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Eat Lunch With the New Kids – New Business Development

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

More new business development clues from 55Words, “eat lunch with the new kids.”  Begin building relationships with the newer members of your firm, making them feel welcome and comfortable asking you for advice.

Other important clues include:

  •  Never eat lunch at your desk, if you can avoid it.
  • Know at least one good joke.
  • If you offer to help, don’t quit until the job is done.
  • And, the best way to get on your feet is to get off your ass!

Use this 3 post series to provide clarity, focus and execution for your new business developers.

Never Park In Front of a Bar

Written by Allan Colman on . Posted in Attorney Marketing, Business Development, Conversion Rate Optimization.

“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.

Stay tuned for more!!

What is Missing in Generating Law Firm Revenue Growth?

Written by Allan Colman on . Posted in Attorney Marketing, Leadership, New Business Development.

What is missing in generating law firm revenue growth is accelerating leadership.  It is one of 12 exceptional leadership practices that firms should focus on, including branding, building client value, strategy, team building and so forth.

The key to building recurring, sustainable revenue lies with http://www.lawjournalnewsletters.com/sites/lawjournalnewsletters/2017/09/01/leadership-linking-law-firm-leadership-with-revenue-generation/

Portrait of confident waiter presenting invisible product against gray background

What is the Most Underutilized Social Media?

Written by Allan Colman on . Posted in Attorney Marketing, Online Marketing, Social Media.

Paper, yes paper is the most underutilized social media.  Text, Twitter, LinkedIn, Facebook, emails, electronic filings are now consuming 85-90% of communications received by corporate and agency attorneys and executives.  Do you really think your social media messages pitching new work get through?

It is simple!  If you want something actually placed on a suspect’s or prospect’s desk, put it in an envelope or fax it.  Just think of the response rate you will receive.

Fax me your response at 310-618-1122.

Thank You San Diego LMA

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

Yesterday, it was a pleasure to participate in the first in-person book review of The New Colors of Law Firm Marketing with the LMA San Diego Roundtable. The discussions were lively and open to suggestions and strategies from all of the members. And presenting the world’s first law firm marketing book in the Pechakucha format proved to be a great way to start the program.

Thank you San Diegans. Look forward to presenting to the Orange County LMA next week.

Have You Practiced Lunch?

Written by Allan Colman on . Posted in Attorney Marketing, New Business Development, Practice Pitch Meetings.

Before going to a pitch meeting have you practiced lunch, a proposal, the questions to ask, anticipated answers and setting the next step? Picture yourself at the table with a prospect that you have targeted in the right industry and the right organization. Your research has given you a clear sense of how this “buyer of services” thinks, what their business is about, what the company or agency wants and needs and what your opportunities are vis-a-vis your competitors.

Do not talk about your firm! Instead, start with a value proposition, “here is what we can do for you, and here’s a general sense of how we’re going to get there. And then get them talking. Put your research to work by practicing the questions you will ask that show you have actively studies their problems, needs and opportunities. Anticipate answers and plan responses. And pay attention to their answers rather than thinking about your next question.

Practice, practice, practice before you start eating the salad.