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Weiss’ Legal Marketing in Brief®


Marketing effectiveness is indeterminable if lawyer business development time is not formally tracked

Aug 25th, 2011 | Law Firm Marketing

A law firm must track the time its lawyers spend on marketing. The reason: you can’t evaluate and manage what you don’t measure. It is an old management adage that is still accurate today. Unless you measure something you don’t know if it is getting better or worse, and you can’t properly construct your law […]

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How to market an insurance defense firm

Aug 22nd, 2011 | Law Firm Marketing

Every insurance defense lawyer would like to be able to charge higher hourly rates. Over the decades nearly every insurance defense law firm marketing plan we’ve written has included this as a goal. It makes sense to represent former commercial insureds directly, or in matters where the client has a self-insured retention and control selection […]

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Showing genuine interest in others leads to higher billing rates

Jul 19th, 2011 | Law Firm Marketing, Uncategorized

Recent studies of how lawyers and non-lawyers find and evaluate legal counsel confirm the practice of law has always been a relationship business and remains a relationship business despite the growing importance and use of the Internet. In combination, the studies indicate that a genuine relationship based on providing relevant information leads to higher hourly […]

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When the speech ends, the marketing of it is hardly done

Jun 9th, 2011 | Law Firm Marketing

When you make a speech, hold a seminar or briefing for clients, prospects and referral sources the marketing effort does not end when you say good-bye at the door to those who attended. It is a best practice to send a brief summary of the highlights (takeaways) of any speech or presentation to people who […]

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How To Answer “What Do You Do For A Living?”

May 26th, 2011 | Law Firm Marketing, Uncategorized

I recently learned a better way to remember and construct the answer to the most important and most common marketing question lawyers are asked. The question:  What do you do for a living? The answer: “I + (action word) + (target market) + (problem solved or benefit provided).” Many refer to this answer as your […]

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Studies Show: Schwag Works and is Cost Effective

Apr 20th, 2011 | Law Firm Marketing

Certain marketing tactics are controversial.  Some are not.  Putting your firm’s logo on a gift or other promotional item falls into the latter category.  Here’s research on the effectiveness of and trends in the use of “schwag.” A study conducted by the Advertising Specialty Institute (ASI), which admittedly has a dog in the fight, claims […]

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ABA Study Reveals How Clients Find Lawyers For Personal Legal Matters

Mar 25th, 2011 | Law Firm Marketing

A new American Bar Association study about how people find a lawyer for a personal, as opposed to a business, legal matter confirms that printed yellow pages apparently provide just a fraction of the value they had two decades ago. Also, despite the hype about online marketing it’s cultivating the opinions of your current and […]

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Tips For Making Contacts At Conventions

Feb 24th, 2011 | Law Firm Marketing

This month and next, thousands of law firm partners will fly off to sunny resorts for trade group meetings and in the process spending tens of millions of dollars on airfare, hotels, meals, drinks, greens fees, even some behavior best not mentioned here. While some of the time spent away will create value by earning […]

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New Personal Marketing Planning Forms For Lawyers

Jan 19th, 2011 | Law Firm Marketing

Research shows people who kept their New Year’s resolutions tended to break them down into smaller steps and reward themselves when they complete each step. They also tell their friends and colleagues about their goals and the steps as they are taken. They focus on the benefits of success and keep a diary or talk to […]

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Social Networking is Working

Jan 17th, 2011 | Uncategorized

The ABA says 10 percent of those responding to a survey on social networking report that “far from being a time waster… they have had a client retain their legal services as a result of use of online communities/social networking.” Our own survey of corporate transactional and defense firm is consistent with what the ABA […]

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