start of a business relationship?  At the same time, you don’t have the time to “chat” or answer questions all day.  And really, it’s equally frustrating that clients would EXPECT that of you.

What’s the attorney to do?

Well, I’ll tell you a super easy way to cause your new clients to “stand down” and put away their negative ammo… attitudes (particularly the bad ones):

Start sending the PERFECT welcome email when someone engages your firm.

Sounds simple, right?  In reality, it is.

Within 24 hours of a client coming in to meet with you, there needs to be at least one email that goes out, from the ATTORNEY, that personally welcomes the client to your practice and sets positive expectations up front.   Here are a few points you may want to cover:

·  Your gratitude for the client choosing you as an attorney.  You realize it’s not an easy decision to make and you look forward to earning their trust.

·  An introduction to EVERYONE on the team who may have a hand in their matter.   This is your chance to EDIFY EDIFY EDIFY your team members and let your clients know they are in wonderful, capable hands.  Let them know that the team will be responsible for keeping in touch with the client regularly and answering any questions they may have so that the client is NOT resentful if every call does not come from you, the lawyer.

·  Clearly walk them through how to proceed if they have a question and what to expect.  Each office has their own unique processes and nuances, so let them know how yours works.

·  Provide the client with links to any helpful articles, blogs or materials that they can be reading to learn more about the legal journey they are embarking on.  It will help them to feel more apart of the “team” and the overall process.

·  If you have a newsletter or email newsletter, let them know exactly when they can expect to hear from you (ex. Until we meet again in the office, I’ll be communicating with you bi-weekly via my newsletter.  I’ll be sending you helpful tips that I think you can benefit from, and you will have the opportunity to reply over email if you have any questions.”)

Truth is, it doesn’t take much to make the lawyer-client relationship a less adversarial one.  Simple little gestures, like sending the perfect welcome email, will work wonders in showing your clients that you are different from all of the rest.

If you don’t have a great welcome email in place, sit down this afternoon and draft one.  Give the copy to your assistant and ask him or her to ensure it goes out from an email address with your name on it after every client comes into meet with you.  The results will be immediate and you’ll significantly cut down on client drama in your practice!

 

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.

How’s that newsletter working out for you?

If you are struggling to find the time to keep in touch with your clients and/or prospects, might I suggest you start sending a regular newsletter with great content and promotional materials for your firm?

When I start working with a new client, I pretty much insist that they start sending at least an electronic newsletter to their database.   My absolute preference is that a client sends BOTH an ezine each month (or bi-weekly) and a print newsletter by mail.  I want to be infiltrating the prospect’s inbox AND their mailbox whenever I can!

The reason I insist on mailing newsletters is that they WORK.  Newsletters are cost effective, they keep you at the top of mind of your client/ referral base and they provide something of value to the people receiving them.  With a simple mailing your clients and prospects feel nurtured, attended to and empowered by the great material you are sending them each and every month.

That’s just some of the benefits that the CLIENT experiences. But what about YOU?

When my attorneys give me a breakdown of where their business is coming from each month, it NEVER fails that they are brining in new business directly from their newsletters.

Think about it: when your content is written in such a way that is intriguing and informational, people will forward your electronic newsletter to their family and friends.  Or they’ll save a print newsletter and hand it to a loved one to check out. You are making it easy to share your services with others and new business will often come in as a result.

Same is true when you are promoting workshops and seminars. Again, many of our clients get a good number of sign ups from their newsletter mailings.  Whether it’s old prospects that are finally convinced that they need your help and raise their hand to attend, or new leads who have been forwarded your content by their family or friends, sending a newsletter is a really effective way to put butts in seats for your events!

If you are not sending newsletters in your practice, let me urge you to make this the month that you start!

If you don’t have anyone on staff who can handle creating a newsletter for you from soup-to-nuts, including writing a personal note from the attorneys to keep your readers hooked on your content and opening your materials each and every month, let’s chat!

We specialize in electronic newsletters, print newsletters, advertising inserts and complete management of your electronic database systems (i.e. Infusionsoft, iContact) to create beautiful HTML content emails.  We also handle printing and mailing.

I’d be happy to send you a sample of some of our most recent client mailings if you would like to see for yourself what we can do for you and your firm..  Just email me and I’ll send you the goods!

 

 

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.

Think twice before setting up a “review station” in your firm!

I talked to an attorney this week who wanted to get some more reviews posted online from happy clients following the completion of their legal services.

He was thinking about setting up a “Review Station” in the firm where clients could spend a few minutes at one of 5 dedicated computers he would set up in the office and leave feedback about their attorneys before leaving.  He felt this would get around the issue of clients forgetting to review the firm when they got home… and that the reviews would be mostly favorable because he was “striking while the iron was hot” when clients were pleased with their service.

While in theory the idea of having a review station or a few dedicated iPads in the office for reviews is a great plan, it’s just not doable.  Why? You run the risk of not getting your reviews published, or worse, your entire account shut down.

The idea of “Review Stations” is nothing new to Google.  One business owner recently wrote the following post in the “help” section online:

“We work really hard at doing the right things with our customers and in doing so we feel we earn the right to ask for them to review us on Google Places.  As of 2 weeks ago our reviews stopped showing up.  We offer the use of our computers to make it convenient for the customer to write a review.  Are we being penalized for having reviews come from the same IP address?  We do business with thousands of people every month, so it is not unreasonable to have a very small percentage actually leave us excellent reviews.”

The Google team had a swift response to why reviews may not be showing up anymore:

There have been a lot of questions about reviews lately in the forum, and we wanted to address some of the more common ones.

1. Where did my reviews go?

Edit, December 12: Please note that the Review content policy now states that business owners or employees should not review their own businesses. We also discourage review stations or kiosks set up at your business location that are solely for soliciting reviews.

The same information is also found on the Review Guidelines for Google Plus.  The “conflict of interest” subheading specifically mentions Review Stations again by name:

  • Conflict of interest: Reviews are most valuable when they are honest and unbiased. If you own or work at a place, please don’t review your own business or employer. Don’t offer or accept money, products, or services to write reviews for a business or to write negative reviews about a competitor. If you’re a business owner, don’t set up review stations or kiosks at your place of business just to ask for reviews written at your place of business.

Sites like Yelp are even STRICTER about soliciting for online reviews.  They discourage the mere act of ASKING for reviews.  You can read more about that HERE.

Policies such as these have been put in place to stop folks from gaming the system.  A recent study shows that 88% of consumers trust online reviews as much as they would a personal recommendation.  It is important for the Googles and Yelps of the world to put safeguards in place to help ensure people are only reading accurate and unbiased reviews of the companies they are investigating.

So, what’s a business owner to do?  How can you get more reviews without getting in trouble?

1.     Don’t think you can get around this.   It can be tempting to think you can “trick” the system and Google, Yelp, etc. would never know.  Reviews are tracked by IP addresses, so if multiple reviews are coming from one computer, there is a chance that all of your great reviews will suddenly disappear or your account will get shut down all together.  I have seen this happen!  Don’t take the chance, it’s not worth it!

2.     Make it easy as possible for people who ARE willing to leave you a review on their own time.   We make sure to put icons to review sites such as Google + and Yelp on one central page on our clients’ websites.  There is nothing wrong with telling people that you have a page where it’s really easy to leave their feedback with one click of a button.  When it’s easy to do and minimally time consuming, clients are more apt to take the time to help you.

3.     Keep an eye on your profiles.  While it may take you time to gather a bunch of great organic reviews, one bad review from a cranky client or prospect can really tarnish your online marketing efforts.  Take the time to watch out for such posts and respond whenever possible so that other people reading the review can see that you addressed the situation and that perhaps the reviewer was just a bad egg!

As long as you keep within the Terms of Service, online reviews are definitely something you WANT and need.  Again, it’s no secret that prospects often read such reviews before making a buying decision, so the more great ones you have, the better!  Just be sure to ask for them in an ethical way to protect your accounts and the integrity of your firm.

 

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.

A Summer Networking Challenge To Help Market Your Law Practice

 

Networking Tips to Market Your Law Practice

The legal profession is a competitive one, and each law practice needs to determine how best to market their services. As with any other type of business, networking can be a key to unlocking new and repeat business, not to mention those sought-after referrals. Make your legal marketing more productive with these networking tips:

·   Make a point to network with other lawyers in non-competing fields.  Once you’ve developed a relationship based on mutual trust, mutual referrals just make sense.  Bonus Tip:  Also network with professionals in other fields, as there are plenty of opportunities for referrals that way, too!

·   Be a helpful resource.  Instead of always looking for the payoff, make a point to use your skills and abilities to help others succeed at their goals.  They will remember the role you played and be happy to tell others about it.

·   In addition to offering help to others, make sure you follow through.  If you tell your doctor that you will make an important introduction for her, that needs to happen as soon as possible.  You will show yourself to be reliable, as well as providing her with what she needs.  Bonus Tip:  Follow through is important, but follow up is important, too.  Check back in with your doctor to make sure the introduction happened and see if it provided the desired result.

·   Always support your brand when networking.  Your brand should revolve around who you really are, not some idea that you want to project.  This allows you to be yourself in your interactions, and that kind of authenticity makes a big difference in the fruits of your networking endeavors.

It’s true that most lawyers didn’t go through years of school, testing, and practice so that they could become expert networkers.  They want to be lawyers!  The fact of the matter, however, is that you must market your law practice in order to stay in business.  Networking is a vital part of any lawyer’s marketing plan.

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.

 

I love this marketing strategy that NEVER goes out of date!

Lawyer Marketing Strategies: Direct Mail

As a strategy for marketing law firms, direct mail has been around forever. It was there before business websites, e-newsletters, and social media. Considering the convenience and low cost of digital marketing methods, many lawyers find themselves wondering if direct mail is even a good strategy for marketing a law practice in today’s world.

In a word, yes. Direct mail marketing might not seem as modern as the other strategies listed (which are also good strategies, by the way), but it’s still around for the simple fact that it works. We’ve told you again and again that the best way to succeed as a small law practice is to take care of the clients you already have. This keeps them coming back, as well as referring their contacts to you.

However, it’s impossible to overlook the need to cultivate new prospects, and that is where direct mail marketing really pays off. Direct mail allows you to target potential new clients based on a variety of factors such as income level and geographic area. One direct mail piece can reach thousands of potential clients at once, and it does it in a way that people don’t find particularly intrusive. According to a study done by Epsilon, 70% of participants reported that they prefer direct mail to email when receiving unsolicited information!

Another advantage of direct mail is that it’s less likely to get lost in the shuffle than email. For one thing, you can make a direct mail piece completely unique. Skip the boring form letter and find cool and unusual ways to market your law practice by using different types of paper, dye-cut brochures, interestingly folded documents, and so much more. A surprising direct mail piece can really capture potential clients’ imagination and is more likely to be kept for reference than an unsolicited email that would probably get no more attention than is necessary to hit “delete.”

Remember, prospects (and everyone else, it seems) can receive hundreds of unwanted emails a week. Because it’s an easier approach, many law practices rely on it far too heavily for marketing. That’s certainly not to say you shouldn’t use email to market to current clients, but it’s not necessarily the best path to take to reach new folks. On the other hand, it’s been found that direct marketing pieces can also bolster your email marketing. Consider sending a unique direct mail piece to current clients letting them know to watch their email inbox for an upcoming offer, and you’ll likely find that the open rate on that future email outpaces most of your others by a long ways. Similarly, you can use your direct mail piece to invite prospects to log on to your website in order to access a special promotion.

Law practice marketing is certainly a different beast than it was 20 or even 10 years ago. That doesn’t mean, though, that the old-school marketing techniques don’t still have their place in your strategy!

 

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.

Your Website Needs Attention

“Your website needs attention.”

Chances are you’ve heard those words quite a few times this week.

Here’s the scoop:  Google is changing its algorithm again, and this time around it plans to “slap” websites that are not mobile friendly by April 21st .

If you care about your rankings in the search engines, read on.

I’m going to break down these changes for you, without “end-of-the-world” scary hype, so that you know what you need to do, what needs your attention and how to quickly take action.

Basically what’s happening is that Google is adding a “mobile friendly” component to its algorithm to help determine whether your site is mobile friendly on devices such as smart phones and tablets.  Any site that is found not to be mobile friendly will be automatically dropped in the rankings below those that are, when the searches are made from mobile devices .

A few years ago, having a mobile site was just a novelty. Now it’s a must. It’s estimated that in 2015, 50% of all search traffic will come from a mobile device.  If your firm is being buried or even dropped from search results for mobile users, it’s easy to see how this could have a significant impact on your practice.

So How Will This REALLY Affect You? What If You already HAVE a Mobile Site?

Maybe you already HAVE a mobile site or you’ve had your website recently re-designed.  You’re probably feeling confident that all this doesn’t apply to you.  However, I’d challenge you to still take a deeper look.

Here’s why: my friends at Solamar Marketing, who are BRILLIANT designers and coders in their own right, had a personal run-in with this new Google Slap that warrants everyone’s attention.

Even though Solamar has a mobile site, when they ran their domain through Google’s Webmaster Tools, they were notified that 100% of their website was NOT MOBILE FRIENDLY.   How could that be?

Turns out, they had a few old HTML pages that were outside of their main company site that were left over from previous versions and just kind of floating around in cyberspace.  Thanks to those rogue, unused pages, it did not pass Google’s “mobile friendly test”!  It would have been unknowingly dropped from the rankings if they didn’t catch it in time!

The fix? They simply deleted all the rogue pages and solved the problem.  They are 100% mobile-friendly again.

It’s Not Time To Worry… It’s Time To Take Action

If by this point of my email you are hyperventilating, please take a deep breath.  This is not the end of the world.  Here’s why:

  • Some sites can become mobile friendly by simply adding a plugin. It’s a super easy and inexpensive fix that can get your site compliant in no time.
  • Perhaps you have rogue pages out there in cyberspace that are causing your entire site to be penalized.  All you or your webmaster must do is find them and DELETE.
  • You may need additional coding on your current site to make mobile friendly, could be a little time consuming but doesn’t necessarily require an entire site remake.
  • Or, if there is no easy fix for you beyond creating a mobile-friendly site from scratch, consider it for the best.  Again, with mobile search traffic constantly on the rise, it’s an investment in your practice that will definitely pay off if you are quick to become compliant while your competition is asleep at the wheel!

All that said, if you want to make sure your website is up to par and don’t know where to turn or who to trust, my two recommended resources for web design are:

Solamar Marketing

http://www.solamarmarketing.com

hello@solamarmarketing.com

or

Lisa Beers Design

http://www.beersdesign.com

lisa@beersdesign.com

If you choose to contact them, let them know that you were referred by Laura Lee. I don’t make one red cent by sending you to either company, but I know that they take great care of my readers and extend even better pricing.  Win-Win.

If you have specific questions about what to expect with these upcoming changes or you don’t have the time to manage this process and want some help, “email us” and let’s chat about how we may be able to assist 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.

20 Ways to Get Other People to Market Your Law Practice for You

20 Ways to Get Other People to Market Your Law Practice for You

Putting together a smart marketing plan takes some balance. After all, there are only so many things that you have the time and budget to make happen.  If you can harness your good reputation and other hard work in ways that make it so others market for you, then you can extend your law firm marketing to even deeper levels without a ton of extra effort on your part.  Here are 25 ways to do that, with varying amounts of resources required from you.

Promotional Products

Designing, ordering, and distributing promotional products will cost both time and money, but once they’re released “into the wild,” they continue spreading the word about your law practice, even when you’re nowhere in sight.  Promotional products can—and should—double as gratitude gifts for clients, but in order for them to be effective lawyer marketing, you need to make sure that the items you choose are ones that will actually get used.

1.     Travel coffee mugs

2.     High-quality sweatshirts

3.     Personalized pens

4.     Funny bumper stickers for clients

5.     A unique, branded item relevant to your area of law

Helping Others

There’s not much in this world that feels better than helping someone in need, and by engaging in these kinds of activities you can benefit your law practice, not just by marketing it, but also by building a culture of caring and loyalty amongst your staff and the organizations your law firm supports.  It’s a win-win.

1.     Underwrite a charity event

2.     Sponsor a youth sports team

3.     Donate services to fundraising auctions

4.     Put together a volunteer team

5.     Run a food/coat/toy drive for a good cause

In Writing

When someone quotes you in an article or provides you with a testimonial, others see it as a direct endorsement of your skills.  When it comes to lawyer marketing, it doesn’t get much better than that.  Even if you put in the work to write a press release, once it’s picked up by media, they suddenly become the ones doing your marketing for you.

1.     Ask for testimonials for your marketing materials

2.     Send out press releases

3.     Provide clients with referral cards (and a referral program)

4.     Join HARO (Help a Reporter Out)

5.     Exchange brochures with a non-competing colleague

Online

Every time you comment on a blog or Facebook post, you are getting your name (and probably a link to your business) in front of a new audience.  You can also gain the attention of those you admire by retweeting or sharing something they’ve posted, and oftentimes all of their followers or “friends” will also see what you’ve had to say due to the networked nature of social media.

1.     Encourage others to share or retweet your posts

2.     Share and retweet others’ posts

3.     Purchase advertising on targeted websites

4.     Run an ad campaign through Google

5.     Comment on relevant blogs and sites with a link back to yours

As you can see, these are just 20 marketing ideas out of THOUSANDS you could put in place this fall.  My advice is to focus on 4-5 and follow the tasks all the way through to completion. You can even recruit staff members who have a little bit of extra time on their plate to help.  The time and effort you spend now will be well worth it to have a full calendar when 2017 comes!

Generate more business, speaking engagements & expand your influence with our free 21-day legal marketing bootcamp.  Click here now to discover more.

 

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.

[News] Helping Clients Take Advantage of Facebook’s New “Legacy Contact” Feature

As our lives become increasingly digital, more and more of the assets we accumulate are based in technology or created online.

Estate planning attorneys have the important job of educating their clients on how to handle “digital assets” in the event of a person’s death or incapacity, and then helping the client document such wishes in a will or trust.  Whether it’s an email account, blog, collection of domain names, hosting accounts, apps, ebooks, etc., a good estate planning attorney can help ensure that only a person the account owner trusts can access and maintain digital assets in their absence.

One area of digital asset planning that has received a lot of attention lately is the management of one’s Facebook profile page.  Until recently, loved ones of the deceased only had two choices: 1) Keep the wall public so everyone could continue to post messages and thoughts on the wall or 2) request to have the page “memorialized,” which meant the profile was no longer searchable or visible to those who were not already friends of the individual.

What Facebook did not allow to happen was for someone to manage the profile in the owner’s place.  Without explicitly having the password (and the permission to use it!), loved ones could not accept new friend requests, pin important information about memorial services to the top of the profile or update pictures.

That’s all changed this week, though, with the roll out of Facebook’s Legacy Contact feature.  Facebook users now have the opportunity to choose a “legacy contact,” either a family member or a friend, whom they want to manage their account when they pass away.  Or, they can let Facebook know that they want their account deleted immediately upon their passing.

From Facebook’s Newsroom:

Today we’re introducing a new feature that lets people choose a legacy contact—a family member or friend who can manage their account when they pass away. Once someone lets us know that a person has passed away, we will memorialize the account and the legacy contact will be able to:

  • Write a post to display at the top of the memorialized Timeline (for example, to announce a memorial service or share a special message)
  • Respond to new friend requests from family members and friends who were not yet connected on Facebook
  • Update the profile picture and cover photo

If someone chooses, they may give their legacy contact permission to download an archive of the photos, posts and profile information they shared on Facebook. Other settings will remain the same as before the account was memorialized. The legacy contact will not be able to log in as the person who passed away or see that person’s private messages.

Alternatively, people can let us know if they’d prefer to have their Facebook account permanently deleted after death.

As your clients plan for the handling of their digital assets after death, the Facebook Legacy Contact Feature is an important tool to mention during the process.  By simply logging into their account and following the directions below, they can easily make their wishes for their Facebook account known.

How do you feel about the creation of Facebook’s new “Legacy Contact” feature?  Will you take advantage of the opportunity to name a contact and share this information with your clients?  Sound off why, or why not, in the comments below!

 

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.

I Stink at Marketing My Law Practice—Now What?

A trash can full of smelly garbage. Not really sure why he is smiling, but he is!

The weather couldn’t be prettier down here in the Florida Panhandle this time of year.  I’ve been enjoying some beautiful weather here at the beach soaking up some much needed sunshine after battling the flu for weeks!

If you get a chance to come down to the Panhandle be sure to let me know so we can meet up!

It is October now, and I hope that the marketing plans you made for your firm in January are rolled out and implemented full steam ahead.  Because 2017 is right around the corner.  You should have been reaching out to organizations about speaking opportunities, setting up coffee dates with key referral sources, or making fabulous offers for prospective clients if you’ve dropped the ball.

However, that window of opportunity in 2016 is closing fast, so strike while the iron is hot!  Even seemingly small connections can turn into bigger and more lucrative opportunities down the road.  Just a few months ago, we had a heck of a time getting a client into a well-known organization to speak to a group of HIGHLY targeted prospects.  So…we put our marketing hats on and got creative. We thought, “How can we get in the door just in time for the New Year?”

Here’s a big secret: When you get stuck, always approach things from the perspective of “What’s In It For THEM.”  Shift your mindset!

So, with 2017 approaching, we gave another call back and explained how much we love what the organization is doing and wanted to support them financially to help meet THEIR goals.  We were basically making a sponsorship donation.  And, as we had hoped (and planned for), the small donation FINALLY cracked the door open for the coveted speaking opportunity that other law firms in town would kill to have!

Even if you think you stink at marketing, there are so many ways to get the visibility for your firm that you want and deserve.  Sometimes you just have to think outside the box. My feature article below has some pointers for you…

I Stink at Marketing My Law Practice—Now What?

Not every lawyer has a gift for marketing a law practice.  On the other hand, pretty much every law practice depends upon marketing.  It can be a very difficult dilemma, indeed!  So, for those who don’t feel like they’ve got what it takes when it comes to marketing, what’s the answer?

Actually, there are a few good options.  Being a less-than-skilled marketer doesn’t need to spell doom for your law practice, rather it means that you need to dig deeper to uncover what will work for you.

Go With Your Strengths

If you’re reading this, then it’s probably because you already know the importance of marketing your law practice.  You’ve probably also noticed that there seems to be no shortage of ways to do just that.  But, it’s quite likely that you don’t feel comfortable with all of the possibilities.  For example, if you’re someone who doesn’t like speaking in front of a crowd, we could tell you all day how beneficial it is to give presentations without you deciding to give it a try.  It’s just not your thing!  On the other hand, you might be hugely charismatic in one-on-one situations.  If you also happen to like to eat, then you might just have hit on an area of marketing in which you excel: the lunch meeting!

  • I never want to cold call someone, but I love writing = direct mail
  • I have tons of info to share but no desire to do a seminar = blogging
  • I want to reach out to others, but I don’t have time to go in-depth = social media

Take the time to analyze your strengths and then build on those for an authentic and results-oriented way to market your law practice.

Educate Yourself

Maybe you don’t know a ton about marketing a business, but it sure does look like fun to you!  In that case, why not take a marketing class at a local college or even take a course online.  Nothing quite beats the enthusiasm that goes along with implementing new ideas, and classes are a great way to gain exposure to those ideas.

If a class doesn’t seem like it would work for you, you might also consider hiring a business coach.  This person will get to know your specific business, along with your personality, in order to make suggestions for strong methods to market your law practice.

Hire a Pro

Let’s face it.  Not every lawyer has an interest in marketing his or her firm.  With few exceptions, it’s just not typically why someone goes to law school.  If you’ve determined that you don’t enjoy marketing and/or that you’re just not getting good results from your efforts, it might be time to bring in the big guns.  Hiring a professional, especially one with a proven track record of marketing lawyers, can actually be the best course of action.  Not only does it free up the lawyer’s time to do Lawyer Stuff, but it can also save a fair amount of money in the long run by avoiding newbie mistakes and giving your legal marketing a more professional appearance.

So if you want to do this at no risk (well, actually for $1.00 to kick you off) click here to learn more about our Inner Circle Accountability & Private Group Coaching Program! What do you have to lose besides getting the phone to ring and revenue?

 

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.

 

 

Creating a Marketing Plan That WORKS for Your Law Practice

There are so many parts and pieces when it comes to marketing a law practice, that it can get a little overwhelming.  Instead of taking a helter-skelter, see-what-works approach to marketing the practice, it’s a good idea to come up with a consistent plan to follow.  A law practice marketing plan doesn’t have to be set in stone, as you’ll want to monitor it and make occasional adjustments based on results; but it is a practical way to organize your approach and stay on track.

Just as with any other part of marketing, the marketing plan can be done in many different ways.  For those who need a place to get started, though, here is a great way to do so:

Legal Marketing Plan Step 1: Strategize

If you have no idea where you want to go, all the maps in the world aren’t going to help you get there.  The first step in creating a legal marketing plan is to figure out what it is that you are trying to accomplish.  Are your goals monetary?  Are you looking to serve a certain number of clients?  Perhaps you want to branch out into a new area of law.  It’s possible that you want all three!

Before deciding how you’re going to make your business successful, you have to define what success means to you.  By doing this, you can develop reasonable steps to take in pursuit of those goals.

Legal Marketing Plan Step 2:  Develop Goals and Objectives

The goal is what you want.  The best goals are quantifiable and have a deadline.

  • Increase billable hours by 15% in the third quarter
  • Sign XXX Company to a retainer by the end of the year
  • Conduct four new consultations a week

Each of these goals can be measured in order to see if they’ve been met or not.  Again, you can’t reach your destination if you don’t know what it is!

Objectives are the steps you take to reach the goal.  So, for the goal to develop four new contacts a week, you might implement the following objectives:

  • Pass out ten business cards a week
  • Check in with referral contacts once a month
  • Lead four workshops a year

These objectives are action steps that you intend to take in order to make the goals real.

Legal Marketing Plan Step 3:  Set a Budget

Once rent, payroll, association fees, etc. have been paid for the month, it can feel like there’s just nothing left to be spent on marketing your law practice.  Instead of looking at it as an expense, however, it’s a good idea to think of your marketing budget as an investment.  How much per year are you willing to invest in making your goals happen?  Spending a few hundred dollars for marketing collateral should lead to considerably more income as you reach that 15% billable hour increase goal!

Decide what you can/are willing to put toward marketing and make it a monthly part of the business’ budget.  Using those numbers and your best judgment, you can then tackle individual objectives on the way to meeting your goals.

 

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.

[SWIPE] Our Best Email Subject Lines of 2014

I love January.  A New Year always brings new opportunities to review the inner-workings of our businesses and see how we can proactively make changes, or improve upon things that are already working for the year ahead.

This week I’m actually battling walking pneumonia (BOO!), so in between rest and loads of chicken soup, I decided to dig in and take a peek back at our top performing email subject lines of 2014.

Email marketing is such a HUGE part of our business and a huge part of our attorneys’ businesses, as well.  Whether it’s sending out weekly email newsletters, promotional emails for legal workshops or upcoming events or persuading referral sources to send new business and collaborate, email marketing is one of the most cost-effective ways to communicate with the prospects and clients of your firm.

But, please don’t be fooled.  Just because email makes direct response marketing more cost-effective and accessible, doesn’t mean that it’s EASY.  If your communications are constantly getting filtered into junk, or worse, no one is opening your messages, it’s a huge waste of your time and effort.

I always say that there’s a fine art to getting an email open and read, and it’s something we really focus in on here at Legal Marketing Maven.   And, once the email is opened, it’s a whole ‘nother animal to get people to respond and take action.

If you’ve sent out email communications in the past and felt ignored or that your efforts produced little to no response, I’d challenge you to go back and review the content of what you sent out.

Start with the subject lines.  Here are a few tips to get your readers to open up:

Make it personal:  If a prospect believes the email is coming personally from you, they are more likely to open it and respond.  Ex:  Can we talk for a second, <insert name>?

Create a little mystery:  Be purposely vague or intriguing with a subject line to entice readers to open and learn more.  Ex.  We announced the overhaul of a client’s new website with the subject line: “I got a facelift!”  Imagine the clicks!

Use numbers:  People like numbered lists and steps.  Examples include, “5 Ways to Avoid Probate” or “6 Mistakes To Avoid When Choosing An Attorney.”

Shed a little light on your personal life.  Readers are nosy and want to know what’s happening with YOU behind the scenes. Give them a peek at your life outside of the law.

Get to the point:  Let them know upfront if there is an invitation or gift inside that requires their attention.  Ex.  I have a gift for you… open quick!

The other piece of advice I would offer you is to make sure that you are including a CLEAR call to action in your emails.  Are you TELLING the reader what you want them to do?  Are you letting the reader know HOW you want them to respond?

Many times we’ll help our attorneys spark communication with their readers by clearly asking for responses or suggestions about a whole host of topics that simply catch people by surprise, humanize the attorney and open up the lines to chat.  Try it in your own mailings.  For example, ask clients for their top suggestions of places to vacation within a two hour drive, or favorite local spots to buy art or discounted furniture for the office.  You may be shocked when your inbox fills up with responses and the occasional…”oh by the way, I’d like to come in and get your help with something.” I promise, this REALLY works!

And, if we want the reader to take fast action on something, we ASK.   There’s no beating around the bush.  The call to action is clear, concise and easy to act upon.

Remember that when it comes to email marketing, and marketing in general, a confused mind always says “no.” If it’s not clear what you are promoting or what you want the client to do, your emails will get deleted or lost in the shuffle.  Be sure to have a CLEAR call to action in every communication that you send.

I hope you find these tips helpful and that you are able to use some of these suggestions to craft more effective email marketing campaigns this year.   And, feel free to swipe some of our top performing subject lines from 2014.  You can see how they easily fall into the guidelines and tips I gave you above:

My facelift  (Note: This was the launch of a new website)

I’m moving, AGAIN + Info on our scholarship opportunity!

Thanks (insert name)

My naked mermaid saga

Hey… I need your help with something real quick

How Did We Get So Much Stuff?!

With Thanks

A tribute to my young client killed in a horrific crash

Saying goodbye to my old love  (NOTE: this was about a purchase of a new car)

I can’t stop laughing at this (truly) + a new workshop for you!

A friendly reminder for you… + my epic mom FAIL moment

See you this month?

Thanks for the pics + heads up for these warning signs!

Have a great week!

Laura Lee

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.