If your marketing doesn’t involve direct contact with the people in a position to give you work, you’re wasting your time and the firm’s money, writes Bruce Stachenfeld in How To Improve Your Horrendous Law Firm Marketing Efforts. That’s because there are only a few things that will actually help you build business, and those things aren’t writing law review-worthy articles, handing out business cards at a conference, or sitting in a room with colleagues discussing your marketing plan:
You call up an existing client — yes, one you already have — and you suggest having breakfast to talk about your client’s business — not “your” business, but your client’s business.
Stachenfeld’s post will remind you – in a slap-you-upside-the-head kinda way – that building a practice is a contact sport. Read it, then schedule an in-person meeting. And then do it again. You’ll be glad you did.
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