Lawyer Marketing Part 3

Now you have measured your lawyer marketing referral network what do you do with that list? Just to be sure I need to say every lawyer has as their best referral source category other lawyers so be sure to list all other practice areas that would have a particular ability to refer to your practice area on your categories list. Also every lawyer marketing system needs to list “current clients�?as a category and put those clients on the Top 20 and Farm Team list as they move out of the Who You Know List since clients should be on the Who You Know List. Also some of your clients are in the categories you have listed and they need particular attention first in legal marketing.

The way you use the list in lawyer marketing is to pay particular attention first to building and maintaining relationships with your Top 20 and Farm Team List members. As you deepen and develop those relationships they will send you more clients than ever before since you are building “know, like, trust, relationship, credibility, and top of mind awareness (TOMA)�?with these people. Ask the Top 20 and Farm Team members to introduce you to other people they know in the categories that have the ability to refer to you and they will. See if any of the Who You Know List members are in the categories you are seeking and cultivate those members. See if the Who You Know List members can introduce you to people on your categories list. You get the idea here. Over time you will fill your Top 20 and Farm Team lists thus only have time to devote to maintaining and building from them I am sure. Not sure how to do this entire legal marketing building from a communications perspective? Well, that is the subject of future articles, worth a visit to my website for more information or contact me and we can work on that together. You can master lawyer marketing I am certain.

Henry Harlow has individually coached well over 500 attorneys on how to increase their revenues while they reduce their work hours. Henry has over 40 years of marketing experience, business and psychology degrees as well as being a Certified Guerrilla Marketing Coach. Henry has “been there and done that�?having built a multi-site professional service firm and successfully sold that firm. Henry’s website is a content rich site where you can get now free and objective information on mastering all aspects of law firm marketing. To learn more please visit http://www.law-firm-marketing-coach.com