Law Firm Marketing

  • Home
  • Our Story
  • Contact Info
  • Ask the Rainmaker
  • FAQ
  • Earnings Policy
  • Testimonial Information
  • Click Here
Dave Lorenzo Law Firm Marketing Expert

Dave Lorenzo helps solo attorneys, large law firms and small independent law practices make a great living and live a great life.

People say his down-to-earth personality reflects more of his street smarts than his Ivy-League education.

Click Here to Read More

Contact Dave


Contact Guide:
Click Here For Contact Info

Phone:

1.888.692.5531


Click Below to
Connect on Google+


Click Below to
Follow on Twitter


Follow @TheDaveLorenzo


Click Below to
Follow on Pinterest


Follow Me on Pinterest


Click Below to View
More Testimonials


Rainmaker Lawyer Testimonials



Article Categories

  • Attitude
  • Attorney Advertising
  • Attorney Websites
  • Behavior
  • Blogging for Law Firms
  • Business Development
  • Client Relationship
  • Coaching for Attorneys
  • Communication
  • Four Minute Fixation
  • Investing for Lawyers
  • Law Firm Branding
  • Leadership
  • Lifestyle
  • Networking for Lawyers
  • News
  • Planning
  • Podcasts
  • Practice Management
  • Pricing for Law Firms
  • Recommended Reading
  • Referrals for Attorneys
  • Sales and Lawyers
  • Seminars Sell Attorneys
  • Six Month Legal Marketing Internet Challenge
  • Social Networking
  • Solo Smarts
  • Strategy for Law Firms
  • Technology for Lawyers
  • Time Management
  • Twitter for Attorneys
  • Value Based Law Firms
  • Video
  • Writing for Attorneys

Search this Site


Subscribe to Email
Updates

Enter your Email


Subscribe with RSS Click Here to
Subscribe via RSS


Featured in Alltop

Category: Networking for Lawyers

Three Core Strategies For Lawyer Marketing

Posted by David Lorenzo

Three Core Strategies for Lawyer MarketingSometimes the marketing world can seem confusing.  This is especially true with all the ads on display at events, social media buzz, and salespeople constantly calling on the telephone. Many lawyers are already at the point of marketing overwhelm.

That’s why it makes sense to take a step back and break down marketing for lawyers into three primary strategies.  These are the basic application of your skills.  They can be applied in a number of ways, but at their core, there are only three specific things that require your focus.

They are:

  • Speaking
  • Writing
  • Networking

You may be wondering how this is possible when you hear about social media and internet marketing and referral services.

Ultimately, all lawyer marketing comes down to these three strategies in one form or another.  Let’s look at the different variations:

Speaking

You can:

  • Speak at conventions or events hosted by others
  • Speak at events you host yourself
  • Develop and provide educational content (through speaking) for people who may refer business to you
  • Offer videos of you covering topics on the internet (Youtube, other video sharing sites, your website)
  • Provide audio content of your topics in a podcast
  • Give media interviews and commentary on your area of expertise

All of these variations and the dozens of others I did not mention stem from you giving a speech or talk to a group of people.  If you have the skills (or can develop the skills) to do that, you can apply those skills to multiple venues for the purposes of lawyer marketing.

Writing

You can:

  • Write and publish your work yourself (on a website, blog or other internet vehicle)
  • Write for trade magazines and publications
  • Write and publish your own newsletter
  • Write and send direct mail
  • Author a book

There are hundreds of possibilities for written content.  Articles, newsletters, magazines, books all need experts to provide information.  Fill this need.

Networking

Networking is not necessarily about attending meetings of groups, shaking hands and passing out business cards.  It is also connecting with people in a one-to-one setting.

Here are some ways you can leverage networking:

  • Reach out to people in the news and congratulate them on their notoriety (if they are in the news for something positive).
  • Send a hand written note to a person you admire each day.
  • Look up the charitable causes of people you respect and offer to help them.
  • Volunteer for a leadership role in organizations where you can apply your talent
  • Find elements of commonality between you and someone you want to meet and reach out using the common ground as a platform
  • Attend meetings of groups and identify specific people with whom you’d like to interact and seek out those people.

These are just a few of the many networking possibilities that present themselves in everyday life. Take advantage of them and push yourself out of your comfort zone.

Marketing does not have to be complicated, even for lawyers.  These three core strategies make it simple.  Pick one and get started today and add others as time goes on.

The key is to select a strategy that is in your comfort zone and it will help you achieve your marketing goals.

Continue Reading Three Core Strategies For Lawyer Marketing
Click to format this article for printingPrint Click to email this articleEmail

How Attorneys Pass Good Quality Referrals

Posted by David Lorenzo

How Attorneys Pass Good ReferralsHave you ever received a referral that just didn’t work out?

Of course you have.

We all have.

The platinum standard of referrals is a meeting which is facilitated specifically for the purpose of introducing the two parties.

The next best thing, the gold standard, is to get both parties on the telephone and make the introduction that way.

The worst way to pass a referral is by doing an introduction.  This is where an email is sent introducing both parties and contact information is exchanged.

If you want a complete explanation of each of these techniques and reasons why you should pass referrals using the platinum standard (hint, you get back what you give) watch the video below.

A big part of marketing for lawyers is done through passing referrals.  Take the time to get it right.

By the way, sending someone a name and a phone number is NOT a referral.  It is an invitation to make a cold call.  That’s garbage.  Don’t do it.

Continue Reading How Attorneys Pass Good Quality Referrals
Click to format this article for printingPrint Click to email this articleEmail

Law Firm Marketing on a Tight Budget

Posted by David Lorenzo

After speaking about law firm marketing in Miami a couple of days ago, I was approached by a young lawyer with a common question.  He asked:

“How can a solo attorney attract clients with zero dollars to put toward marketing?”

This is always a tough question for me to answer because the truth hurts.

It is difficult to attract clients without any money.  That’s the truth.

But it can be done.

Below is a four step guide to law firm marketing on a tight budget.

Step One:  Call Everyone

Call everyone you know and tell them about the value you provide to you clients.  Ask them if they know of anyone who may need your services.

Step Two:  Volunteer to Help a Busy Lawyer

Approach the busiest attorney in your practice area in town and volunteer to help him with his caseload.  This works because you will be able to take on the cases the busy lawyer does not want to handle or cannot handle because of conflict.  Additionally, you may be able to earn a per-case fee for your efforts if you do good work.

Step Three:  Attend Meetings of Attorneys in Other Practice Areas

Many times local bar associations host networking meetings for specific practice groups and attendance is covered by your annual dues.  If the cost is not covered you can often go to these meetings as the guest of a member – so ask a friend if you can tag along with him.

The key is to go to a meeting in a practice area that is different than yours.  So if you are a criminal defense attorney, go to a meeting with family law attorneys.  If you are a family law attorney, go to a meeting with probate attorneys, etc.

You will be different than everyone else at the meeting and you will make friends with people who could possibly refer business to you.

Step Four: Speak with Vendors Who Deliver Things to Your Office

The vendors who service your office or your building will often know what’s going on with other people in the community.  These vendors can often be a good source of referrals for you.  Become friends with vendors and tell them what you do.  Explain the value you provide.  Ask them if they know anyone who can benefit from your services.

Obviously, these four steps require work and persistence.  If you have little money to spend on marketing you must spend your time and effort on personally developing relationships with people who can refer business to you.

This is not easy but you can do it if you have a strong enough desire to be successful.

Continue Reading Law Firm Marketing on a Tight Budget
Click to format this article for printingPrint Click to email this articleEmail

Add Your Natural Network to Your Law Firms Marketing

Posted by David Lorenzo

The easiest way to bring new business into your law firm is to talk to people in your natural network. Your natural network is simply a database of people who know you, like you and trust you.

Members of your natural network include: friends, family, business vendors, past clients, people from your life and your work.  These people may know someone who can benefit from the value you provide.

Reach out to this network of people who know you, like you and trust you and re-introduce yourself to them. Doing this is easy and usually produces rapid results.  The best way to engage these folks is to call each person on the telephone.  Here’s how to initiate the call:

“Hi this is [insert your name here]. I’m just calling to catch up with you.  How are you? What’s new?  What’s going on in your life/business?”

These people will give you an update on what’s going on in their lives. They’ll give you an update on what’s going on in their business. Then they will naturally ask what’s going on with you. Then you can say something like:

“I’m glad you asked. Here’s what I’m doing now,” and you talk about how you provide value to your clients.”

In my case I usually say something like:

“I’m glad you asked. I’m providing great information to people who are building professional practices. So I work with doctors, I work with lawyers, I work with people who are independent professionals. I work with people in large firms and small firms and I help them make a great living and live a great life.

I do this by working on business tactic, practice management, time management, efficiency, effectiveness, workflow management and every other aspect related to their business. That’s what I do. If you know of anybody who’s looking for these services, just give me a call and I’ll be happy to reach out to them on your behalf and I’ll treat them just like I would treat you, just like I treat members of my family. They will get VIP treatment from me.”

That’s the whole call. First you see if there’s something you can do for them. Then you tell them about yourself, your law firm, and tell them about the value you provide.

Now here are the results you can expect:  In your natural network, let’s say there are 250 people. Ten of those people will know somebody right off the top of their head who they can refer you to and five of those people, may become clients instantly.

Think about that for a moment. This is law firm marketing but all you’re doing is calling and catching up with friends and reaching out to people you know and you’re going to get five clients from it.

Many people you speak with during this process will not immediately be able to think of someone to whom they can refer you.  That’s not unusual.  In those cases, consider this the beginning of an ongoing communication process.  Take advantage of this opportunity to reconnect and return to the forefront of the mind of people with whom you’ve lost touch.

The purpose of reaching out to people in your natural network is not just to see if they can refer any business to you.  A secondary purpose of this outreach is to get permission from your network to contact them on a regular basis and stay in touch. This is critical and it’s the next step in your law firm marketing plan.

You are going to create a follow-up system and use that system to stay “top of mind” with people.

Continue Reading Add Your Natural Network to Your Law Firms Marketing
Click to format this article for printingPrint Click to email this articleEmail

Marketing For Lawyers Must Include Proper Networking

Posted by David Lorenzo

Networking for LawyersIf you are thinking about marketing for lawyers you’re probably thinking about networking.  Most people, especially lawyers, think of networking as a primary marketing strategy yet few lawyers network properly.

Do you know how to bring people together for mutual benefit? If you don’t, you need to learn, because this is the true objective of networking.

Most lawyers think of networking as going out, shaking hands with a few people, and then hoping that person hires you in the future.  That’s the wrong thought process and the wrong approach.

The right approach is to think about the person you are meeting and his needs.  Helping him achieve his goals will, most likely, lead to you achieving your goals.

Here are five things to keep in mind when marketing for lawyers by networking:

1). Give First Then Receive…Sometimes

Lawyers think of marketing as a quid pro quo relationship.  I meet you and send you a case and you should send one back to me as soon as possible.  That’s not setting fair expectations for yourself or for the other party.

When you meet someone through networking, you should do some research on him before sending a case his way.  At minimum, make certain he is capable of handling the issue you are sending him and make sure he has no ethical complaints in his past.

Refer business to another lawyer based upon the client’s need and the attorney’s competency.  Put your expectations for a return referral on the back burner.  Doing the right thing for the client will result in more referrals than shipping business to someone whom you know handles a high volume of calls for cases in your client’s area of need.

If a lawyer is a connection (friend, trusted colleague, and respected practitioner) of yours and he is the best person to handle a matter, yet he doesn’t refer cases back to you, send him the case and, in a separate conversation, ask why he does not trust you enough to reciprocate.

2). Less Contacts Deeper Relationships

Lawyers often believe networking is a numbers game.  They believe the more contacts you have the greater your chances of receiving referrals.  This is not true.

Deep relationships result in referrals.  One deep relationship is more valuable than ten casual relationships.

3). Introductions Are Not Referrals

If you introduce a client to a lawyer by email you are not helping either the lawyer or the client.  An email introduction is simply an invitation for the lawyer to make a cold call.  Don’t do it.

At minimum, get the two parties on the telephone and introduce them by conference call.  This will allow you to pass along your thoughts on each of them in a genuine way.

The best way to pass a referral is in person, face-to-face.  This is not always possible, but it is always appreciated.

4). Referrals Are Not Necessarily Recommendations

Even when you refer someone by taking both parties to lunch and watching them shake hands, you are not necessarily doing EVERYTHING you can to help them connect and do business.

If you want to make certain your referral partner has the best shot at landing the client you should also make a recommendation.  Do this by saying something like:

“I recommend Joe Lawyer (insert name).  He is the best (insert practice area) lawyer in town.  I use him myself.”

This is a big deal.  Do it if you believe it to be true.

5). Think About What Your Network Says About You

Every referral you pass says something about you in two ways:

First: The quality of the person you refer is a reflection of your judgment and personal character.  Refer a jerk and you are a jerk.  Refer a professional and you are a professional.

Second: How you handle the referral process is indicative of how you will receive referrals in the future.  If you make personal introductions to your referral sources, you will receive them in return.

Here’s the bottom line:  Networking is essential in marketing for lawyers but if you do not network properly it can work against you.  Focus on quality connections and valuable referrals and you will be able to unlock the true power of your ability to bring people together.

Continue Reading Marketing For Lawyers Must Include Proper Networking
Click to format this article for printingPrint Click to email this articleEmail

Page 1 of 2 pages  1 2 > 

Sign up for our
FREE
Email Course Titled:

How Smart Lawyers
Make a Great Living
AND
Get Home for Dinner OnTime
EVERY NIGHT!

First
Name
Last
Name
Email
Please Enter the Security Code Shown Below:
Click Here To Get Clients Now

Ethical Legal Marketing

Judson Cohen

“I thought I knew all about running my practice and generating work but, I have to admit, I learned a bunch from Dave Lorenzo.

I’ll admit it, I made the same mistake most attorneys make about new business. I assumed doing a great job for my existing clients was enough to guarantee new business.

Yes, you have to do a great job for your clients. However, that does not guarantee new business. Dave helped me put in place simple and effective tools to reach out to new clients and maintain a healthy relationship with past clients.

Dave Lorenzo continues to help me find sustainable, ethical ways to consistently attract new business.“

Judson Cohen
Cohen Law Offices
Personal Injury and Civil Litigation
Miami, FL

 

My Law Firm Marketing Guide

Marc Kleiner

“After spending years in law school and in the business world, I realize the value in staying up-to-date on strategy, practice management and marketing. 

My Rainmaker membership has been a valuable resource in helping me stay on top of my game.

Building a law firm is a combination of art and science.  I’m glad to have the Rainmaker Lawyer Systems to help guide me.”

Marc Kleiner
Kleiner & Cazeau
Aventura, FL

Powerful Law Firm Marketing Plan

Evan Richards

I’ve used Dave Lorenzo’s law firm marketing information and advice to grow my practice and the results have been great.

Thanks to Dave’s guidance, my firm, my employees and I were recruited and offered an opportunity to join a prestigious firm here in Australia. 

Everyone is wondering how a young guy like me managed to build my practice from the ground up within a year.  Dave and Rainmaker Lawyer Consulting have helped give me an edge.

Evan Richards
St, Adelaide SA, Australia

 

Superb Legal Marketing Expert

Gerry Oginski

“There are only a handful of legal marketing experts that I think are truly superb at what they do. One of them is Dave Lorenzo, the author of the Rainmaker blog. I’m proud to say that I receive all of Dave’s e-mails discussing tips and advice that lawyers should be doing on a regular basis. He gives real-life practice advice that lawyers can implement immediately in their practice. I only wish I had learned about him years ago when I went out on my own.

I am a New York medical malpractice and personal injury trial lawyer for over 21 years and Dave clearly “gets it” and understands legal marketing. I am also the Founder of the Lawyers Video Studio and a avid student of lawyer marketing. Dave’s marketing tips are right on target.

Any lawyer looking to improve their marketing should look no further than Dave Lorenzo.”

Gerry Oginski, Esq.
The Law Office Of Gerald Oginski, LLC
Great Neck, NY

Essential For My Legal Marketing and My Law Firm

Loren Donald Pearson

“Since I began working with Dave I no longer spend sleepless night worrying where my next client will come from. 

Dave has helped me set up a number of legal marketing systems to help my practice grow.  He is a trusted advisor essential to my law firm.

I share information with him that goes beyond legal marketing and he offers honest, objective feedback based upon his years of experience working with other attorneys. 

I strongly recommend Dave Lorenzo and Rainmaker Lawyer Legal Marketing.  Hire him today!”


Loren D. Pearson, Esq.
Assouline & Berlowe P.A.
Miami Beach, FL

Your Law Firm Marketing Strategy Has Transformed My Practice

Mark Fried

“Thank you for your contribution not only to my firm but to the legal community. The strategies you have made available to me have transformed my practice and my life.

The guidance you have given me has allowed my paralegal and me to provide better service to my clients. This is extremely positive and has increased the referrals from my clients to me.

You are truly the best at enabling me to ‘make more rain’ with your law firm marketing strategy”.

Mark Fried, Esq.
Mark E. Fried P.A.
Miami, FL

Dave Helps You Achieve Your Attorney Marketing Goals

Leslie Zigel

“Dave Lorenzo is one of those people who know how to tap into an individual’s ultimate career and personal potential and unlock the life force that is necessary to manifest the drive and desire inside of everyone to achieve their full calling.

I highly recommend David’s attorney marketing services if like me, you seek to work to live, instead of living to work.”

Leslie José Zigel, Esq.
Ziglaw
Miami, FL

Your Lawyer Marketing Process Has Revived My Practice

Scott Wagner

Dear Dave,

Rarely do I take the time to write a recommendation or testimonial.

But it is tough not to return the love when someone does the following:

You’ve refueled my fire to practice law.

You’ve made me earn more money.

You’ve made me proud to be an attorney.

You’ve made me a happier person.

You’ve made me a better parent and friend.

Read it again because it is the truth.  It’s also what we all want out of life.  Your lawyer marketing process provides those keys to success and for that I thank you.”

Scott A. Wagner, Esq.
Moore & Company, P.A.
Coral Gables, FL

Marketing for Lawyers: Dave Lorenzo is the Real Thing

Brett Panter

“David V. Lorenzo author and founder of Rainmaker Lawyer, is the “Real Thing.”

David has the Ideas, Concepts and Drive to help a lawyer or law firm grow their business.

He knows what it takes and is willing to help those who want to grow. David is well educated and experienced and a pleasure to work with. David can become a part of the fabric and integrity of your law firm and give you the techniques and methods for marketing for lawyers, that have taken years to learn and perfect.” 

Brett Panter, Esq.
Sr. Partner
Panter Panter & Sampedro. P.A.
Miami, FL

Dave’s Rainmaker Legal Marketing will Make it Pour

Robert Rogers

“Dave has an excellent understanding of what makes businesses succeed and recognizes the importance of a good work/life balance.

I highly recommend Mr. Lorenzo’s services for any attorney that wants to understand better the wealth potential of their own practice, as well as increase the amount of time doing and living the way that we all want to. When teaching you how to rain make, Dave’s Rainmaker legal marketing will not just help you make the rain fall; he’ll make it pour.”

Robert Rogers, Esq.

Robert Rogers Law Firm, PA
Coral Gables, FL

Law Firm Marketing Plan Charged with Energy

Alicia Santana Torres

“David Lorenzo has successfully transferred the skills he acquired during a brilliant career in business consulting to the legal profession.  The lawyers in the room who had already been coached by David Lorenzo stood out from the crowd for their business vision, practice satisfaction and a solid law firm marketing plan.”

Alicia Santana Torres, Esq.
Santana Torres Law Offices, P.L.
Coral Gables FL

Lawyers Marketing Their Services are Blessed to Have You

Barry Stein

Dear David:

As you already knew, and as I learned, what separates you from any other such service is the time you spend to learn and understand the attorney’s practice you are working with AND to explore the goals and objectives of the attorneys involved. This two prong approach allows for you to develop a unique plan for lawyers marketing their services.

For those who love the practice of law, it is a real relief to have someone who loves to assist in the promotion of that work. Thanks for deciding to create Rainmaker Lawyer Consulting and as corny as it sounds, I know I am blessed by your having entered my life, both professionally and personally.

Barry A. Stein, Esq.

De Cardenas, Freixas, Stein &  Zachary, P.A.
Miami, FL

Attorneys Marketing Their Law Firms Can’t Go Wrong with Rainmaker Lawyer

Steve Klitzner

“No matter what Dave is charging these days he is worth every penny.  He will help you make a great living and live a great life.

He regularly transforms underperforming law firms into rainmaking powerhouses. 

If you want direct interaction action with a law firm marketing and strategy expert who helps attorneys marketing their practices grow revenue fast, there is only one thing you can do…call Dave Lorenzo right now.”

Steven Klitzner, Esq.
Miami, FL

Great Law Firm Marketing System

David Edelstein

“As a criminal defense attorney, I am used to fighting against overwhelming odds.  It’s a tough job.  I face difficult challenges on a daily basis.  But the truth is, none of those challenges are as tough as starting a law firm and finding clients.  Law school prepares you for many things but marketing certainly isn’t one of them.

That’s where Dave Lorenzo and Rainmaker Lawyer Consulting come in.  Dave helps me refine my law firm marketing plan, execute the strategy and measure the results.  The guidance, expertise and support I receive from him are invaluable.

If you love the law and you want to build a firm that suits your lifestyle, I highly recommend working with Rainmaker Lawyer Consulting.  Listen to Dave and follow his system.  Making more money is good, but having a law firm designed around my life is even better.”

David Edelstein, Esq.
Law Offices of David M. Edelstein, P.A.
Miami, FL

Home | Our Story | Contact Info | Ask the Rainmaker | FAQ

Earnings Policy | Testimonial Information | Sitemap


© Rainmaker IP Holding, LLC 2008 - 2013 All Rights Reserved.

Rainmaker Lawyer Consulting - Post Office Box 800509 Miami, FL 33280 Phone: 305.692.5531

Law Firm Marketing | Marketing for Lawyers | Marketing for Attorneys

Rainmaker Lawyer Consulting is a business strategy firm that specializes in law firm marketing, attorney marketing, marketing for lawyers, and legal marketing strategy. If you have read this far down on this website you are obviously searching for something. Call us and we will help you find it. 305.692.5531