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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.

Thank You LMA Eastern Canada

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

Sincere thanks to the Eastern Canada LMA Chapter for inviting me to present “The New Colors Of Law Firm Marketing” coloring book to its annual meeting on November 21st. I am looking forward to seeing many friends and colleagues. For more information, send me a text at 310-508-8600.

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.

Self-Sabotaging Excuse for Not Marketing – “I always miss the new litigation.”

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

“I always miss the new litigation” is one of the most self-sabotaging excuses for not marketing that I have heard from attorneys.  It is easy to solve.  You and your practice group attorneys need to monitor court decisions, pending legislation, and new litigation theories. Lawyer marketing means keeping your clients and prospects ahead of economic and industry trends.  Invite the marketing and library professionals to engage.  Assign your law firm practice group members to tracking journals, organizations, and media and report.

As Sir Richard Branson is fond of saying, “Opportunities are like buses.  If you miss one, another will be coming along.” [If you keep your eyes open.]

A Business Development Puzzle – Win a Prize

Written by Allan Colman on . Posted in Attorney Marketing, Content Marketing, Marketing for Law Firms. 1 Comment on A Business Development Puzzle – Win a Prize

Closers Group: A Business Development Puzzle – Win a PrizeDo you know the 9 pieces of a Business Development Puzzle? With each post, you will see one more critical tactic we emphasize for long term revenue growth and sustainability. For anyone who guesses 5 of the 9 pieces prior to December 1st, we will make a donation in your name to the Children’s Cancer Research Fund.

Building future leaders should be the mission of every law firm and professionals services firm. Professional development programs including client management, client retention, marketing, cross-marketing, etc. should be present in every firm. A recent ALM Intelligence survey pointed out the reason. In surveying partner-level laterals (within the previous 3 years), 48% said one of their primary motivations to moving to another firm was the availability of professional development training. Yes, 48%.

A hint for the next business development puzzle piece – Where does marketing theory fit in?

To send your business development puzzle answers, visit the contact page.

Don’t Let Business Slip Through Your Fingers

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

You can avoid letting new business slip through your fingers by using our powerful, highly interactive workshops and strategic business road-mapping. As a business development consultant and advisor, these work.

BUSINESS DEVELOPMENT WORKSHOPS AND COACHING
Your competitors are asking for the business. Are you?
• Are you bringing in new business from clients and prospects?
• Are you selling, but not seeing the results?
• Where are your opportunities? How do you expand them?
• Do you know how to communicate effectively with your prospects?
During these powerful, highly interactive workshops, you are focused on building lasting relationships, asking for business and customizing your action plan

STRATEGIC BUSINESS ROAD MAPPING
Within 30 days, our RAPID ASSESSMENT will identify what’s missing from your business development program and identify for you:
• Missed opportunities
• Underperforming investments
• Prospect segmentation and targeting
• Issues with internal collaboration and cross marketing
• Underutilized assets
If our STRATEGIC BUSINESS ROADMAP approach sounds straightforward, it is. It serves as the first step toward lead generation, providing a platform from which clients grow, with tools to measure progress and success. Many of the groups we have advised over the past eight years have more than doubled their books of new business.

7 Ways to Overcome Objections

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

In offering proposals for new client work, we often need to overcome objections. In a recent conversation with Rick Justus, CEO of 36ixty, he outlined 7 ways to overcome negative reactions to your business development proposals:

* Choose your words carefully;
* Avoid talking about costs and fees too soon;
* Ask if money was not the issue, would we be selected?
* Do you see the value of our solution?
* Sustain a peer relationships;
* Don’t lower the proposed fee without changing the deliverables;
* Be certain you are dealing with the economic decision maker.

Having a client or prospect adapt your values to their needs is one of the best way to build new business.