Skip to main content

Author: Allan Colman

Turn Clients Into Advocates for Your Firm

Written by Allan Colman on . Posted in Client Retention, New Business Development.

Continue building relationships and turn your clients into advocates for your firm.  There are multiple tactics to use including:

  •  Find out by conducting regular client satisfaction visits or discussions to enhance client retention opportunities.
  • Focus on more than just what you are doing now.   Cross-selling other practice group services is a solid approach to marketing.
  • Keep adding benefits to your services.   While performing a service or conducting a client interview, keep notes on issues that you are spotting.  Give your clients something extra by arranging a lunch to go over these issues, without charging a fee, of course!
  •  Participate rather than just attend.  Selling success requires you and others to attend and actively participate rather than just buying tables at dinners or offering tickets to sporting events.

Add your own ideas to this list, but do/do them!

How You Can Break through the Noise of Social Media

Written by Allan Colman on . Posted in Content Marketing, Law Firm Marketing.

Break through the noise of social media. Make your marketing visible. Tell your authentic story. Yes, sounds great, but how?

In a cluttered market, where newsletters are served by the pound and blog posts all look the same, how can you stand out, get your message across and close new business? If you’re seeing the next chapter of the book and are intent on rising to the top, think “video.”

Over the past few weeks, we’ve been testing our 1 minute content videos to share some of our business development techniques with you. The result? We have shared compelling, accessible, visible ideas to a growing audience. This approach is generating leads, driving more engagement with viewers and creating eye-to-eye with prospects and clients.

Our production process was really simple:

  • Brainstorm ideas
  • Write & edit scripts
  • Practice
  • Record
  • Share on the best marketing channels for our audience.

Using video to communicate your value and brand, you will move to top-of-mind and outperform your competition, and meet one of the most effective marketing strategies –

Show ‘em who you are and tell ‘em what you bring to the table.

There’s No Such Thing as a Cold Call

Written by Allan Colman on . Posted in Allan Colman, Conversion Rate Optimization, Law Firm Marketing.

There’s no such thing as a cold call in law firm marketing.  In fact, you never have to make a so-called cold call.  The resistance some professionals have to business development isn’t unlike the distaste for wintery weather conditions – and a lot of it stems from a distaste for making these cold calls.  The term implies a lak of control over the turns of the conversation, hint at feeling stuck – as though there are no other options for attracting new clients.  They may even fill one with a sense of dread over the fear of icy responses from the individuals they have called.

We use a group of simple tactics to identify previously unknown prospects so that a much “warmer” approach can be taken.

Law Firm Marketing – Increase New Business Now

Written by Allan Colman on . Posted in Law Firm Marketing.

[vc_raw_html]JTNDZGl2JTIwc3R5bGUlM0QlMjJ0ZXh0LWFsaWduJTNBY2VudGVyJTIyJTNFJTNDaWZyYW1lJTIwd2lkdGglM0QlMjI4NTMlMjIlMjBoZWlnaHQlM0QlMjI0ODAlMjIlMjBzcmMlM0QlMjJodHRwcyUzQSUyRiUyRnd3dy55b3V0dWJlLmNvbSUyRmVtYmVkJTJGZ2pxNW1qdUtJWVUlM0ZyZWwlM0QwJTI2bW9kZXN0YnJhbmRpbmclM0QxJTI2YXV0b2hpZGUlM0QxJTI2c2hvd2luZm8lM0QwJTI2Y29udHJvbHMlM0QwJTIyJTIwZnJhbWVib3JkZXIlM0QlMjIwJTIyJTIwYWxsb3dmdWxsc2NyZWVuJTNFJTNDJTJGaWZyYW1lJTNFJTNDJTJGZGl2JTNF[/vc_raw_html][vc_row fluid=”yes”][vc_row_inner][vc_column_inner]

Schedule Your Free Consultation

If you would like to schedule a time to speak with Closers Group, please complete the information below.

[/vc_column_inner][/vc_row_inner][vc_row_inner][vc_column_inner width=”1/4″][/vc_column_inner][vc_column_inner width=”1/2″]

Error: Contact form not found.

[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]How can you increase new business and identify new suspects rapidly?

Go where they go; Know who they know; Read what they read!!!

This marketing cliche should be the mantra for every firm leader.

Focus on ensuring marketing and closing skills begin with the first contact and involve following up, building the relationship, understanding the prospect’s business,
brainstorming, and offering ideas before asking for the business.

Make sure your marketing teams practice these skills to close more business by starting to meet more suspects and prospects.

Three tactics to utilize include;

1. Is the firm’s leadership focusing on developing the right strategies and cultivating teamwork to grow new business?

2. What are these strategies and teamwork- building approaches?

3. Who are the companies and agencies you should be targeting now?

At the Closers Group, we help law firms close more new business rapidly using a variety of business development tactics just like these.[rs_space height=”16px”]

Marketing for Marketers Series

Only 3 Sources of New Business

Rainmaking Does Not Start Outside

27% Have Been Terminated by In House Counsel

It Is Not Enough to Win[rs_space height=”16px”]

Law Firm Marketing – It Is Not Enough to Win

Written by Allan Colman on . Posted in Law Firm Marketing.

[vc_raw_html]JTNDZGl2JTIwc3R5bGUlM0QlMjJ0ZXh0LWFsaWduJTNBY2VudGVyJTIyJTNFJTNDaWZyYW1lJTIwd2lkdGglM0QlMjI4NTMlMjIlMjBoZWlnaHQlM0QlMjI0ODAlMjIlMjBzcmMlM0QlMjJodHRwcyUzQSUyRiUyRnd3dy55b3V0dWJlLmNvbSUyRmVtYmVkJTJGb0dRS2RUYzFYcUklM0ZyZWwlM0QwJTI2bW9kZXN0YnJhbmRpbmclM0QxJTI2YXV0b2hpZGUlM0QxJTI2c2hvd2luZm8lM0QwJTI2Y29udHJvbHMlM0QwJTIyJTIwZnJhbWVib3JkZXIlM0QlMjIwJTIyJTIwYWxsb3dmdWxsc2NyZWVuJTNFJTNDJTJGaWZyYW1lJTNFJTNDJTJGZGl2JTNF[/vc_raw_html][vc_row fluid=”yes”][vc_row_inner][vc_column_inner]

Schedule Your Free Consultation

If you would like to schedule a time to speak with Closers Group, please complete the information below.

[/vc_column_inner][/vc_row_inner][vc_row_inner][vc_column_inner width=”1/4″][/vc_column_inner][vc_column_inner width=”1/2″]

Error: Contact form not found.

[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]It is not enough to win.

In order to get future work it is critical to continue building the relationship. Start by offering to share trial tactics with your client’s in house law department, co-author an article within her industry publications, or invite the teams to a celebratory dinner after the win, settling a strike, or successfully completing the new merger.

Do you get the message here – it is not enough to win.

Look for ways to help your clients. Your clients expect you to be ahead of the curve.

Consider using these 3 approaches:

  1. What internal selling tools can you help your individual clients develop?
  2. At an upcoming conference can you sit your clients next to people with whom they can build a new beneficial relationship?
  3. Identify your colleagues who can provide another practice value to your clients.

 

At the Closers Group, we help law firms close more new business rapidly using a variety of BUSINESS GENERATING TACTICS, just like these.

[rs_space height=”16px”]

Marketing for Marketers Series

Only 3 Sources of New Business

Rainmaking Does Not Start Outside

27% Have Been Terminated by In House Counsel

It Is Not Enough to Win[rs_space height=”16px”]