Weiss’ Legal Marketing in Brief®

Cancel All Yellow Pages!

Jan 30th, 2013 | Law Firm Marketing, Legal Marketing in Brief

I was driving to work today and spotted this scene– a stark reminder why we tell every law firm not to spend a penny on yellow pages. Doesn’t matter whether your clients are consumers, executives or other lawyers. San Francisco even discussed fining publishers for doing what’s pictured here. Remember, you paid to have the […]

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Law Firm Holidays Cards: Mistakes and Best Practices

Dec 11th, 2012 | Law Firm Marketing, Legal Marketing in Brief

I received three Thanksgiving cards from three different firms. One was a custom design that made an extremely positive impression, the other two were the SAME stock card. In a prior article published by the ABA, I addressed best practices to ensure that holiday cards contribute to lawyer personal business development and explained where they […]

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Are You Analyzing Your Email Newsletters and Alerts?

Dec 5th, 2012 | Company News, Law Firm Marketing, Legal Marketing in Brief

Your email program, such as Constant Contact® or I Contact®, should have a report showing how many recipients unsubscribed and opened your law firm e-newsletters.  It will also show how many clicked through to your site.  If you get 20% or more of recipients to open your alert, that’s pretty good.  Sometimes we see 40% […]

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Half of Big Law’s Partner Report Having No Formal Business Development Training

Oct 23rd, 2012 | Law Firm Marketing, Legal Marketing in Brief

Despite the critical role they admit business development is likely to play in their future success, a new survey reveals nearly half of Big Law’s new partners report having received no formal training in business development before or after their promotions.  And they’re worried about it. These are lawyers at large firms where you’d think […]

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Climbing The Ladder Of Effective Sales Communications

Oct 19th, 2012 | Law Firm Marketing, Legal Marketing in Brief

Every sales situation is different, but generally speaking a lawyer’s “selling” effort should be authentic and progress up what many call “the ladder of communication effectiveness”. This ensures each contact a lawyer makes is becoming more personal, more effective.  If your contacts with a prospect or referral source are heading down the ladder that means […]

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What 2013 Marketing Tactics Will Law Firms Invest In or Cut?

Sep 6th, 2012 | Law Firm Marketing, Legal Marketing in Brief

The answer to one of the questions in our just-completed bi-annual national survey of corporate, transactional and defense firms may help you prioritize spending and time invested in your law firm’s business development. In spring 2012, we asked firms what tactics they plan to spend more time and money on in the next 24 months. […]

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How Quickly Should You Respond?

Aug 27th, 2012 | Law Firm Marketing, Legal Marketing in Brief

It’s not surprising that surveys we conduct show a direct link between how promptly a lawyer responds to text messages, phone calls and emails and higher scores from clients when asked if they have received fair values for fees paid to the law firm. Surveys we’ve done also reveal prompt lawyer response to client inquiries […]

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77% of Firms Report Using LinkedIn as a Marketing Tactic

Aug 2nd, 2012 | Company News, Law Firm Marketing

Our latest bi-annual National Marketing Effectiveness Survey reveals 77% percent of corporate, transactional and defense firms have embraced LinkedIn as part of their mix of business development tactics and that 15 percent have received cases directly and by referral from the professional online networking site. Our just completed survey also presents other intriguing results we’re […]

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Attending A Convention Or Seminar? Maximize Your Efforts!

Jul 3rd, 2012 | Law Firm Marketing, Legal Marketing in Brief

Conferences are expensive in terms of money and time spent by lawyers, and many firms often question their value believing most industry events are simply vacations in disguise. Conferences are an incredibly efficient way to start and deepen existing relationships. They key is to eliminate an event’s success being left to random contact in meeting […]

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Veteran Lawyer Joining A Firm? Ramp Up That Personal Selling Effort

Jun 26th, 2012 | Law Firm Marketing, Legal Marketing in Brief

When a veteran lawyer joins your firm there are specific marketing steps to take to ensure the maximum number of clients and referral sources continue their relationships with that lawyer, and that the new capabilities that lawyer provides within your firm are learned by your firm’s existing clients. Here’s a basic checklist to follow. It’s […]

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