Legal Marketing Play to Win

upset client

Marketing with a Purpose: Set Objectives

I recall a lawyer friend of mine telling me with excitement that he had been successful in setting up lunch with an assistant general counsel of a target company. Afterward, when I asked what he had accomplished, he said, “We had lunch.” My next ...

Sally J. Schmidt - March 27, 2017
upset client

The Client Relationship Meeting

Lawyers have a lot of communication with their clients. But the vast majority of interaction tends to be related to specific matters — requesting some information, reporting on the status of a file, scheduling something, checking on a payment. ...

Sally J. Schmidt - February 23, 2017
upset client

What You Don’t Know CAN Hurt You

I’m often reminded of a situation that happened several years ago. I was sitting in a building lobby killing time before an appointment. In the lobby was a small coffee shop. The line was long — out the door. The dutiful employee was making ...

Sally J. Schmidt - January 19, 2017
upset client

Making Clients’ Lives Easier

Lawyers have a lot of questions about how to develop new business. Once they start working with a client, however, the question often becomes, “How can I expand the business?” The simple fact is that clients want to work with lawyers ...

Sally J. Schmidt - November 29, 2016
upset client

Your Secret Marketing Weapon

I’ve noticed that the best rainmakers usually have really good legal administrative assistants (LAAs), and these lawyers are generally very good at engaging their LAAs in activities to nurture existing client relationships and even develop new ones.

Sally J. Schmidt - October 26, 2016
upset client

How Effective Communicators Help Clients Understand

I read an article recently called “Marketing Yourself as an Expert: What Clients Look For.” According to the research presented, there are five key factors that clients associate with “visible experts”:

upset client

Walking in Your Client’s Shoes

I heard a lawyer tell a joke once that went something like this: “If you’re having trouble with a client, walk a mile in his shoes. That way, you will have a one-mile head start and he won’t have any shoes.”

Sally J. Schmidt - August 17, 2016
upset client

Lawyer, Know Thy Client

Recently, I interviewed the partners at a law firm as part of a marketing assessment. I asked each of them whether there is any particular industry or type of client the firm should target for business. One of the lawyers said to me, “I don’t ...

Sally J. Schmidt - July 28, 2016
upset client

Leap Your Business Development Hurdles

In my experience, most lawyers who don’t have a book of business would like to have one. And, if they don’t know how to build it, they’d like to learn how. Unfortunately, there are very real obstacles to business development success. The ...

Sally J. Schmidt - June 2, 2016
upset client

The Power of Facts in Marketing

Let’s say you just found out you have a rare illness. Suddenly, you are in the market for a specialty physician. You do some research, get some names and make an appointment with one or two doctors. What kind of conversation would you have? My ...

Sally J. Schmidt - April 25, 2016

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