Tag: client attraction

How Much Is It Worth To Hire The Right Marketing Consultant?


If you ask about legal marketing before a group of lawyers, a large percentage will state the following:

  • They feel uncomfortable with legal marketing since it’s unprofessional to sell their services.
  • Hard sell legal marketing is a good approach.
  • They are highly trained professionals, and they’re not running a business.
  • They have no interest in meaningless time wasters.

Many lawyers recognize the importance of legal marketing. Some have tried direct mail letters that include a fridge magnet. Their targets included potential foreclosure clients, those facing foreclosure, accident and liability victims.

This approach doesn’t work and it offends many people. As we explained to one law firm, no one will save a magnet and wait for an accident. It will probably be viewed as bad luck.

What Does Work With Legal Marketing

For those tempted to try DIY…don’t. It makes no more sense than untrained individuals representing themselves in court.

The ideal marketing agency will schedule an intake session. Any type of existing sensational cases might be of interest to the media.

The agency needs all of the details to prepare press releases. If the senior account people determine that the case will draw the media to a press conference, you don’t have to spend the money to rent a hotel ballroom. Your conference room and a few refreshments when the conference is finished will do nicely.

Make sure someone greets the media as they arrive, Don’t let them throw their coats on the floor because that’s what many of them are used to except for major news reporters.

This approach should generate valuable coverage that you and your agency can share. It’s also a wise move to frame major media coverage for your offices. Your agency should use this to generate more media.


With Love & Best Wishes Always!



Making the Most of Your Time with Time Blocking


Time blocking means you establish specific blocks of time each week that you are going to do specific business activities. You communicate time blocks to everyone on your team and everyone you work with. And you all stick with this schedule.

You May Encounter Resistance

Itʼs really easy to slip back into the routine of just stopping what youʼre doing for every interruption, every call, every question. By stopping and handling every “fire” as it occurs, you may initially feel like youʼre controlling the situation, but the situation is really controlling you. If you find yourself wanting to slip back into that old habit, stop and remind yourself how much more efficient and in control you will be if you just stick with the system until it too becomes habit.


Establishing Time Blocks

  • Work On Your Business Day: On this day no calls are scheduled other than calls with your team. No client work is scheduled either.
    • This is the day you work on meeting with your entire team as well as individual meetings with each team member.
    • Marketing Meeting
      • Review your marketing for the coming week and month
    • Financial Meeting
      • Review your weekly and monthly financial reports.
    • Days for New Client Meetings (2 days a week)
      • Potential Client Meetings should all be scheduled on the same 2 days for each week.
      • Make only very limited exceptions for this rule for emergencies.
      • Scheduled at least 1 hour for each potential new client meeting.
    • Days/ Times to Return Phone Calls (4 days a week)
      • Block out time each day of the week (except Work On Your Business Day) to return phone calls
      • You should block between 1-3 hours a day
      • Make sure that your scheduling assistant is clear on about how long to schedule for different types of return calls:
        • Existing Clients 30-60 minutes depending on the matter
        • Prospective Clients scheduled on the New Client Meeting Days –unless they MUST speak to the lawyer first 20 minute call
        • Referral Sources 30 minutes

** You should be able to complete almost every call in the time that has been blocked as long as your scheduling assistant is clear with the caller about how much time is being blocked for the call, and that if more time is needed another call will be scheduled.


Have your scheduling assistant set up a shared calendar so you can implement time blocking as easily and quickly as possible.

With Love & Best Wishes Always!


Crafting Your Client Friendly Bio



You want to fill your practice with clients that are the right fit for you and having a Client Friendly Bio will help you to do that.  A Client Friendly Bio lets your prospective clients learn about you as well as help them to decide if you are the right lawyer for them.  Answer these 3 questions and you can craft a Client Friendly Bio that will attract your ideal clients.

  1. Why did you choose this specific kind of law to work in?
  2. What is your personal connection that caused you to choose this field?
  3. How do your clients benefit from working with you?


They seem easy enough to answer right?  Before you answer them though I want you to think about your ideal client avatar, visualize who they are and why they need you and then I want you to answer these questions as if you were them.  The idea is not to sound stiff and business like and fill your bio with a lot of legal jargon, but to let your personality shine through so the prospective client can relate and understand why YOU are the right lawyer for them!

With Love & Best Wishes Always!


Attracting the Clients You Want to work with.

Creating Your Ideal Client Avatar


Before you can fill your practice with your ideal clients you need to figure out EXACTLY who your ideal clients are.  Creating your client avatar is a great way to do that.  This is geared mainly towards law practices, but a lot of the questions can be used for just about any type of service professional.  Once you have answered these questions and really know what your client avatar looks like it will make it easier to design a targeted marketing plan so that you can reach these clients.

Attract the clients you want to work with in your practice.

These questions will help you to get a clear idea of the type of client you want to work with.  You need to get as specific as you can with your answers.

  1.  Who are you focused on reaching?  Do you want to work with individuals, small businesses, entrepreneurs, non-profit groups?
  2.  What kind of people are they?  Are you going to focus on a specific gender, geographic location or economic background? Does it matter if they own a home, or rent, are single, married or divorced?
  3.  What are they most worried about before they meet with you?
  4.  What is keeping them up at night?
  5. What is the ideal outcome of their work with you?  If you hit a home run with your client, what is that outcome?  What emotions does the client feel when they have successfully worked with you?
  6.  Why do you serve this group of people? What is your personal reason  or story that makes you want to work specifically with this group?

With Love & Best Wishes Always!