Client Acquisition

Client Acquisition Articles

• How to Do a Child Custody and Visitation Client Intake

  One question every solo or small firm attorney asks is, “How do I get the phone to ring?” The better question might actually be, “What do I do when the phone rings?”

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• How Financial Statements Inform Marketing Tactics

  In the quest for better answers about how to turn numbers into usable management tactics to foster profitable growth, I interviewed a number of experts. Here, in nutshell format, is their best advice.

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• Research is the Secret of a Winning Sales Call

  Although no one would admit it, more than a few competent attorneys have been known to wince when the idea of doing a sales call has been suggested as part of their marketing planning.

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• Using the Internet for Client Development and Retention

  The Internet is changing the way individuals and businesses research products and services, and expanding the options for lawyers looking to develop and retain clients.

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• Finding Your Motivation for Marketing

  Recently, I was speaking with a client who seemed stuck in his marketing efforts. He had a clearly articulated plan for growing his business that he was enthusiastic about. And yet, week after week, he hadn't taken much action to implement the plan.

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• The Advantages of Having a Niche Law Practice

  When it comes to doctors, most people want to go to a specialist, not a generalist. Nobody trusts brain surgery to a general surgeon. Increasingly, clients feel the same way about their lawyers.

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• Six Steps to Effectively Cross Sell in Law Firms

  One of the greatest myths in law firm marketing is that your partners will be eager to cross-sell you just because they're your "partners." The fact is that they aren't.

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• Law Firm Business Development: Ask Don’t Tell

  When I ask clients what their biggest challenge in business development is, they commonly say, "Asking for business." And yet, when they are trying to land a new client, they forget about the "asking" part and focus on the "pitching" part.

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• Questions to Ask Before Asking for Law Firm Business

  Imagine you're sitting across the table from a potential client you'd like to work with. The right place to start is by uncovering the client's needs. The question is, how do you go about uncovering those needs?

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• Confidence Necessary for Business Development Success

  See how Rosabeth Moss Kanter's book, Confidence, influences this author's view on business development.

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