Marketing

Do you know the characteristics of your worst and best clients?  Let’s start with your best “A” clients.  In order to attract more “A” clients, you’ve got to have a crystal clear picture of who those “A” clients are.  There are some universal characteristics that most attorneys would agree on, for example – they pay […]

One of my all-time favorite quotes is from Gandhi:  “Be the change you wish to see in the world.” I think that simple sentence speaks volumes, and I have a copy of it in my office to remind myself of it each day. We can’t change the world. We can only change ourselves. And by […]

Have you taken a good look at your business card lately? In this era of electronic everything, your little old business card can still speak volumes about you and your practice. A well-designed business card is like having your laser talk in your pocket – or purse. Maybe you’re thinking, “But I don’t have a […]

You don’t get up in the morning, brush your teeth and say, “Whew, that’s done! Don’t have to worry about that for another month.” Think of marketing like brushing your teeth. You don’t brush your teeth once a month or once a week. You brush your teeth every day, twice a day, maybe three times […]

Attorneys tell me all the time, “Nora, I’m no good at marketing. I’m just not a natural marketer. I don’t like talking about myself.” I tell them, “Phooey! You can learn to be a natural marketer.” Before we go any further, let’s define marketing. According to the American Marketing Association, “Marketing is the activity, set […]

Lawyers are not what you call “early adapters.” I’ve heard lots of stories over the years about the attorney who had a computer “just for show,” but never actually used it. You’ve probably heard similar tales. After all, the profession is based on precedent. Attorneys focus on the past . . . a lot. Well, […]

One sure fire way to be more persuasive is to engage in not-so-random acts of reciprocity. Reciprocity is the theory that one good turn deserves another. In Yes! 50 Scientifically Proven Ways to Be Persuasive, by Robert Cialdini, with co-authors Noah J. Goldstein and Steve J. Martin, the law of reciprocity is defined as “the […]

What makes a successful attorney? Successful attorneys all have one thing in common. They can talk about themselves and their practices and how they help their clients in ways that make an impact on us. Their stories stick with us. And the “stickier” the stories the more successful the attorney. In their book, Made to […]