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Author: Allan Colman

“Chase Relationships, Not Work!”

Written by Allan Colman on . Posted in Uncategorized.

“Chase relationships, not work” is a direct quote from a Lendingham Chalmers LLP. attorney. She recognizes that a large percent of new work comes from clients and referrals, some say as much as 50% per year. So build away!

You may ask what are the basic elements of building and keeping a relationship?

* Understand their business;

* Who are their top competitors?

* What new products or services are in development?

*Are there internal pressures your client must overcome?

*Think business value — their value needed.

So beyond knowing a birthday, their kids sports, their favorite vacation spot, build the business relationship with knowledge of their business – it is key to them.  For more, read Own the Zone,  available on our website.

Eat Lunch With the New Kids – New Business Development

Written by Allan Colman on . Posted in Asking for Business, Attorney Marketing, Marketing for Law Firms.

More new business development clues from 55Words, “eat lunch with the new kids.”  Begin building relationships with the newer members of your firm, making them feel welcome and comfortable asking you for advice.

Other important clues include:

  •  Never eat lunch at your desk, if you can avoid it.
  • Know at least one good joke.
  • If you offer to help, don’t quit until the job is done.
  • And, the best way to get on your feet is to get off your ass!

Use this 3 post series to provide clarity, focus and execution for your new business developers.

Never Park In Front of a Bar

Written by Allan Colman on . Posted in Attorney Marketing, Business Development, Conversion Rate Optimization.

“Never park in front of a bar” is one of the “55 Wise Words” for successful marketing.  You are urged to go deep to understand the message.  This is the first in a series which will contain several of the wise words.  We use them with our marketing and business development advisory and success training, especially with 4-6 year Associates.

  • Never cancel dinner plans by text message!
  • Don’t knock it ’til you try it.
  • There are plenty of ways to enter a pool.  The stairs are not one of them.

Stay tuned for more!!

Have You Read the Millennial Dictionary?

Written by Allan Colman on . Posted in Uncategorized.

Have you read the Millennial Dictionary?  Did you even know one existed?  In order to help you understand and work with them,  here are a few new additions to our vocabulary:

  • Trolls
  • Thirsty
  • Xennials
  • Salty
  • Swerve
  • Sorry, not sorry
  • Bounce
  • Because duh!
  • Yaaas
  • Adulting

For more on millennials in the workplace, contact us.

Turn Clients Into Advocates for Your Firm

Written by Allan Colman on . Posted in Client Retention, New Business Development.

Continue building relationships and turn your clients into advocates for your firm.  There are multiple tactics to use including:

  •  Find out by conducting regular client satisfaction visits or discussions to enhance client retention opportunities.
  • Focus on more than just what you are doing now.   Cross-selling other practice group services is a solid approach to marketing.
  • Keep adding benefits to your services.   While performing a service or conducting a client interview, keep notes on issues that you are spotting.  Give your clients something extra by arranging a lunch to go over these issues, without charging a fee, of course!
  •  Participate rather than just attend.  Selling success requires you and others to attend and actively participate rather than just buying tables at dinners or offering tickets to sporting events.

Add your own ideas to this list, but do/do them!

How You Can Break through the Noise of Social Media

Written by Allan Colman on . Posted in Content Marketing, Law Firm Marketing.

Break through the noise of social media. Make your marketing visible. Tell your authentic story. Yes, sounds great, but how?

In a cluttered market, where newsletters are served by the pound and blog posts all look the same, how can you stand out, get your message across and close new business? If you’re seeing the next chapter of the book and are intent on rising to the top, think “video.”

Over the past few weeks, we’ve been testing our 1 minute content videos to share some of our business development techniques with you. The result? We have shared compelling, accessible, visible ideas to a growing audience. This approach is generating leads, driving more engagement with viewers and creating eye-to-eye with prospects and clients.

Our production process was really simple:

  • Brainstorm ideas
  • Write & edit scripts
  • Practice
  • Record
  • Share on the best marketing channels for our audience.

Using video to communicate your value and brand, you will move to top-of-mind and outperform your competition, and meet one of the most effective marketing strategies –

Show ‘em who you are and tell ‘em what you bring to the table.