There is more to building a successful law practice than good lawyering. Every viable business needs a marketing and sales effort to survive. Yet the majority of attorneys I have surveyed report a general disdain for marketing; so much so that they tend to put their marketing efforts on the back-burner. They take a hit or miss approach to marketing. Hit or miss marketing efforts are like a shot in the dark; more often than not it is missed.
It’s easy to procrastinate and tell yourself that marketing is the least important task on your daily agenda because you can’t bill for it. But that would be short-sighted because, marketing is everything you do and everything your firm does throughout the process of inviting, engaging and servicing your clients. With that in mind your marketing effort might be as simple as always delivering an outstanding service to your clients or it could be spending a weekend with a top client or referral source doing activities you both enjoy.
Think of marketing as your opportunity to meet a new best friend. Relationship marketing is by far the most cost-effective and efficient way to build your law practice. As such, it is crucial to be aware that no matter what you are doing or how you are behaving you are always developing relationships that may lead to referrals or more billable work.
Keep your law practice generating the kinds of clients you want by consistently marketing and building relationships. This might seem difficult when your practice is busy, yet that is the very time to keep your marketing actions going.
Consistency is the key to effective marketing. Marketing works if you are consistent in targeting the right niche with the right message. A consistent marketing effort will help you weather the boom and bust cycles that many attorneys suffer. Keep in mind, a well-trained business development assistant can help you manage a consistent marketing effort.
One of the top strategies you can use to locate affluent and super-affluent prospects is to find common ground with professional advisers like financial advisers and accountants who serve your ideal client. Think about how you can network and add value to the professional adviser community. Leverage your time and marketing efforts by building an educational program on topics of interest and value to professional advisers.
If you really want to connect in a meaningful way with high-net-worth clients, form a strategic alliance partnership with those they trust as their tax and or financial adviser. Clients love to attend educational lunches or dinners sponsored by their wealth adviser or CPA. They’ll show up if invited by their trusted adviser to a tasteful client appreciation event.
Marketing works for lawyers who are consistent with their marketing efforts. Keep it fun and leverage your time with a well-trained marketing assistant and a referral alliance partner.
My passion is to help you get a steady stream of perfect clients at a price you can afford. If you are finding yourself challenged with getting in front of affluent and super-affluent clients, realize that this may be your opportunity to change what you have been doing and learn new and better ways of attracting and serving clients.
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