How to conduct yourself in public places and meetings to get clients. How to “Work a Room” of total strangers to meet and get clients. Joining clubs, banks and bankers, clothing, responding to inquiries, personal appearance, teaching, speaking, political activity, attending conventions, handling people who don’t like lawyers, press releases, typical lawyer license plates, what to call yourself or your firm, and other topics.
D-1 EVERY PERSON YOU MEET IS A POTENTIAL CLIENT OR POTENTIAL RECOMMENDER OF A CLIENT $0.99
You may not realize that even though you are out of your house, you are in public. This chapter will give you a few examples of unlikely clients and referrers of clients. With a better awareness you can create a professional relationship with people you’ve just met.
D-2 YOU MUST TELL PEOPLE YOU’RE A LAWYER $0.99
It is obvious that people can not engage you as a lawyer or refer legal clients to you if they don’t know you are a lawyer. A person’s initial reaction to learning you are a lawyer and your response can be crucial in developing your practice. This chapter demonstrates some common situations.
D-3 JOINING CLUBS AND ORGANIZATIONS TO GET CLIENTS $0.99
Joining clubs and organizations was once the starting point for getting clients. It no longer is. Learn how to select those clubs and organizations you should join and those you should not join. This chapter sets forth the considerations and criteria for joining clubs and organizations to get clients.
D-4 BE VISIBLE TO YOUR BANKER $0.99
Bankers are well situated to refer you good clients, sometimes even the bank itself as a client. Learn how to be visible and to understand your banker’s limits and abilities to send you work or at least provide loans when you need them.
D-5 THE IMPORTANCE OF CORRECT VERBAL IDENTIFICATION (“WHAT KIND OF LAW DO YOU PRACTICE?”) $0.99
This chapter will demonstrate that how you answer the question, “What kind of law do you practice?” can have a major impact on success or failure in your practice development. The wrong answer causes people to go elsewhere. This chapter contains some workable solutions and responses. Chapter D-5 A may be helpful as well.
D-5A SIXTY-FOUR WRONG WAYS TO ANSWER THE QUESTION, “WHAT KIND OF LAW DO YOU PRACTICE?” $0.99
This chapter contains 64 wrong answers to the question, “What kind of law do you practice?” This chapter could be read in conjunction with chapter D-5.
D-6 THE ROLE OF CLOTHING IN MARKETING YOURSELF $0.99
We tend to wear the clothes we like to wear instead of the clothes we should wear. How you dress will in fact have a big impact on your Getting & Keeping Good Clients. Learn what to consider when selecting the clothing you wear.
D-7 GENERAL PRACTICE VS. FULL SERVICE $0.99
The words “General Practice” are acceptable on a lawyer to lawyer basis but can cause problems when dealing with potential clients. Learn why and what to do about it.
D-8 PERSONAL HYGIENE AND CLEANLINESS $0.99
Poor personal hygiene and cleanliness projects an image of failure and being a loser. This chapter will help you REVIEW what to double check before going into public.
D-9 HOW DO YOU LOOK FROM BEHIND? $0.99
Clients normally see you from the front. Judges and jurors often see you form behind. Your client sees you from behind when following you. Learn what to look for and how to look for it to be sure your appearance from behind is not negative.
D-10 WEARING JEWELRY $0.99
Jewelry normally should be avoided unless you have a reason for wearing it. In some client getting social circles it is a plus and in others a negative. This chapter will help you decide whether or not to wear jewelry in a given situation.
D-11 GETTING AND KEEPING BUSINESS CLIENTS AND OTHER CLIENTS BY VISITING THE PROSPECTIVE CLIENT’S PLACE OF BUSINESS OR SCENE OF AN ACCIDENT $0.99
Learn how to get invited by the client or potential client. Going to the place of the client or the place of the event in question demonstrates your interest and concern and flatters the client or prospective client. These visits often result in immediate or eventual employment by the client or those who work with or for the potential client.
D-12 ATTENDING OR TEACHING CLASSES TO GET CLIENTS $0.99
Learn how and when to use teaching or enrolling in classes to get clients.
D-13 SPEAKING ENGAGEMENTS $0.99
Speaking engagements can be an extremely good way to get new clients. They can also be a waste of time and effort. Learn how to distinguish the good opportunities from the rest. This chapter is critical in many respects to help someone who is not happy doing the kind of work they are doing or simply wants to upgrade the quality of the work they are doing. Unless you decide what kin d of matters and clients you want to handle, you will always be the victim of the next phone call or the next person who walks in the door. Learn how to do it.
D-14 HOW TO MAXIMIZE THE EFFECTIVENESS OF SPEAKING ENGAGEMENTS $0.99
These techniques will help you get maximum results from your speaking engagements.
D-15 GETTING ADMITTED TO MULTIPLE COURTS AND JOINING “PRESTIGIOUS” LEGAL SOCIETIES $0.99
Many potential clients will be impressed by the courts or agencies to which you are admitted to practice, and the “societies” to which you belong. Learn why and how to get admitted or invited to join.
D-16 GOING BACK TO WHERE YOU CAME FROM $0.99
Combining a visit to your place of origins or where you once lived can be combined into a profitable marketing event. Learn how to do it.
D-17 BE CAREFUL ABOUT GOING TO FUNERALS, HOSPITALS OR ACCIDENT SITES $0.99
Well intentioned visits to help people who need help can have negative ethical and marketing consequences.
D-18 POLITICAL ACTIVITY AND RUNNING FOR POLITICAL OFFICE TO GET CLIENTS (AND EXPERIENCE) $0.99
If you maintain a proper perspective and are patient, this activity can result in new clients. Learn why.
D-19 GOING TO CONVENTIONS AND TRADE SHOWS WHEN YOU ARE NOT THE PRINCIPAL SPEAKER $0.99
Trade shows and conventions can result in many new clients if you can “collect cards” and properly follow up with the cards you collected.
D-20 HOW TO HANDLE PEOPLE WHO HATE LAWYERS OR THE LEGAL SYSTEM $0.99
Specific Techniques are given to handle people who attack lawyers or the legal system. Learn what to say to these people.
D-21 HOW TO EXPLAIN DEFENDING CRIMINALS TO CLIENTS AND POTENTIAL CLIENTS $0.99
For various reasons, you may be attacked due to the role of lawyers in defending those accused of crime. Explain how “legal technicalities” suddenly become basic constitutional rights when their child or a member of their family is accused of a crime.
D-22 USING FOREIGN LANGUAGE ABILITY $0.99
In our modern world, every nation has a large number of newly arrived people who cannot communicate in the language of their new nation and may need legal help from those who can speak their native language. Learn how to get to that market.
D-23 LEARN TO SAY “LAWYER” IN FOREIGN LANGUAGES FOR YOUR CONTACTS WITH FOREIGNERS $0.99
That one work spoken in a foreign language at the appropriate time may bring you legal work.
D-23A THE WORD “LAWYER” IN FOREIGN LANGUAGES $0.99
The word for “lawyer” in 36 languages is spelled phonetically for the US lawyer to use as appropriate.
D-24 GIVING TESTIMONY TO FEDERAL OR STATE COMMITTEES OR COMMISSIONS TO ESTABLISH YOURSELF AS AN EXPERT WHO HAS GOOD CONNECTIONS AND INFLUENCE $0.99
With very little effort, you can self-declare yourself as an “expert” with political connections and influence.
D-25 SAMPLE LETTER TO BE SENT AFTER GIVING TESTIMONY TO A FEDERAL OR STATE COMMITTEE OR COMMISSION $0.99
This letter to clients and colleagues can help you establish yourself as an expert with influence.
D-26 SAMPLE PRESS RELEASE AFTER GIVING TESTIMONY BEFORE A STATE OR FEDERAL COMMITTEE OR COMMISSION $0.99
Sample press release for follow-up after giving testimony may or may not get reported by the media, but a copy of it on your website will look impressive.
D-27 NAME TAGS $0.99
There is a right way and a wrong way to wear a name tag. Learn the difference.
D-28 WHY YOU SHOULD TRAVEL FIRST CLASS $0.99
Your hotel and your class of air travel can affect both your ability to get work done while traveling and your client’s impression of your ability as a lawyer. Learn what to look for.
D-29 HOW TO HANDLE A POTENTIAL CLIENT WITH A GOOD CASE WHO ALREADY HAS A LAWYER $0.99
Learn what to do and say when a potential client with a good case already has a lawyer and asks you for advice or an opinion.
D-30 PERSONALIZED LICENSE PLATES FOR LAWYERS 250 $0.99
Personalized automobile license plates with a law theme may give you some ideas.
D-31 VISIT OTHER LAWYERS’ OFFICES $0.99
Other lawyers’ offices can be a good source of information and clients. Learn how to convert a meeting in a place outside the other lawyer’s office, which can lead to going to that lawyer’s office with subsequent referrals.
D-32 HOW TO “WORK A ROOM” AND MAKE SMALL TALK TO GET NEW CLIENTS $0.99
When you enter a room full of hundreds of people you don’t know, you should be thinking, “There are no strangers here, just a lot of potential clients I haven’t met yet.” Learn what to do and what to say and how to do it to get clients from a room full of people you don’t know.
D-33 LAWYERS CONDUCT OUT OF THE OFFICE $0.99
TWhen you are out of your office or out of your home, you are still in public. Some of the things you are doing may be costing you potential clients. There are many things you can do in public that will enhance your name and reputation and lead to clients and referrals. A list of 20 actions you should or should not do.
D-34 WHAT TO CALL YOURSELF – ATTORNEY? ADVOCATE? LAWYER COUNSELOR? ESQ.? J.D.? SHARK? OR WHAT? $0.99
Lawyers now have a wide range of choices in most states concerning what to call themselves. Your name, your title, your degrees, your email address, your website URL all can have an effect on clients and referrals. This chapter will help you understand your choices. You may find the chapter both interesting and amusing.