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<b><i>Part One of a Two-Part Article</b></i><p> For a variety of reasons, many law firms and lawyers struggle to effectively cross-sell or cross-service. This article defines the specific and best actions lawyers and law firms can take to expand client relationships.
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The advantage of online marketing is that it is one-to-many, as opposed to in-person marketing which is one-to-one. By adopting the seven habits of effective online marketers, CMOs can generate more business for their law firms.
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<b><i>What Lawyers Can Learn From Dentists</b></i><p>Nobody enjoys visiting the dentist, but everybody knows you still must pay him or her on the day of service. Attorneys, however, have historically let the client lead the payment dance. Lawyers do the work and hope/expect to be paid without waiting too long or discounting the invoice too steeply. What can we do differently?
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Part One of a Two-Part Article This article defines the specific and best actions lawyers and law firms can take to expand client relationships. This first part includes specific actions individual lawyers can take to expand client relationships.
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With every request for external exposure, there is also an assumption that one effort of marketing will result in millions in new revenue. Yet, we all know that the responsibility to implement all marketing initiatives is on the lawyers.
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Technology is playing an ever-increasing role in our lives, personally and professionally. One of the emerging technologies that has caught my eye is blockchain.
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We hear that clients hate to be cross-sold. However, this does not mean that clients are not interested to be introduced to new colleagues who can provide insight. Rather, cross selling must be thoughtful and tailored to clients' needs
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While ranking directories are rarely the only tools used to find a firm or lawyer, in-house counsel and CEOs often turn to them as informative research sources. For these reasons alone, preparing materials and references for submission, even though time-consuming, may make sense under the right circumstances.
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In nearly 30 years as a legal marketing professional, I have seen firsthand so many changes and developments in law firms' perception and treatment of business development and marketing as a business practice. Here are a few takeaways that I trust will be uplifting as you continue to pave your professional journey in legal marketing.
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Conventional business development methods ignore an important part of the legal services selling process: the legal services buying process.