Legal Marketing for PI Attorneys

Turning Your Customers Into Your Sales Force

Marketing is all about relationships. You know it and I know it. So why is it that we are so random in our relationship building efforts? In working with personal injury attorneys throughout the United States I have a unique vantage point that allows me to observe commonalities. One of those commonalities is that new client acquistion gets far more attention than efforts aimed at generating a consistent stream of referrals. Yet, invariably, when I speak with attorneys they agree that a referred case tends to be a higher quality case than a case that comes to them through advertising. And more importantly, the acquistion cost can't be beat!

My word of encouragement to you, if you're a PI attorney reading this, is that you educate yourself by reading some of the masters that talk about building systems that result in that steady stream of referrals that we all want. Word of mouth can be and should be motivated...not left to chance.

A little further down are some books that I recommend to help you as you endeavor to turn your customers/clients into your sales force. I'd also be happy to talk with you personally if you'd like to contact me through my website at www.cindyspeaker.com.

Power Marketing for Attorneys

Fetching RSS feed... please stand by

Developing A Client Advisory Panel

Relationship Marketing

In 2007 Speaker Media and Marketing experimented with Client Advisory Panels. The strategy has been used successfully in other industries for years and so we studied some of those successes and then made application to the legal industry. We now have fully functioning client advisory panels in most of our law firms and they have a great success.

These panels are a great mechanism to conduct market research. Through our monthly surveys we are able to identify areas of strength, employees who are particularly effective, etc. Conversely we are also able to identify areas that need improvement.

In addition to providing market research opportunities we have found that those who are active on our panels are most likely to be "influentials." They enjoy contributing their thoughts, ideas and opinions. They also view this panel as a bit of a status symbol and therefore they are more likely to talk about the firm and their involvement "on the team."

I highly recommend developing a client advisory panel for your firm. I've found it to be an excellent strategy with multiple benefits and no real downside.