Posted by Brian Farrell | Jun 15th, 2010

What are your clients thinking?

One of the best ways to keep clients is to prove your dedication to them. So talk to your clients – frequently. Ask questions about your services, what you’ve done (and what you haven’t). But if you really want to know what’s on their minds, survey them. When writing your survey questions, keep them brief. I’m sure a study has been done somewhere proving a drop in response for each...

Posted by Brian Farrell | Jun 6th, 2010

What is it you’re really selling?

It’s been said that in business, sales are King, but marketing is Queen, and she runs the show. Marketing is the engine behind your business, but also its weakest link. Before defining your niche, it’s helpful to create and implement a high level marketing plan containing the following: The purpose of the plan (what you want out of it — more sales, more website visitors, more email leads,...

Posted by Brian Farrell | May 12th, 2010

Are Ranking Reports Useful?

Late last month, I had an opportunity to present a client development seminar (2nd year in a row!) for the Memphis Bar Association’s annual Bench Bar Conference at the Sandestin Hotel. If you’ve never been to the northwest Florida gulf coast, you’re missing out on the whitest, brightest sandy beaches you’ll ever see. The lunchtime presentation had light attendance, but the small group made up...

Posted by Brian Farrell | May 10th, 2010

How To Optimize Your Profile on Lawyers.com

Lawyers.com and other legal directories have the potential to bring a tremendous amount of traffic and leads to your law firm. Your listing on them implies credibility for your firm, and each major directory targets web searchers very early in their research process. Lawyers.com features search capabilities by both need and geography, so benefit from their built-in traffic by optimizing your profile. Follow the...

Posted by Brian Farrell | Mar 23rd, 2010

Simple Ways to Provide Great Client Service

Providing good service is often the fastest, least expensive way to make more revenues for your firm. Start by satisfying your clients before they even walk in the door, such as returning phone calls quickly, and really listening to their concerns. Often, lawyers are so busy they may miss huge opportunities (and referrals) without even knowing about them by not returning calls. Another way to provide good service is...