Most Recent Articles
The Marketing Minute – Write What Your Audience Wants to Read
I was reading an article last weekend in a legal-oriented email newsletter. Yes, I do that for fun. The article, meant for a layperson to read, was 4,000 words (eight printed pages) of highly technical content in long paragraphs describing the impacts of a recent...
Understanding Buyer Behavior in the Client Acquisition Process
One of my favorite sales-related movie quotes is from Boiler Room. Ben Affleck, in between expletives, tries to get his team of new recruits fired up to sell more bogus stock. “A sale is made on every call. Either you sell the client some stock, or he sells you on a...
Marketing Scams Revealed
Since PracticeProfs acts as the marketing departments for our clients, we’re constantly evaluating new marketing opportunities. Clients forward those ALL CAPS emails and pesky telemarketer calls they receive to us, so we see quite a wide variety of offers – mostly...
The Marketing Minute – Understanding Professional Services Sales vs. Marketing
If sales and marketing were represented by a clock face, sales (or business development) would represent one minute – although a very high-quality minute – of contact. Marketing would represent the other 59 minutes. Here’s why you need both to be successful growing...
Measuring Marketing Results
Implementing the right metrics and reporting to determine acquisition cost and RIO After I published last month’s blog about measuring the results of your marketing investment, I received a number of questions specifically about how to measure those results. Everyone...
Marketing Lessons from The Bachelor
It’s Monday at 8 p.m., and all activity has stopped in my house. My wife and daughter are huddled in front of the TV with baited breath waiting for Arie’s final decision on The Bachelor. This is my chance to sneak away and get some work done, as my attendance and...
What Are You Getting for your Marketing Investment?
My first meeting with an introduced professional services firm owner, law firm attorney, or other prospective client normally consists of me asking a lot of questions. PracticeProfs offers a marketing program rather than a product, so I need to learn about the firm,...
The Marketing Minute –This Will Pay for Itself with Just 1 or 2 New Clients!
Part of our role as our clients’ marketing department is to evaluate new marketing and advertising opportunities. In fairness, there are a few gems out there we can add to existing client programs. Unfortunately, most of the time we’re hearing pitches from...
Generating More Client Referrals in 2018
Start by measuring and improving client satisfaction When I was writing my recent article on 2018 client acquisition goals, I mentioned the importance of assessing client satisfaction before you push for more client referrals. Here’s a tactic you can use to benchmark...
2018 Year-End Review
Plan (and act) today to ensure you hit your 2018 goals. No, that’s not a typo. Although it’s really just the beginning of 2018, what you do now will have a big impact on the results you’ll be reviewing at year-end. As you review 2017 results, I bet there’s at least...
Review of the Top 2017 Marketing Scams
As we close out another successful year at PracticeProfs, we were looking back at 2017 results and trends. One unfortunate trend we’ve experienced is a higher volume of calls and emails to our clients (mainly law firm websites and attorney websites) pitching...
Top 10 Marketing Tips From 2017
We’ve given out a lot of marketing advice this year to clients, prospects, groups, and pretty much anyone who would listen. Part of our initial discussion with prospective clients includes a marketing program review, with specific feedback on ways to improve their...
Potential Pitfalls of a Do-It-Yourself Marketing Program – Part 2
Part 2 – Understand ALL the costs before hiring your own marketing coordinator Whether or not you are actively marketing your firm, I'm sure at one point or another you've considered doing the marketing work yourself – or maybe even hiring (or assigning) an...
Potential Pitfalls of a Do-It-Yourself Marketing Program
Part 1 – Doing your own marketing is like painting your own house Whether or not you are actively marketing your law firm, I'm sure at one point or another you've considered doing the marketing work yourself. While there are a number of marketing gurus who...
Turning More Callers into Clients – Part 2
How well are you handling true prospect calls? We're all used to working with potential clients who have been referred by a peer or another attorney. They may ask some questions, but with your first communication you know that they have already narrowed their search...
Turning More Callers into Clients – Part 1
5 tips for taking full advantage of your firm's most valuable marketing asset. Let's walk through a common scenario. Your comprehensive marketing program is not cheap. You are essentially investing today's profits with the goal of generating a measurable business...
