Sally J. Schmidt
Sally J. Schmidt

Sally Schmidt, President of Schmidt Marketing, Inc., helps lawyers and law firms grow their practices. She was a founder and the first President of the Legal Marketing Association, is a Fellow of the College of Law Practice Management and was one of the first inductees to LMA’s Hall of Fame. Known for her practical advice, she is the author of two books, “Marketing the Law Firm: Business Development Techniques” and “Business Development for Lawyers: Strategies for Getting and Keeping Clients.” Follow her @SallySchmidt.

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ARTICLES
  • Targeting an Industry Niche
  • Ask, Don’t Tell: The Power of Questions in Winning New Business
  • Marketing to the Bar: 5 Steps
  • From the Client’s Perspective: How to Keep Client Relationships From Veering Off Track
  • What’s Your Law Practice’s Value Proposition?
  • You’re Not Busy? Marketing Activities to Get You Through a Work Drought
  • Walking in Your Client’s Shoes
  • Business Development Strategy for Lawyers | Open the Playbook
  • When Things Go Wrong With Clients
  • Differentiating Yourself
  • Building Confidence in the Quality of Your Services
  • Make Rain by Forming Good Habits
  • Turning Rate Increase Discussions Into Opportunities
  • How to Make the Most of Client Visits
  • Six Business Development Strategies for Lawyers
  • A How To: Crafting Your Elevator Speech (With Examples)
  • Review and Reset Your Marketing and Business Development Activities
  • Moving a Client from ‘Satisfied’ to ‘Loyal’
  • Writing Your Annual Marketing Plan
  • Positioning Yourself for Online Opportunities
  • Planning a Strong Fourth Quarter for Your Law Practice
  • Lawyer Billing Is Marketing: 11 Ways to Write Better Invoices and Time Entries
  • Building a Solid Relationship With Clients Throughout the Client Journey
  • Sharing Origination Credit: Be a Cross-Selling Team Player
  • Branching Out to Expand Your Clientele
  • Lawyer Networking: Are You a Spoke or a Hub?
  • Dealing With an Upset Client
  • Business Development Starters for Law Firm Associates
  • What Will Hybrid Marketing Look Like for Law Firms?
  • Legal Pricing: Good Lawyers Talk Money With Their Clients
  • Diving Back Into Conferences: Ways to Brush Up Your Form
  • Struggling to Reach Potential Clients? Find the Middleman
  • Your Professional Attitude May Need an Adjustment
  • Marketing and Business Development: Show and Tell
  • Keeping Clients While Managing Extraordinary Change
  • Seven Ways You May Be Sabotaging Your Business Development Efforts
  • Marketing When You’re Too Busy for Marketing
  • Warming Up a Cold Contact
  • Embrace Permission Marketing
  • Following Up Naturally: Tips for Nurturing Business Relationships
  • Be the Firm’s Go-To Lawyer
  • To Build a Stronger Personal Connection With Clients, Highlight Common Interests
  • Five Lawyer Marketing Fundamentals
  • Earning a Client’s Trust: What It Takes
  • Committing Time to Marketing Your Law Practice
  • What’s Your ‘One Big Thing’ for 2020?
  • Get Specific With Your Ask
  • Setting Practice Priorities: A Three-Part Process
  • Create Informational Tools for Your Clients
  • Stepping Up to Marketing Success
  • Cultivating Internal Referral Sources
  • Rewarding Your Referral Sources
  • Biggest Obstacle to New Business for Law Firms?
  • Building Stronger Client Relationships Despite the Obstacles
  • Marketing Discreetly
  • Packaging Yourself
  • Service Delivery Takes Center Stage
  • Making Firm Meetings and Retreats Personally Productive
  • Follow Up to Increase Your Chances of Getting Business
  • Business Development Skills That Don’t Take Talent
  • Riding a Wave of Business
  • Make the Most of Lawyer Business Development Meetings
  • Be the Hub, Not the Wheel
  • How to Work the Room at Networking Events
  • Checklist for Staffing Your Law Firm’s Trade Show Booth
  • Keep Your Law Practice Ahead of the Curve
  • Understanding the Client’s Decision
  • Writing Your Way to New Business
  • Marketing with a Purpose: Set Objectives
  • The Client Relationship Meeting
  • What You Don’t Know CAN Hurt You
  • Making Clients’ Lives Easier
  • Your Secret Marketing Weapon
  • How Effective Communicators Help Clients Understand
  • Lawyer, Know Thy Client
  • Building Relationships With Contacts
  • Leap Your Business Development Hurdles
  • The Power of Facts in Marketing
  • Teaming Up for a Prospect Pitch Meeting
  • Cross-Selling Made Simple
  • Increasing Contact With Clients
  • Upping Your Marketing Game
  • Running a Client Team
  • Expertise Marketing: The Value of Credentials
  • Control Your Own Destiny through Business Development
  • Marketing: Capitalizing on New Developments
  • Marketing: The Basics of Researching Your Target
  • Tips for Creating Some Marketing Discipline
  • Expand Your Universe of Contacts
  • What Is Your Brand?
  • Marketing Where You Are: Build on a Passion
  • Lawyer Rates: Addressing Pricing Questions
  • Take Stock of Your Marketing and Business Development Activities
  • Make Your Marketing More Persuasive
  • Best Way to Organize Your Contacts
  • Looking for Business with the Right Outside Organization
  • Invest in Yourself
  • Online Profiles: Presenting the Best Version of Yourself
  • Get Feedback from Your Clients
  • Meeting With a Purpose
  • Business Development Goals for Every Lawyer
  • Build Communities, Build Business
  • Lawyer Marketing as Easy as 1-2-3
  • Look Outside the Legal Biz
  • Lawyer Marketing Begins at Home
  • Thought Leadership for Lawyers: Hit the Mark
  • To Win Over Clients, Show Some Passion
  • Niche Law Practice: How to Stand Out from the Crowd
  • Personalize Your Message
  • Choose One Thing
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