The holidays are just around the corner, and today’s WRA calls for you to begin planning ahead.
Do you send cards or gifts to your clients to mark the holidays? As you no doubt know, current clients and referral sources are your most immediate route to more business. Because business development is all about growing and [...]
Today’s rainmaker activity is a quick one.
You are on LinkedIn, right? If not, your activity is obvious: get your profile up right away. LinkedIn has over 38 million users, most of whom are professionals of some sort, and because of the site’s popularity, there’s a decent chance that your LinkedIn profile could land at or near the [...]
One-on-one meetings with individuals offers one of the best opportunities for business development, and attending organizational meetings and networking opportunities gives you the chance to meet a lot of people in a short time. That’s ideal – if you’re meeting the right people.
How can you identify the right organizations for your purposes? First, refresh your recollection [...]
One of the comments to last week’s WRA post about checking written materials for client-centric language requested an example of a “good” paragraph and a “bad” paragraph. Because of my travel schedule, I knew I wouldn’t be able to respond until today, so today’s WRA offers the requested examples.
Please note: these examples are drawn from [...]
What written marketing materials do you have? Examples include a website, a one-page description of your practice, a newsletter, articles, and so on. For this week’s activity, choose one item for review. (Although I would generally include a biographical sketch as written marketing material, exclude it for this week’s purposes.)
As you read your marketing material, [...]
Pop quiz: Who are your best referral sources? List the top 10 of each right now. If you are a more junior lawyer in a law firm and don’t yet have your own clients, list the senior lawyers for whom you do the most work.
Were you able to make the list? This information should be [...]
Last week’s WRA focused on the language to use in introducing yourself to potential clients and others. This week, let’s look at the substance of the introduction.
Many lawyers seem to fall into the habit of the “just the facts, ma’am” introduction, which goes something like this: “Hi, I’m Bob Smith. I’m a litigator with Dew [...]
What kind of language do you speak when you’re talking with potential clients and referral sources? I don’t mean English or Spanish, but whether you use “jargon” or “regular” language. As with most anything else, each has its place, but you must select the appropriate language intentionally.
If you’re talking with lawyers or legally sophisticated consumers, [...]
While in Teton National Park last week, I noticed a trend among serious hikers. I parked at several trailheads during my vacation, and I noticed that the parking lots for the more intense hiking trails featured a surprising number of Subaru cars, all with outdoorsy names like Outback. I’ve never seen so many Subarus in [...]
A primary benefit of being active online (by having a website with a biographical sketch and having articles relevant to your practice published online, for example) is that potential clients have an opportunity to learn something about your before meeting you. Whether your name surfaces by referral or by an internet search, it’s a safe [...]
October 26, 2009 
