Marketing & Management Blog

The Internet has supercharged users’ ability to meet new people. In addition to utilizing social media tools like LinkedIn, lawyers can blog to attract prospective clients and referral sources. What’s happening online now is we’re moving toward a model of content marketing. Everything is being driven by content, so anybody who markets needs to be a publisher. …Read Full Entry

Do law firms undervalue good lawyering in favor of rainmaking?

Becoming a specialist helps you market your services as a lawyer. …Read Full Entry

Lawyers just don’t know enough quality targets. Time is money, so it’s hard to take the time to meet new people. But there are ways to meet new people online.

LinkedIn is a great business-focused online community with groups built around common interests. …Read Full Entry

Surefire legal marketing starts with word of mouth: do good work, share knowledge, and be social.

Sell yourself without sounding like a sleazy salesperson. …Read Full Entry

I recently had the opportunity to discuss shy lawyers—yes, there are shy lawyers!—with ABA Journal podcast moderator Stephanie Francis Ward and Dalhi Myers, who practices law with Gaffney Lewis & Edwards. Previously, we considered ways to overcome the stigma of business development. Here we continue our conversation: …Read Full Entry

Network this summer with these five tips.

Membership networking groups are a hot trend. The pros and cons for lawyers. …Read Full Entry

Prospects may tell you their primary reason for needing a lawyer, but what other legal needs do they have that they aren’t even thinking about? Ask people what’s coming up, such as whom they’re planning to hire and what kind of purchases they’re likely to make. The more you can get people talking about their future plans, the more effective you’ll be in helping them reveal their needs. …Read Full Entry

When you’ve done something really well or a client compliments you, record the success. Actually write it down on a piece of paper and keep it in a file and be very aware of it. …Read Full Entry

Talking about your qualifications can only get you so far. Giving information and helping people is the best way to demonstrate that you’re valuable. …Read Full Entry

The biggest problem lawyers have with selling is that they just don’t know enough people. It’s unrealistic to think that if you’ve got a mailing list of fifty people—a few clients and a few social friends—that you’re going to be effective in building your practice. …Read Full Entry