Your Email:
Your Name:
To:
Subject:
Message: Hi, I thought you might be interested in this article I found. Is There Any Hustle in Your Marketing? Lately I have been inundated with calls from tenured solo attorneys who suddenly need to find new business…in the worst economy since the great depression. Why the sudden need for new business? In most cases it is because they lost one or two “big” clients who made up the bulk of their law firm’s revenue. Coincidentally, these were the same attorneys who went out and bought (or leased) the $100,000 sports cars when times were good. The voices on the other end of the phone are always strained as they say how amazed they are that they could go from billing $500,000 a year to $50,000 almost overnight. The strain turns to downright panic when I ask them to send me a copy of their marketing plan. It gets even worse when I ask them what they have been doing to develop new business for the past couple of years. Most of them can’t point to anything beyond getting a website together. So what are these attorneys (with 15 years of experience or more) supposed to do? The answer is simple. It can be summed up in one word. “Hustle.” What does that mean? It simply means that they need to get out of their office and get their face in front of people who could potentially hire them. Here are the three simple steps I give them to jump start their practice: 1. Call everyone you know. Make sure they understand what you do for a living and how you are different from everyone else who does the same thing. 2. Break some bread. Go to breakfast, lunch and/or dinner with someone new each day. Make sure they know what you do for a living and make sure they know why you are different from your competitors. 3. Follow-up, follow-up, follow-up. I have a specific system my clients use to keep in touch with everyone they have met face-to-face. It is nonintrusive and it keeps the attorney’s name and value proposition in front of the client/prospect every couple of weeks. This point can’t be overemphasized. Follow-up will always result in new matter origination. It never fails. In my book this is hustling. It requires aggressive activity. It requires you to get up off your chair and make something happen. Is there any hustle in your marketing? If you want to find out more about my never-fail follow-up system or how I can help you get some new clients…give me a call. Dave Lorenzo 888.692.5531 Link: http://www.rainmakerlawyer.com/site/permalink/is_there_any_hustle_in_your_marketing/