The quieter days of summer are a great time to make enhancements to your marketing and business development efforts – especially when it comes to your LinkedIn profile. A robust
How to Overcome Content Paralysis and Get the Attention You Deserve
I recently had a conversation with a lawyer who was struggling to finish a client alert. It had been sitting on his desk for about a week for his final review.
This lawyer is not known to be a procrastinator, so I asked him what was going on, and he candidly told me that he just couldn’t stop finetuning it. He said he kept moving around paragraphs, editing sentences and adding and deleting sections.
I (gently) told him that time was of the essence here since the alert was about a recent development in his area of the law and his clients expected him to write about it and they wanted to know his thoughts on the issue.
I also told him that three of our peer firms had published alerts on a similar topic in the past week and it was suddenly like a light went off in his head (nothing like a little competition to motivate someone!). A few hours later, he sent me his final version of the article, and we were able to finally distribute it, albeit several days late.
While it was better late than never, this situation wasn’t ideal for the article to get maximum exposure and the strongest effect, and I know I’m not alone in having this experience, which is why I decided to write this piece, which is geared toward lawyers but can be adapted for anyone in any industry.
Member Recap of my 2019 LMA Annual Conference Session on How to Align Your Social Media Strategy with Your Business Development Goals
Thank you to 2019 LMA Annual Conference attendees Sarah Blanchard and Catalina Castro for writing a terrific recap of my LMA19 Annual Conference Session on “Beyond Branding: Aligning Social
Why Good is Sometimes Good Enough When it Comes to Content Creation
So many lawyers are perfectionists, which psychologists define as striving for flawlessness and setting overly high-performance standards. This can really derail them when it comes to content creation because they
Why Hand Writing Notes Is More Effective Than Electronic Note Taking
Of course everyone learns and thinks differently – our brains are each hard wired uniquely – different strokes for different folks.
All throughout my formative school and college years, I
What You Need to Know About the New LinkedIn Company Page Tool: Grow Your Page Audience
If you are the page administrator of a LinkedIn Company page, you may have seen a new option recently pop up on the administrator tool page – the option to
How to Make Every Event a Business Development and Networking Opportunity
Here’s an idea for those of you running, walking or just cheering on participants in today and tomorrow’s JP Morgan Chase Challenge (or any group organized athletic event for that
20 Ways Lawyers Can Build Stronger Professional Brands – Starting Right Now
In today’s saturated and competitive legal market, it’s just not enough to be the very best at what you do, sitting behind your desk churning out work day in day
Why You Should Always Resize Images for Social Media Use and How to Easily Do It
An important part of your social media strategy should be to always post a visual with a piece of content. Why? Because it brings social posts to life and helps
How to Create a What’s Next Lead Generation Mindset
I came across a terrific (and short article) in Attorney at Work by Tea Hoffmann on “Developing a What’s Next Mindset” that I passed along to the lawyers with whom I work because I like how it drives home the point that lawyers should always be thinking about the next step in trying to turn a prospect into a client. I also like how it drives home the point about how thinking strategically and carefully about the next steps in the sales cycle can lead to more business – a lawyer and his/her advisors must always be planting the seeds for how to engage with the prospect and how best to “pitch” the story of the firm and its services.
As the article notes, “typically it takes up to eight interactions, done over the course of six to 18 months, to convert a prospect to a client and only 20 percent of your prospects will become clients.” Now, this is a generalization of course, and it can take much longer or much shorter for a lead to become a client – but you get the point that the buyer journey to client is oftentimes quite long with mnay touchpoints along the way. The author also goes on to say that a what’s next mindset is great for lawyers because they tend to be deadline driven and laser focused – so this gives them motivation and the opportunity for goal setting.