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Tag: Business Development

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.

Law Firm Marketing – Increase New Business Now

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

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Schedule Your Free Consultation

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

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[/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.

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Schedule Your Free Consultation

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

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[/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”]

Law Firm Marketing – 27% Have Been Terminated by In House Counsel

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

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Schedule Your Free Consultation

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

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[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]In our recent survey with in-house counsel and law firm attorneys in both the U.S. and Canada, in-House Counsel have terminated 27% of their long term relationships due to poor communication or the absence of communication! This stunning result was actually not a surprise to us.

It’s no wonder business executives and legal departments are shaking things up.

If you haven’t already done so, transform your business culture, erase artificial boundaries between sales (yes “sales”) and service. Understand the bottom -line benefit of speaking directly and honestly to client needs. Build internal succession plans for each client. Attend their industry conferences and read their journals.

But most importantly, insure that clients receive top legal skills assistance and then show them where it has helped.

If you are wondering where to start, these 3 questions will help:

  1. Who is assigned to track each industry to which your firm provides legal assistance?
  2. Study who and how often they have retained other firms?
  3. Are your attorneys encouraged to cross market with other practice groups to offer more service?

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

[rs_space height=”16px”]

Law Firm Marketing – Rainmaking Does Not Start Outside

Written by Allan Colman on . Posted in Law Firm Marketing. 3 Comments on Law Firm Marketing – Rainmaking Does Not Start Outside

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Schedule Your Free Consultation

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

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[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]Did you know that rainmaking does not start outside? It begins under your own roof.

Take advantage of your firm’s business development training and other professional development themes, such as client retention and client management.

Join business development groups in the firm that are actively reviewing attorney marketing successes and failures in formal postmortem meetings. Create your own action program, not a “plan” that will sit on a shelf. Evaluate different ways to build client relationships, select one and work on it. Always have questions ready to ask. Determine what tactics legal assistants, librarians and your marketing staff can do to help with your business development efforts.

Start with these 3 important questions:

  1. Have you begun scheduling update calls with your clients?
  2. Do you know what your competitors are offering?
  3. What value do you and the firm really bring?

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

[rs_space height=”16px”]

Law Firm Marketing – Only 3 Sources of New Business

Written by Allan Colman on . Posted in Law Firm Marketing. 1 Comment on Law Firm Marketing – Only 3 Sources of New Business

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Schedule Your Free Consultation

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

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[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]When it comes to growth in law firms, there are really only 3 sources of new business. They are:

  • Clients
  • Referrals
  • Prospects

A law firm should derive at least 50% of its new business every year coming from clients and referrals. This new business indicates a client’s recognition of high quality work and on-going awareness of relationship building.

It also results in more work from recent and past clients and demonstrates their willingness to refer business and contacts. While many firms focus on generating new clients, we urge our clients to strive for the 50% factor that most tend to overlook: past clients.

If you’re unsure of how to start, consider 3 important questions:

1. Who do I need to reconnect with?

2. How many client retention meetings can I set this month? And with whom?

3. What upcoming events can I attend and invite clients to join?

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

[rs_space height=”16px”]

6 Underutilized Ways to Accelerate New Revenue

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

The Big Bad Wolf has been knocking at law firm doors for several years while lawyers are overlooking the six ways to accelerate new revenue. But let’s remember that Little Red Riding Hood feared the wolf at first.  Then she walloped him. Future rainmakers can also kick the wolf of decreasing revenue by following some tried and true strategies.

The complete article appeared in Orange County Lawyer Magazine, July 2017 (Vol. 59 No.7) p.48.
You can download it.

In this ever-changing environment, as more pressure is placed on attorneys at all levels to grow new business, there is a lack of experience in searching for new clients, prospects and suspects.  As well, in-house counsel have been forced by their boards and executives to get tougher and more demanding, and rightly so.  More than one has stated that law firms have generally assumed that long-term relationships do not require additionally highlighted service levels.

It is here that Little Red Riding Hood can do some serious clawing.  New opportunities are being created every day simply because competitors are falling down on the client-retention-job.  Now, today, at this very moment are the times to market by overcoming client resistance and offering an innovative carrot or two.[rs_space height=”20px”][rs_buttons btn_icon=”yes” icon=”fa fa-download” btn_size=”btn-medium” btn_link=”url:http%3A%2F%2Fallancolman.com%2Fwp2016%2Fwp-content%2Fuploads%2F2017%2F08%2FOC-Lawyer-July-2017-Little-Red-Riding-Hood-Reprint.pdf|title:Download%20Article|target:%20_blank|” btn_text=”Download Article” border_color=”#dddddd” text_color=”#ffffff” icon_color=”#ffffff” background_color=”#81d742″ border_color_hover=”#81d742″ text_color_hover=”#81d742″ background_color_hover=”#ffffff”][rs_space height=”50px”]

Pechakucha! Try it – You’ll like it.

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

The Closers Group wants your firm to try out a powerful, entertaining way to boost new business from your firm’s attorneys, our PECHAKUCHA! In our keynote presentations and workshops, the first 6 minutes and 40 seconds are dedicated to highlighting 20 cartoons about marketing and business development. And they are combined with the latest observations and tactics to grow new business now.

The world’s first law firm marketing coloring book, THE NEW COLORS OF LAW FIRM MARKETING (on Amazon, etc.) assists in overcoming the ever increasing pressures on attorneys to grow more revenue. Yet, at the same time, many resist efforts by marketing professionals to assist.

This is an entirely new and humorous approach to educate your group on marketing, business development and business generation. AND, you an even color in the book. To learn more about trying Pechakucha, go to CONTACT.

Who Should Talk More, You or the Client? Business Development Myth #4.

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

New Business Development Myth #4, Client’s want you to do most of the talking! Nothing could be more “untrue.” Keep your resume to yourself and let the potential client do the talking. Adopt the old IBM 60/40 sales training rule — keep them talking 60% of the time and spend the remaining 40% asking good questions based on your pre-meeting research.

Pay attention to the prospect/client’s verbal cues, and refine your pitch accordingly.

Myth #2 – One Size Fits All

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

Business Development myth # 2 is that when it comes to marketing, one size fits all. News flash: one size never fits all. Marketing should be tailored according to personality, needs of the firm and those of the client. One tactic that works for one professional won’t necessarily work for another. Tailored business development, sales training and closing skills will land the new business. Practice, practice, practice.