Browse Archives | Subscribe | Home

LawBiz® TIPS – Week of July 15, 2014

www.lawbiz.com

LawBiz(r) newsletter

The annual survey of the best blogs/blawgs is once again open for submission. I ask readers of our newsletter (lawbiztips.com) and our blog (lawbizblog.com) to go to the ABA site and cast your vote for LawBizBlog (lawbizblog.com). Thank you. Call me if you have any questions.

Ed signature
lawbiz.com

Be There or Be Square

The best way to differentiate yourself-in a good way-in today's social-media-and-computer-based world of communication is to establish an actual physical presence on which potential clients can base a hiring decision.

There is no better way to establish effective marketing relationships with prospective clients than by establishing a presence at their trade shows and association meetings. By properly researching and targeting events, a lawyer can meet more prospects in one day than might otherwise be possible in months. And being physically present at these meetings demonstrates knowledge of potential clients' business, understanding of their concerns, and seriousness about offering solutions.

Rainmakers use this kind of contact to begin an ongoing process of communication with clients or prospects to develop and expand a working relationship outside of the lawyer's own services. The lawyer doesn't have to maintain an exhibit booth but merely a presence at the event, mingling with people on the exhibit floor and at the show's events.

Don't confuse this kind of marketing with the ethically questionable "cold call." ABA Model Rule 7.3 prohibits "in-person, live telephone or real-time electronic contact [to] solicit professional employment from a prospective client" when the solicitation involves "coercion, duress or harassment" or when "a significant motive . . . is the lawyer's pecuniary gain."

In targeted marketing, such as visits to trade association meetings and conversations with prospective clients, the goal is not a series of "sales calls" on the prospect but the development of a broader relationship in which you highlight the ways in which you can meet the prospect's needs. You are creating a bond and demonstrating that you provide value.

This means an investment in time and expense, but it also means that your marketing is more likely to bear fruit. How you present yourself in terms of showing attention to and empathy with the prospect can be crucial to the information you elicit and the impression you leave-and the business you generate.

8 Steps to Greater Profitability

The Lawyer's Guide to Profitability

8 Steps to Greater Profitability

Audio excerpt available!

$99
until August 1
(reg. $199)

To Order:
1-800-837-5880

or order online at lawbizstore.com.

Success is only 8 steps away ...
8 Steps to Greater Profitability: The Lawyer's Path to Prosperity is an 8-CD set that provides the most complete audio guide to law practice management available.

From crafting a business plan to selling your practice for maximum value, Ed will lead you from start to finish through the eight most crucial steps to law firm success. Earn the living you deserve and find fulfillment throughout your career - embark on the path to success today! Learn more.

IN THIS ISSUE:

Be There or Be Square

8 Steps to Greater Profitability (8 CD set) - 50% OFF!

Video: Do You Guarantee Your Work?

FEATURED VIDEO:
(Click image to view)

Ed Poll on YouTube

Do You Guarantee Your Work? 

Twitter Facebook Linked In YouTube
New Life After Law Coaching Program

 

CLIENTS SAY:

"We started trial today... (The) short conversation we had about the case ... prompted a fabulous opening/closing statement for me... You sparked a great visual argument for me which I have confidence in... Thank you."

MO
Los Angeles, CA


"I have been working with coaches for the past couple of years concerning my business, and the thing that I particularly like about working with Ed Poll is his 25 years of legal background. He has a keen insight into the ramifications of practicing law and he seems to be genuinely concerned about my business."

FSB
Attorney At Law
Birmingham, AL

spacer

Ed Poll, LawBiz® Management

lawbiz.com   |   lawbizblog.com   |   lawbizregistry.com   |   lifeafterlawbook.net   |   lawbizstore.com

800-837-5880

©2014 LawBiz® Management. All rights reserved.

This LawBiz Tips E-Zine is categorized for the following audience(s):

This LawBiz Tips E-Zine is listed under the following categories: