September 3, 2015

The Trap of Just a Little More

If your happiness is based on always getting a little more than you’ve got, then you’re trapped. You’ll never be happy. Me too. Of course, I didn’t see it at the time. I truly believed I’d be happy when I, in fact, got that little bit more. That small step would be the solution. I always knew the answer, and it always involved just a “little more.” But it’s a trap. I’d get a little more, and the target would […]
September 2, 2015

Why No One Reads Your Marketing E-Mails

I’m a big believer in e-mail marketing. Not, one-off, random e-mail marketing, but rather a coordinated approach using a prewritten sequence of e-mails calculated to achieve a particular result. You know what I mean. We’ve all signed up for e-mails on some website. We’ve provided our address in exchange for an incentive (here’s the one I use on this site). We use Aweber as our e-mail service provider and are quite satisfied. We write the sequence, and it handles the e-mailing […]
September 1, 2015

Start Saying Yes to Every Opportunity

You get invited to an event at the mall. They’re going to bring in half a dozen lawyers, set up a bunch of tables and chairs, and let mall visitors ask lawyers questions. It’s called “Free Lawyer Day.” The mall people are very excited. They’re going to advertise it on the radio, put up banners in the mall, and work hard to spread the word. The woman is on the phone. She’d like you to participate. It’ll cost you nothing […]
August 31, 2015

The Magic Legal Marketing Bullet

She e-mailed me a referral. It came with all kinds of information about the client. She looked good on paper. The e-mail had everything I needed except the client’s contact info. For that, I’ll have to sign up for the service. She called to tell me her company has more clients than it can handle. It’s overwhelmed with inquiries from great, paying clients. She can have the calls forwarded to me. For that, I’ll have to sign up for the service. He […]
August 27, 2015

10 Initial Client Meeting Disasters

It’s hard enough to say and do the right things in the first meeting with a new client. It’s not always comfortable for you. The client is awkward, and you’re not quite certain what to say and do. It’s a stressful situation with lots of unspoken expectations. What’s worse is that the initial client meeting can be derailed before it even starts. You can begin the meeting with your chances of having the client hire you already damaged. It’s like […]
August 26, 2015

Query: What Are You Doing for Client Feedback?

Do you have a systematic process for obtaining client feedback after you finish the work? Are you doing surveys? If not, is there a reason for not doing them? If so, who conducts the surveys? Are you doing them via phone? E-mail? Other? Who sees the data? What do you do with it? What else is going on within your client feedback process? Please share your thoughts, ideas, processes, and insights. Thanks. Lee
August 25, 2015

Sand Castles, Law Firms, and How to Stop the Waves

I’ve talked to thousands of lawyers now and worked closely with hundreds in an effort to improve their practices. Personally, I like to have those conversations under an umbrella on a beach. It’s even better if drinks are brought to us in our lounge chairs. You see, the beach provides endless material for analogies and lawyers. Each lawyer comes to me with his or her specific frustrations, aggravations, and issues. Every lawyer has a different story. The story sparks a […]
August 24, 2015
shake hands

Closing the Deal With Prospective Clients

“I just can’t close the deal,” she said. She’s getting the consults in the door. She’s charging for the initial meeting (thankfully), but the prospects aren’t turning into clients. “I’m listening to their story,” she continued. “I’m asking questions, I’m giving them answers, and I’m giving them a plan for how to move forward,” she explained. But that’s it. They walk out the door, and she never sees them again. “Sometimes I call them after the meeting. Some of them […]
August 20, 2015

Multiple Practice Areas and the Website Dilemma

I was flipping through websites looking for a podiatrist. They’re easy to find on Google. One after another, I reviewed their sites. I found one who looked good. Excellent credentials, good experience, and nice photo, so I continued to read. Then I noticed that he’s more than a foot doctor. Right next to “Podiatry” it says “Keys Made” (and, yes, I’m making this up). So, he fixes feet and makes keys? Handy. Yep. My immediate reaction is “I need a […]
August 19, 2015

Your Paralegals Are an Embarrassment

Paralegals like to trash talk me on their forums. Apparently, I annoy them. For instance, they made great fun of me for suggesting outsourcing plant maintenance (we lease our plants, and the vendor provides all care and watering). I’m not sure why my plant watering program attracted their ire. Whatever. Today, I’m going to really annoy the paralegals. The Paralegal Rule I’d suggest you count the paralegals in your firm. How many do you have? It’s my contention that the there […]