During a recent webinar I was asked the facts about the legal profession and why many subsist in small offices with few clients. With over 1.14 million lawyers, thousands of law firms specializing in an array of practice areas, numerous solo practice attorneys and schools that do not instruct business skills, there are many reasons lawyers suffer financially.
However the single largest reason why some attorneys have more clients than others is that they realize they are in the marketing business. You heard me correctly; being an attorney requires more time marketing than actually practicing law. It is vital that attorneys network frequently and become introduced to a myriad of third parties to help increase the largess of their address book.
There are other items worthy of mention but let us stick to some facts:
- Attorneys gain business from referrals, not the yellow pages.
- Customers to customer influences are imperative so have a good website as informed prospects seek to obtain business on your practice.
- There are no rich lawyers making money cold calling- avoid it.
- Beware of fools selling you tools for social media- become anti social. Business is gained from those that trust you not how many connections you have.
- Seek to understand your target market demographics- create communities where they are located.
- Look at return on investment before spending marketing dollars are trends. Trends have a time frame.
- There is a cacophony of marketing noise- use integrated marketing components to be heard over the din.
Those that take these themes and messages into consideration thrive, those that refrain survive. Which reduces labor and creates more revenue? If I were you I would stick to the facts.
©2010. Drew J. Stevens Ph.D. All rights reserved.
