“Never park in front of a bar” is one of the “55 Wise Words” for successful marketing. You are urged to go deep to understand the message. This is the first in a series which will contain several of the wise words. We use them with our marketing and business development advisory and success training, especially with 4-6 year Associates.
Never cancel dinner plans by text message!
Don’t knock it ’til you try it.
There are plenty of ways to enter a pool. The stairs are not one of them.
Have you read the Millennial Dictionary? Did you even know one existed? In order to help you understand and work with them, here are a few new additions to our vocabulary:
Trolls
Thirsty
Xennials
Salty
Swerve
Sorry, not sorry
Bounce
Because duh!
Yaaas
Adulting
For more on millennials in the workplace, contact us.
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.
According to a Harvard Business Review blog, 50 % of your new business, EVERY YEAR, should come from clients and referrals. We approach client retention by turning them into important advocates and spokespeople for your firms.
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 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.
