Are you creating and converting sales opportunities? How to get in the game!
This won’t make me popular, but here’s your new year preview wake-up: Unless you’re creating sales opportunities, or converting sales opportunities, most of what you’re spending your business development time on is largely a waste. The “game” I’m referring to has two components: Opportunity generation Opportunity conversion Anything else, you’re hanging out on the sidelines with the other nonplayers, acting like you’re in the game. “I’ll Get by With a Little Help From My Frie
Building Stronger Client Relationships
Back in the day, lawyers had easy access to their clients. They could schedule in-person meetings, go out for lunch or drinks and run into each other at worship services or football games. Everyone was in close proximity, and social interactions arose naturally. Now, due to company acquisitions and consolidations, key client contacts are increasingly in another part of the country … or the world. In addition, corporate ethics rules make it harder to show appreciation for busi
Serving Up a Sales Strategy
Results from the first Legal Sales and Service Organization (LSSO) survey, “Legal Sales Uncovered,” released in November, confirms that the role of law firm sales professional is becoming commonplace in the profession. But, despite the critical role sales professionals now play in driving bottom-line growth, the report reveals a disconnect in the way these professionals are valued and given a voice within their firms. The Pay Is Good, but the Stress Is High, and Responsibilit
Five Fresh Marketing Ideas for 2019
Make 2019 your law practice’s best year yet with a mix of online and offline marketing tactics. Don’t be afraid to try something new or different — and don’t automatically dismiss old-school tactics. Here are five ideas to get your wheels turning. 1. Spread Your Brand Around Most law firms have branded merchandise — pens, mouse pads, travel mugs. You may be ordering these giveaways for an industry trade show, but what happens to the extra swag when the show ends? Next year p
Five Ways to Take the Awkward out of Holiday Parties
Holiday parties can be more awkward than meeting the parents. Follow these tips and you can be confident in your approach — and even make holiday parties an enjoyable (and beneficial) experience. Five Ways to Feel More Confident 1. Be “The Friendly Face.” Instead of looking for the friendly face, get comfortable being the friendly face. Look for a person standing alone and strike up a conversation or invite them to join your group. Adopting this tactic instantly takes the pre
Is Google better than a Dictionary?
“Get to the Point!” is a huge fan of working the heck out of your dictionary, thesaurus and usage guide to improve your writing. But is Google better? The answer is “sometimes.” Asking for the Wrong Thing Many apps and programs are unforgiving of spelling or typographical errors. “No results” or the equivalent is the unhelpful response to an incorrect spelling. But Google and some other programs and sites such as Wikipedia are tolerant of the fumble-fingered, asking “Did you
How to ask for Client Testimonials
There’s a lot of discussion about when, and how, to ask for feedback over the course of a client engagement. A website or bio refresh is a great time to ask clients you trust why they hired you and what sets you apart from your competitors. And with many of us tweaking our sites or profiles at year’s end, it’s a good time to talk to clients about what they like about you. Provide the Framework When You Ask for Testimonials Happy clients are typically more than willing to prov
Five Ways Email Marketing for Lawyers Truly Works Low-maintenance methods to boost your email market
It’s clear that email is still central to communications, with an estimated 281 billion emails being sent per day. So it’s no wonder almost 70 percent of marketers rely on email as a core part of their marketing strategy — because it works. How can email marketing help you and your law firm? Email marketing keeps clients connected to you, which makes them more likely to contact you when they need legal services. Low-Maintenance Law Firm Email Marketing If you’re new to email
