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Author: Allan Colman

Reveal Your Firm’s Under Performing Marketing Assets — Catapult Your Revenues Without Losing a Dime!

Written by Allan Colman on . Posted in Business Strategy, Managing Partners, Strategic Planning, Uncategorized.

Under performing marketing assets, when identified, are a real drag on your firm’s revenues.  Out of the 25 questions we use to build a successful business plan for clients, what would your responses be to these 7?

  1. Are you making decisions on under performing activities and investments?
  2. Do you complete success/rejection analyses of pitches and proposals?
  3. How are you maximizing the impact of these pitches and proposals?
  4. What success are you having expanding the number of colleagues actively selling and cross marketing?
  5. Can you use single marketing tools to leverage wider exposure and response generation?
  6. Is there a format for building a long-term pipeline of leads and opportunities?
  7. Who is measuring and reporting results  and who pays attention to them?

And what do we mean by saying our advice can advance the discussion of under performing marketing assets without losing a dime?  Simple-  experience shows that by a significant increase in your new revenues, the only cost is our professional fee.  And that is typically returned 4 to 5 times within 6 months.

To schedule a free 30 minute consultation go to 

 

Sensational 87% Increase in New Business With Coaching

Written by Allan Colman on . Posted in Attorney Marketing, Marketing for Law Firms.

It is no surprise to us that Xerox Corporation found an 87% increase in new business with coaching.  They identified that the impact of using a coach as a support activity after formal training produced an incredible 87% increase in the effectiveness of training when compared to training alone.

Closers Group clients’ accomplishments confirm the value of the Xerox analysis.  Our six-month business growers groups have averaged a 65% increase in new  business. Our twelve-month client groups have averaged over a 200% increase in new business generation.

By combining tactical training with on-going activist coaching and holding people accountable for their marketing commitments, they continue to succeed.

 For a 30 minute complimentary consultation contact :

acolman@closersgroup.com or fmims@closersgroup.com.

Or schedule directly here!

New Way to Educate Lawyers on Marketing

Written by Allan Colman on . Posted in Attorney Marketing, Law Firm Leadership, Law Firm Marketing, Uncategorized.

Legal Business World’s feature on marketing focused on our new law firm marketing coloring book, The New Colors of Law Firm Marketing.  Calling it “Husterical and fun way to teach lawyers business development,” Editor Allard Winterink featured it as the law firm marketing piece of the month.

Topics included:

* Convert your values to their needs;

* Everyone needs to have the same elevator message;

* ABR – Always build relationships;

* Rainmaking need not start outside the firm;

* Value creates a dynamic optimally suited to “Closing”.

And there is even an opportunity to draw your own cartoon based on comments lawyers have made including “I’m afraid of the process”; “I won’t cross sell”; “I’m not compensated” etc.  Turn to page 45 http://www.legalbusinessworld.nl

Emails Do Not End in Handshakes

Written by Allan Colman on . Posted in Attorney Marketing, Business Strategy, Email Marketing.

Emails do not end in handshakes is a critical observation lawyers need to heed when on a new business development campaign.  My article in the March issue of Marketing the Law Firm is aimed at encouraging business people to head across the pond for a good old-fashioned face-to-face meeting.  Their message is spot on for attorneys who rely too often on email exchanges as a prime method of growing new business. For the complete article, http://www.ljnonline.com.

 

Cookies are for Closers – But Not for Attorney Marketing

Written by Allan Colman on . Posted in Asking for Business, Attorney Marketing, Law Firm Marketing.

A current movie marketing campaign says “Cookies are for Closers ” but we hasten to add they are not for attorney marketing.  Experienced marketers know that closing new business, or asking for the business, is several steps removed from beginning a relationship.  And during the courting period convincingly demonstrating the value you and your firm bring to a prospect is critical.

THE VERY EXPECTATION OF VALUE CREATES A DYNAMIC THAT’S OPTIMALLY CONDUCIVE TO CLOSING!

When was the last time you asked your clients for their business?  You were certainly not giving them cookies.  Consider this, asking for more work on a semi-regular basis is a solid client retention tactic that could lead to bottom line dividends.  ASK FOR THE WORK.

Try to avoid what Hollywood calls “typecasting.”  Demonstrate that your firm has capabilities beyond the scope of your current assignments, emphasize the value you bring, and then detail how you can help clearly and concisely.  Then there will be no need for cookies.

Your Law Firm Marketing Mentors and Tormentors!

Written by Allan Colman on . Posted in Attorney Marketing, Business Development, Marketing for Law Firms.

We are often called law firm marketing mentors and tormentors since we find the most important element of good business development is accountability.  Our Lead Tracker system keeps our clients on their marketing trail with suspects, prospects and clients.  It is this message that is a critical part of our new, world’s first law firm marketing coloring book, The New Colors of Law Firm Marketing.

It is a new way to educate attorneys on new business development.  The book combines quotes we have hear over the years from attorneys and marketing professionals along with cartoons to illustrate the points.  We then add tactics to overcome the obstacles and take advantage of opportunities.

To download a complimentary copy of The New Colors of Law Firm Marketing go to http://allancolman.com/newcolors/.

“Hysterical and fun way to teach lawyers business development.” Allard Winterink, Editor of Legal Business World.  

“Hysterical and fun new way to teach attorneys on marketing and business development.”

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

The New Colors of Law Firm Marketing is the world’s first law firm marketing coloring book focusing on marketing and business development.  Humorous quotes heard over the years from attorneys and in-house counsel about law firm marketing and business development have been converted into cartoons to illustrate the points.  Tactics are then presented to overcome the problem and teach new ways to bring in new clients.

Both entertaining and educational, New Colors provides worksheet pages to hone in on specific business development goals.

“Hysterical and fun way to educate attorneys on marketing and business development.” Allard Winterink, Editor of Legal Business World.

 

Download a free copy at http://allancolman.com/newcolors/.

SEMINARS AND WORKSHOPS

The coloring book is the foundation for law firm marketing seminars and workshops.  Contact us to schedule keynotes and seminars for your firm retreats bar associations and practice group association conferences.  acolman@closersgroup.com or fmims@closersgroup.com.

It’s not your kids coloring book.

 

Has Your Marketing Approach Been Rejected and Client Retention Faltering ?

Written by Allan Colman on . Posted in Attorney Marketing, Client Retention, Strategic Planning.

Has your marketing approach been rejected and client retention faltering??  In fact, a frequent comment we hear from in-house counsel is that lawyers “just show up and offer legal advice.  They don’t listen.”  In fact, in our 2014 survey of counsel in the U.S. and Canada, “they don’t listen to us” is one of the 2 top reasons for terminating a long term relationship.

The art of listening should permeate sales training (yes “sales” training), be part of every marketing plan and be a strategy to use during every concerted business development opportunity. Listening and responding to a client’s or prospect’s needs are imperative if you want to win or keep a client.  An early IBM sales rule was to get your client talking at least 60% of the time.

“Do you know their pain?” should be the first question you ask before preparing for a meeting.  Then walk them through the problem, offer examples of how you solved similar issues, and make your answers[your values] their needs.

Grapes of Wrath Complaints About Marketers

Written by Allan Colman on . Posted in Attorney Marketing, Conversion Rate Optimization, Marketing for Law Firms.

We have identified  Grapes of Wrath complaints about marketers from in-house counsel,” We were outnumbered and out-talked.”  Pick which ever grape fits your business development style:

* Sending too many people to a meeting;

* Offering to handle what we already have;

* Not being prepared for the meeting;

* Lack of business etiquette, i.e. taking calls

* At a meeting, talking among yourselves, not the client/prospect.

Remember what Jeff Bezos of Amazon says, “Your brand is what stays in the room after you leave the room!”