The Legal Marketing Coach

Audio Webcasting is easy – anyone can do it, using this new service

Bill — Mon, 14 Sep 2009 15:30:06 +0000

Tools like iPadio (see www.ipadio.com) allow lawyers and other professionals to deliver live or recorded web-based audio messages to anyone with access to a PC. Click on the green ‘play’ button in the picture above and hear an example.

iPadio is an easy to use service which allows speakers to phone in what they want to say and for others then to play it back at a convenient time. No-one needs any fancy equipment, and you don’t need any training. You can try it out for free for yourself, from the link in this article.

Interview 1: Riding the Recession: capitalising on the opportunities

Bill — Sat, 01 Aug 2009 06:18:58 +0000

In our very first interview with The Coach, we discuss how to regard the recession as an opportunity to review your business.

You can watch this first interview by clicking on the image to the right.
Once the video is playing, click the button to the left of the volume to go full screen.

How to listen actively

Bill — Wed, 29 Jul 2009 11:04:34 +0000

Look as if you are listening and keep up eye contact between thirty and sixty percent of the time you are talking to somebody. More than 60 % is threatening. They may think that they have a mark on their face. Less than 30% makes people feel uncomfortable.

Interest: demonstrate you are interested with your body language. Do not cross your arms or put your hands behind your head, which makes you look superior or your feet on the desk.

Smile: don’t look bored, smile with your eyes and your lips.

Test your understanding which gives you a reminder that you need to keep asking further questions to keep the conversation going.

Enthusiasm: for what the person is saying.

Niceties: nodding encouraging people to talk going “Mmm” “That’s interesting”, “Tell me more”.

Notes: that you need to take in the meeting or afterwards.

Understand your clients: research and know them

Bill — Wed, 29 Jul 2009 10:59:30 +0000

Individual(s) you are working with
Department(s)
The client’s perception of the role of lawyers
Company and whole organization structure
Cases they are involved/have been involved in
Industry
Markets for that industry
Competition
Environment
Political

Individuals you are working with

What are they like as individuals?
What are their likes, dislikes, preferences? Legal? Service? Communication?
What do they value?
What do they not value?
What is their role?
What are their responsibilities?
To whom do they report?
How many matters might they be dealing with at one time?
How many jurisdictions?
How many in their team?
What is their management style?
What are the politics between the individuals in the team – upwards and downwards and between colleagues?
How satisfied are individuals with you; your team; your work; your service; in any work you may have done for them?
How do they measure and value success?
How can you check?
What work have you done for them?
What work could you do for them – taking into account the whole of their organisation and your whole firm?
Influential individuals at a more senior level – changes?
Who are the senior decision-makers?
How do you ‘sell’ to them?

Role of lawyers
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Winning Presentations: checklist for your location

Pippa — Mon, 06 Jul 2009 15:08:00 +0000

If you feel you have a particular requirement which would give your presentation more impact, then ask if it is possible. Don’t be afraid to ask for different table layouts, lighting or general arrangements to give your presentation more impact.

1. Where am I giving my talk? ……………………………………………………………..

2. What time is my talk?………………………………………………………………………

3. What time will I arrive (30 min-1 hour before – allow time for traffic, security,

signing in, setting-up – so what time do I need to leave) ……………………………………….

4. Numbers in audience…………………………………………………………………………..

5. Seating………………………………………………………………………………………………

6. Microphones i) On lectern…………………………………………………………

ii) Tie……………………………………………………………………

iii) Lapel………………………………………………………………..

iv) Roving………………………………………………………………

v) Other………………………………………………………………..

7. Microphone i) Tested………………………………………………………………

ii) Where is on/off switch?……………………………………….

iii) Have I practised my talk with it?………………………..…

iv) Can I walk around?…………………………………………….

v) Can I move at all?………………………………………………

vi) How far?……………………………………………………………

8. Lectern i) Have I got one?………………………………………………….

ii) Right height?……………………………………………………..

iii) Have I tested it?…………………………………………………

iv) Is lighting suitable?……………………………………………..

9. Visual Aids i) Type?………………………………………………………………….

ii) Tested on–off switch/dimmer………………………………..

iii) Visibility (I am not in front of screen)………………………

iv) Contingency?……………………………………………………….

v) Briefed helper?……………………………………………………..

vi) Name of helper……………………………………………………

viii) Practised with them?……………………………………………

10. Have I practised walking on and off rostrum?……………………………………..

11. Where are the light switches?…………………………………………………………..

12. Who will work dimmer?……………………………………………………………………

13. What signals have I agreed for lighting?…………………………………………….

14. Have I tested acoustics?………………………………………………………………….

15. Have I taken account the differences a room full of people makes?……….

16. Do I need a table? …………………………………………………………………………

17. Do I need a platform? ……………………………………………………………………

18. Who will be on table of speakers? ……………………………………………………

19. Check I have water ………………………………………………………………………..

Pro-forma for planning your winning presentation

Pippa — Mon, 06 Jul 2009 14:59:05 +0000

It is much easier to give an effective presentation if you have a clear structure in your mind so write short notes on the following proforma to keep your presentation focussed :

1. My theme: ………………………………………………………………………………..……………….

2. My message: ……………………………………………………………………………..……………….

3. My objectives: i)…………………………………………………………….……………………….

ii)…………………………………………………………………..…………………

iii)…………………………………………………………………………………….

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Giving a presentation: 10 ideas for a winning conclusion

Pippa — Mon, 06 Jul 2009 14:21:42 +0000

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Why it is important for lawyers to network

Pippa — Mon, 06 Jul 2009 14:17:27 +0000

Networking is not an end in itself: it’s about building relationships

For lawyers this means:

• Being interested in others

• Being interesting about yourself

• About getting on with people

• Building relationships with people

The first step in a ladder to winning profitable business.

Networking for lawyers is not about being aggressive, talking “at” people, pushing yourself insensitively at people and pestering or stalking people. That must be reassuring!

The relationship starts from networking and it evolves from

• “like” to

• “trust” to

• “N-” with a person’s work, friends, business contacts and network of contacts

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How To Raise Your Profile Successfully in 28 days

Bill — Mon, 06 Jul 2009 14:06:54 +0000

What does raising your profile mean?

Raising your profile means that other people will have heard about you will feel that they know you and will be aware and respect the work you are doing.

Why is this important?

Raising your profile is important because it will give you confidence when people meet you and have heard about you or have seen what you have written or are aware of your work and come and talk about it then it will boost your feeling of ability and deal with any matter at hand. It is also important because it means that people within the firm will feel more confident about referring work to you. It is important externally because clients contacts will have heard about you and will therefore feel more confident about instructing you or referring work to you.

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Understand your clients: ask for feedback

Bill — Mon, 22 Jun 2009 08:06:47 +0000

Lawyers are very often reluctant to talk to clients unless it is about the matter they are working on at that moment. They often feel that the client would not want to talk to them; they are too busy; they would not see the point and they might be afraid that the lawyers would charge for it.

Many lawyers say, “I have had no complaints” so I know all is OK. Research has found that clients will tell 19 other people before they tell their lawyer that they are unhappy. You want to make sure that you are the first to know, not the 20^th person.

Others say, “I know that they would tell me if there was anything wrong.” Can you be absolutely sure. Put your head into their head. How easy do you feel it is to tell others, peers, juniors or more senior people, that something they are doing is wrong. Your clients may feel the same way, or even more reluctant. Many, particularly in the current economic climate would rather just change firms than tell you.

Other lawyers say, “Well, I talk to them every day. I do not need to have a formal discussion.” Talking to your clients every day is like putting petrol in the car, washing the windscreen and keeping the tyres pumped up.

Taking a client out for lunch and asking “Is everything alright?” is demonstrating a lack of real care that everything is satisfactory as when a waiter glides past you in a restaurant, in many cases without pausing and certainly without listening and asks, “Is everything alright with your meal?”

A more formal discussion is like evaluating whether the car is the right car for the job; if so, that it is fully functioning and has its annual service.

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The Legal Marketing Coach

Audio Webcasting is easy – anyone can do it, using this new service

Interview 1: Riding the Recession: capitalising on the opportunities

How to listen actively

Understand your clients: research and know them

Individuals you are working with

Role of lawyersYou need to be logged in to see this this article.You can view the membership options here.

Winning Presentations: checklist for your location

Pro-forma for planning your winning presentation

Giving a presentation: 10 ideas for a winning conclusion

Why it is important for lawyers to network

Networking is not an end in itself: it’s about building relationships

You need to be logged in to see this this article.You can view the membership options here.

How To Raise Your Profile Successfully in 28 days

Understand your clients: ask for feedback

Role of lawyers
You need to be logged in to see this this article.
You can view the membership options here.

You need to be logged in to see this this article.
You can view the membership options here.