Law Firm Marketing and Business Development : The Rainmaker Institute : Stephen Fairley : Professional Legal Marketing

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Ask any lawyer which area of law firm marketing they find the most difficult and you are likely to hear the same answer – over and over again – “I can’t find good clients”. Business development for law firms can be challenging; learning how to attract the ‘right’ prospects can be especially challenging. If you don’t find a way to attract good prospects, then your legal marketing efforts stand little chance of succeeding.

The actions of marketing for attorneys are absolutely essential. “Who” you market to is just as important.   You will want to develop a legal marketing plan that attracts only those clients which you can help and those who will be the most profitable to your law firm.

Five Proven Strategies to apply to your law firm marketing plan for attracting the best clients:

1. Target your clients – You must identify your Ideal Target Market (ITM). Without completing this first step, your legal marketing strategies may be in vain.
2. Demonstrate your service – Be clear and concise. Learn to bridge the language gap between you and your clients.
3. Create a powerful audio logo – This is an extremely successful strategy to have in place when meeting with prospective profitable clients.
4. Use effective marketing tools - When developing legal marketing materials, remember, this may be the first impression you make on prospective clients – make it a good one.
5. Disqualify clients – Don’t be afraid to say ‘No” to a client; you’ll be doing you both a favor if you are not a good fit.

Attorneys who implement these crucial legal marketing strategies can rest assured they will be attracting only the most qualified clients.