Who, not how
The Attorney Marketing Center
by David M. Ward
2d ago
When you have a task to do, before you start, ask yourself ‘Who can do this for me?” Delegating or outsourcing work saves you time, leverages other peoples’ skills, and lets you focus on what you do best.  This philosophy and practice has been game changing for me. In fact, in my practice, my motto was to “Only do what ONLY I can do (and delegate everything else).”  You might want to follow suit.  It’s not always easy to do. We resist delegating things because we believe we do them better, but that’s not always true. I’ve had employees who did things I could never do as quickly ..read more
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Let me make this perfectly clear
The Attorney Marketing Center
by David M. Ward
2d ago
One reason people say “no” to your offers and recommendations is that they don’t understand what you’re offering or recommending.  It’s not clear. There are too many options or variables. They don’t know exactly what to do or why.  They’re confused. And a confused mind always says no.  One of the most valuable of your marketing tools is clarity. Clients like it when things are clear and simple. In fact, they might choose you over other lawyer or firms primarily for that reason.  So, go through all of your marketing materials, website, forms, emails, presentations ..read more
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Your website is down
The Attorney Marketing Center
by David M. Ward
6d ago
I needed a haircut. The place I go to instituted a “cash only” policy during the lockdowns, but I use plastic for just about everything and don’t carry much cash. I went to the shop’s website to make sure I would have enough with me (and hoping they’d finally gone back to accepting credit cards).  Their website was down.  I told the owner this when I got to the shop and she said she never checks the site and would tell her niece who takes care of these things for her.  Turns out, the site was down. The hosting company had emailed her niece that the company had been sold and she ..read more
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Why should I believe you? 
The Attorney Marketing Center
by David M. Ward
1w ago
You’re in the convincing business. People either believe you (and hire you, rule for you, agree with you, etc.) or they don’t. Your success depends on getting more people to believe you and your clients.  You can always use logic and reasoning, and you should. But “telling” people and reasoning with them may not be enough.  That’s why you should also share: PROOF: Copies of checks or documents, show them your awards, show them the statutes, let them hear eyewitness testimony, show them diagrams and photos of the scene, practice with them for depo or trial, show them your content, a ..read more
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You and nobody but you
The Attorney Marketing Center
by David M. Ward
1w ago
You work hard to serve your clients and build your reputation. You want people to see you as the best lawyer for the job. Do they?  When your clients and contacts need help or advice, do they automatically think of you? When someone they know needs help, do they automatically (and unreservedly) recommend you?  It comes down to this: Do your clients think of you as their “trusted advisor” or do they not think of you at all unless they have a problem? A trusted advisor isn’t merely “available” when their clients need them. The trusted advisor is an integral part of their life.  O ..read more
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“My secretary made me stop” 
The Attorney Marketing Center
by David M. Ward
1w ago
You may have noticed that I continually preach the value of staying in touch with clients and prospect via a newsletter. No, this is not another reminder to do that.  Instead, this is a reminder about the value of staying in touch with clients individually.  It’s a simple concept, as old as the hills, and even more powerful than a newsletter.  In a nutshell, every week, schedule a few minutes to connect with at least one of your clients or former clients. Call them, not to talk business, but simply to ask how they’re doing and catch up.  Ask about their business or family ..read more
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A simple way to get more reviews
The Attorney Marketing Center
by David M. Ward
1w ago
Good reviews (and testimonials) from happy clients are one of the most valuable tools you could have in your marketing toolkit. But don’t expect clients to supply them on their own—you have to prompt them.  The easiest way to do that is with surveys. Give every client a survey or link to one online and ask them to fill this out at the end of the case. “How did we do?” is a simple way to get more clients telling you how you did, which can then be converted to a review or testimonial.  Ask what they liked, and what they thought you could improve.  If you get a negative comment, t ..read more
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Not so fast
The Attorney Marketing Center
by David M. Ward
1w ago
Your clients generally like when you get the job done quickly. It shows them you have the experience and confidence to do a good job and give them the solution or prize without delay, often at lower cost. But if you move too quickly, they may wonder why.   Did you overlook anything? Take too many risks? Make mistakes that will come back to haunt them?  Did you push them to settle too soon, for less than they could have gotten? At the other extreme, if you move too slowly, they may think you don’t know what you’re doing or you’re dragging your feet to bill more hours. Too fast, or to ..read more
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Social media for people who hate social media
The Attorney Marketing Center
by David M. Ward
2w ago
It’s no secret that I’m all thumbs when it comes to social media. I re-post my blog posts and articles each day and… that’s about it for me. I guess I’m just not social. I didn’t start out that way. At first, I thought social media was a great way to find some people to “engage” with, and make some new friends and business contacts, and I wanted to do that. But I didn’t know what to do.  Sure, I could respond to what others posted, and I did, but it felt forced and awkward. Like I was in eighth grade again, forcing myself to ask girls to dance.  Maybe I need to find something of my ..read more
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Stop making it harder to hire you
The Attorney Marketing Center
by David M. Ward
2w ago
More than a few lawyers talk themself out of the sale by simply talking too much.  Not all prospective clients want all the details. Which is why you should give prospective clients the opportunity to sign up immediately, without seeing your entire stable of dogs and ponies.  You need to give them enough information so they can make an informed decision (and you can CYA), but if you insist on telling everyone everything they “might” want to know, you’ll scare off a lot of clients.  You know, the ones who tell you they have to think about it. They really don’t want to think ..read more
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