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On May 18, 2021, Ed Miller, Managing Member of ESQuisite Marketing, did a presentation for the Meritas North American Marketing Group. In his presentation, After the Fatigue – Business Development for Lawyers?, Miller discussed post-COVID business development strategies and how in-house legal marketers…

Most people think of the shops and restaurants on Main Street when they hear the phrase small business. However, small law firms - and other service firms (like ESQuisite) - are small businesses, too! When we started ESQuisite, it was because we saw…

In this round of attorney marketing tips, we will focus on your website, brand, and the effective use of newsletters or e-newsletters. Of course, these tips need to be adjusted to your style and needs. Website Tips These tips are geared towards small…

In Part III of our Lawyer Marketing Tips, we give some pointers about legal blogs, LinkedIn, and your Google My Business page. Blogging Tips First things first: have clear expectations for your blog. Do you expect it to generate revenue? Or maybe, will…

As consumers, we are surrounded by brands every day. From the Nike swoosh, to the Chipotle pepper, to that woman-like logo at Starbucks, brand images are everywhere. These images are only the visual representation of the brand, but what really matters is the…

In this installment of our marketing tips for attorneys, we will focus on three areas. One, create a time budget for marketing. Two, clearly identify your ideal client. And, three, tips for cause marketing or how to maximize the benefits of your charitable…

Because of what we do, we are always giving marketing tips for lawyers. In fact, I think we have a presentation with the same name. We believe that marketing for lawyers, or any other professional services provider, has some universal themes. The trick…

What is hot in attorney marketing in 2021? Well, with COVID, webinars, Zoom networking and digital marketing seem to be the rage. However, are these activities helpful? Are they paying dividends? We like to say, at least you are moving your arms and…

For those that know us, we are big believers in content marketing for attorneys. And when we discuss content marketing, it is usually in the form of a legal blog. These days, there are tons of “marketing” companies offering direct client leads, promising…

Yay, baseball is back – starting TODAY. I am a huge baseball fan and enjoy watching games at every level. It does not matter if it is the New York Yankees or my son’s Little League team, count me in. With the start…

We often hear from small law firm owners that want to “do marketing.” As we talk, we realize that these small law firm owners are not sure what they want to do. More importantly, they aren't sure what they need to do. Therefore,…

The past year has been an amazing year for the meme community. People are funny. Memes are on point. From highlighting the toilet paper shortage to home school to work from home problems — I’ve been cracking up on the regular. But change…

Research shows that half of adults in the United States make New Year's resolutions, but less than 10% keep them for more than a few months. If marketing was on your resolution list, how's it going? Did you make a plan? Are you…

In a world of social distancing, many professionals have adapted to virtual networking and events. For those motivated to do so, they can attend virtual networking events just about every day. This is great way to meet new people and keep in touch…

This blog about legal referrals was originally published last year. In the world of COVID-19, we decided to update it. With social distancing and remote work, it may seem like a reduction in referral building opportunities. So, here is a tip. Research on-line…

I recently read the book, The Referral of a Lifetime, authored by Tim Templeton. For lawyers who want to create an effective referral system, try this book. Its basic premise is that you should inventory your referral network. It suggests creating a list…

Content marketing for lawyers is underutilized in the legal world. So, we've said it and we will say it again. CONTENT IS KING! Why is this saying so popular? And what is content marketing for lawyers? Content marketing isn't about the brand, your…

We recently spoke on legal marketing at the Future Proofing Your Law Firm Online Summit, hosted by  PCLaw | Time Matters™, and one of the questions we received was about building a law firm CRM? We could talk on hours for this, and…

This Halloween, we must avoid vampires, ghouls and ghosts, witches, and a nasty virus. These are indeed scary things. Do you know what, though? Marketing should not scare you. In fact, marketing can be, and should be, fun. In addition, it will pay…

You need marketing help. Whatever reason brought you here, you know you need help. So you Google "marketing agencies near me." Or maybe even "legal marketing agencies near me." There are a few problems with this method. If you are "feeling lucky" as Google…

Please what? Please read on because we have some tips to make small law firm websites more effective. ALERT: none of these tips require a new $50,000 website! In fact, the costs are almost nil. If you pay somebody to make changes to…

2020 has been quite the year. Its has been a hard year. Many days are as painful as watching a New York Giants football game. The 4th quarter is here and thankfully the end is in sight of this peach. Not only is…

This year has been an amazing year for the meme community. People are funny. Memes are on point. From highlighting the toilet paper shortage to home school to work from home problems -- I've been cracking up on the regular. Posts on social…

As we enter Q4 of a year we will all remember for a number of reasons, take a minute to think about what sets you apart from your competitors. Certainly you adapted your client service over the last 6 months. How did you…

When I get a referral or get introduced to a lawyer, the first conversation is filled with skepticism. I have heard phrases such as “I paid $25,000 and got nothing” and “They promised to get me on first page of Google.” There is…

Yay, baseball is back – starting Thursday. I am a huge baseball fan and enjoy watching games at every level. It does not matter if it is the New York Yankees or my son’s Little League team, count me in. With the start…

The Internet, and legal publications, have so much information and articles about the stressful lives of lawyers.  Long hours, firm culture and other stresses can cause lawyers to be unhappy in their jobs.  Likewise, the COVID-19 pandemic, social discourse and financial uncertainty have…

Doing ONLY legal marketing for 30 years, this is a simple question to answer. From my perspective, they should know they need it now, and always. That is ideal and naïve. Because what matters is when lawyers know that they need marketing help.…

We were published in Network Magazine. Our article, How do your clients view you? Ask them, discusses the importance of asking clients if they are happy with your services. It is a bad assumption that all is good with your clients. Too often,…

Amid the COVID-19 pandemic, we celebrated our first anniversary in business. Well, with social distancing and stay-at-home orders, we actually recognized it. Not much celebrating happening now. While we are busier than ever, we also have some time to reflect on how fortunate…

Who is tired of the phrase, The New Normal? Who is tired of watching TV and hearing the talking heads make predictions and proclamations about the new normal? We are tired of it. More importantly, in our world of legal marketing, we see…

I came across this post on New Jersey State Bar Association’s website. As the coronavirus crisis continues, and I am still under stay-at-home orders, I found the post helpful. Combined with my own experience, this blog will highlight a few interesting points of…

I am so proud of so many lawyers and law firms! I have seen more lawyers actively engaging in legal marketing activities since we have been working from home and stepped away from face-to-face marketing. The sheer number of webinars, interviews, articles, and…

We are sure you received a ton of emails from every company that has your email about how to reach them, how they care about their employees, and how they are cleaning their offices. Your clients don't need to know about that -…

Over the weekend, we saw various attempts at marketing during the coronavirus pandemic. We we saw a handful of creative, relevant marketing tactics. However, we saw more terrible, salesy, tacky tactics, causing us to really talk through the messaging that is appropriate for…

We launched ESQuisite Marketing to handle legal marketing in small law firms. Since our launch, we have seen some marketing trends among small law firms. The most glaring, from our viewpoint, is that marketing is not consistent, strategic, or a priority. Of course, this makes sense…

Cross-selling in law firms is always a hot topic of discussion.  There is a lot of talk, with little action.  Further, there is even less success.  Why does cross-selling seem like an unsolvable riddle for so many law firms? Obstacles to Cross-Selling The…

If you are on our mailing list, you know all about our social media contest.  If you are not on our mailing list, what are you doing? Click here and get on it! It's only once a month, so we won't clutter your inbox, and…

Happy New Year!  In 2020, we suggest that you consider the following marketing ideas for small law firms.  Why?  Because it is a new year and a new decade.  Start it right.  Take some time to review your marketing successes and failures.  Map…

As the holidays are approaching and most of us are too busy to sit for even five minutes, I am sure you are racking up excuses as to why you have no time for legal marketing. #protip - get off of Amazon for…

We often receive phone calls from small law firm owners that want to “do marketing.”  As the conversation progresses, we realize that these small law firm owners are not sure what they want to do.  Nor, are they sure what they need to…

Professional services marketing can be scary words. Where do you start? What is the most effective way to market? How do you budget? Slow down.  With a little planning, some focus, and a straight-forward to-do list, you can handle this. Whether you are…

As law firm marketers, we know that there are times, far too many times, when you want to get to certain projects but just do not have the time or resources.  Looking back on our years of in-house experience, we counted hundreds of…

I recently had the privilege of speaking to a group of attorneys about small law firm marketing.  The title of my presentation was Top 10 Marketing Ideas a Small Law Firm Can Implement Today.  This was particularly rewarding because it was our goal…

Are law firm websites a substitute for networking? Of course not. There will never be a substitute for traditional business development activities like networking, getting referrals through partners, and co-presenting with complementary services firms. In other words, "feet on the street" and referral…

As legal marketing consultants, we will preach that you must think strategically and have marketing plans – blah, blah, blah.  The trouble with marketing plans and firm strategic plans is that much time, energy and money go into creating them.  Then, the plans…

All successful rainmakers invest significant time and energy into marketing and business development.  They are able to create time - it is all part of the job.  For other lawyers, why is it so hard to find time for marketing and business development? …

We have helped many a lawyer build a niche legal practice. The concept of niche marketing is different than marketing a specific practice area or legal specialty. You should think of a niche practice in industry terms or as a very narrow specialty. For…

I am back from vacation - relaxed, refreshed, and thinking about websites.  They are expensive.  Very expensive.  But on my recent trip, where I relied heavily on Google to get me to the websites of restaurants, activities, and other destinations on my vacation,…

There is a war going on in the legal industry.  It is a war for talent, a war to get the right lateral attorney.  So many firms are trying to grow by recruiting established lawyers with big books of business.  Sometimes this is…

Do you see things from the client perspective or your own?  I recently worked with a successful, senior partner at a large law firm. He sought my advice on how to properly follow-up with a prospective client. The prospect was General Counsel at…

We recently met with a prospect and asked him how clients found him. He said other attorneys send him clients, and he advertises in the yellow pages.  We are so glad he contacted us! His story reminded me of an article I read…

Throughout my long career in legal marketing, I cannot count the number of times that I heard, “Joe” is such a good lawyer, how come he cannot get any clients?  These “Joes” are truly excellent at their craft.  They produce first-rate work products…

We preach and preach and preach even more that marketing for lawyers is a simple formula. It goes like this: Reputation + Relationships = Success. When dealing with clients, we always start with the Reputation portion of the equation. And, under this category,…

In helping some of our start-up clients, we really focus on integrating marketing into their administrative procedures.  Here are a few basics to consider before you open your doors.  Or when you decide to integrate a marketing plan: Logo Design Many start-ups do…

Many legal marketers will ask lawyers, “what is your ideal client?” Often, we will hear answers like “Anyone who will pay me.” Or better yet, “I don’t know.” We think it is an important question to answer if you want to have a…

For those lawyers who have the fantastic existence of measuring their lives in 6-minute increments, time is extremely valuable. Attorneys, like most people, have very busy lives. There is legal work obviously, but also non-billable client demands, administrative duties, and personal lives. The…

Graduation is coming!! As law students we know your primary concerns are finishing school, passing the bar, and finding a job. For those going into private practice, one thing that is not taught in law school is the business side of law. Therefore,…

Some law firms have formal attorney mentor programs for young attorneys. These programs usually focus on helping the young lawyer navigate in the internal workings of the firm. As such, the mentors may need to guide the newbie on issues such as billing…

We compiled a bunch of marketing terms of which every lawyer needs to be familiar. Some of the definitions are very technical. If you need clarification, please just ask. Business development = sales Sales = business development Cross-selling = making more money for…

You measure your life in 6-minute increments. How much are seminars worth? So here is the deal. Seminars are not a one-shot-deal. Seminars are door openers. Read - one seminar, two seminars, 10 seminars, do not guarantee you business. The only guarantee from…

Despite the stereotypes and silly jokes, lawyers are leaders in their communities. As such, they sit on boards, run committees, offer pro bono legal services, donate money, and volunteer precious (read: billable) time. Many lawyers do not view their charitable efforts as marketing. …

There is a trend of lawyers in their prime earning years leaving their existing firms to set up their own firms, or moving to another firm where the grass is (hopefully) greener. This is, in part, because many baby boomers are not transitioning…

We know that attorneys did not go to law school to become “sales people.” At least that is what we have been told at least 4 billion times. Okay, that is an exaggeration, but we have heard it quite often. Of course, lawyers…

Do you read blogs and social media?  Do you have a Facebook, LinkedIn, Insta, or Twitter? If you haven't and don't, then stop reading. This blog will be lost on you - but please forward it to the younger attorneys that you know,…

Why a marketing coach? We have attended educational programs that focused on attorney marketing and business development topics. While these sessions are informative, the ideas never seem to stick or get implemented. And, we are just marketing people. So, if we cannot implement…

We have built successful lawyer blogs. However, before we will start creating the blog, we question the attorney about what he or she expects from the blog. Is the blog expected to generate revenue? Do you want to position yourself as a thought…

Legal referrals are the life blood to any successful law practice. Where does your business come from? Do you know? Do you track it? If not, start immediately. A strong network of referral sources can create an endless line of new business. It…

Do you have a unique lawyer personal brand? As consumers, we are surrounded by brands every day. From the Nike swoosh, to the Chipotle pepper, to that woman-like logo at Starbucks, brand images are everywhere. These images are only the visual representation of…

To ESQuisite Marketing, the answer is simple. For our clients, the media is a friend. Why do we say this? Because we know that reporters can be extremely helpful with a lawyer’s marketing activities. Most reporters are very honest. They are doing their…

Is it true that only extroverted attorneys can get clients?  Not true! The selling of legal services is often painful for lawyers. The two main reasons for the pain are a lack of sales training and a misunderstanding of business development. Obviously, business…

Lawyers and law firms love buying event tables and sponsorships. Well, maybe they do not love to buy tables but still do, nonetheless. Table sponsorships are bought for a variety of reasons. Sometimes, a table is bought to support a bar association event,…