- Do want to learn how you can increase your patient base by as much as 250-300%?

- Do you want to discover how you can get attorneys to send you more personal injury (PI) patients than you know what to do with?

If you answered "Yes" to either or these questions, you'll definitely want to take a look at the techniques and strategies to help you successfully market your services to attorneys.

No, you're not going to treat attorneys! You're going to learn how to enter into relationships with attorneys so they send you their PI patients and you can be assured of a steady stream of clientele.

Securing beneficial partnerships with attorneys isn't as hard as you might think, but there are definitely right and wrong ways to go about the process. To achieve a quality rapport with attorneys and patients does not come easy, nor does it happen overnight.


A successful marketing campaign takes careful planning, creative execution, and…time. That's right; you will need to invest time into your marketing to make it work for you. But, when you make your marketing a priority-when you believe enough in yourself and your services to broadcast them to the world around you-you will find that the results of your efforts can be astounding.

More Clients, Less Fruit Baskets
Almost more important than knowing what you should do to market to attorneys is knowing what you should NOT do. Let's take a look at what attorneys do not want from you.

You may not be spot on with what works for each and every attorney, but there are a few things that will never get you in the door with most attorneys.

After surveying and interviewing hundreds of attorneys, we've found they all say "Send me clients, not fruit baskets."

The attorneys that you do business with and the attorneys that you want to do business with are getting inundated with solicitations, gifts, and "bribes" of all shapes and sizes. And, do you know what? They hate it. That's right. Attorneys, just like you, are busy people. They don't have time to make their way through the wrapping paper and the frilly notes and so most of these unsolicited solicitations find their way right in to the circular file.

Believe it or not, attorneys don't need any more chocolate or flowers, nor do they want to meet you for lunch or breakfast. What attorneys want are more clients!

Attorneys are busy professionals, just like you, what you're aiming for when starting a relationship with an attorney is to be able to refer/recommend patients to them and vice versa without having to go through these outdated modes of courtship (e.g., with fruit baskets et al). So, if the chocolate sampler is out, what do you do to start building a relationship with attorneys?

How to Successfully Market to Attorneys Using…

Mail
Attorneys are just people like you and me. They are busy people, but they are just people. One of the best ways to introduce yourself to prospective attorneys is through the use of the time-honored letter. A simple letter that introduces yourself, your business, and your services is an excellent way to put yourself in front of an attorney in a non-aggressive manner. Because you've sent it via mail, the attorney has the opportunity to review your letter and its enclosed materials at her leisure. You don't risk showing up or calling at a bad time and you can make a well-planned impression upon your prospective attorney.

In-Person Visits
Letters and phone calls are great, but to really make a winning impact on your relationships, you'll want to make in-person visits on a regular basis. For example, make a date with yourself every week to hand deliver your final narratives. This is a tremendous opportunity to put yourself in the attorney's office. Because you are there on "official business," you'll always be welcomed. In the world of attorney marketing, any face time is good face time, so make the best use of it as possible.

Postcards
You will find that high-quality postcards are a great way to keep your name in front any attorney. You can choose the frequency, the look and feel, the messaging, and the targeted list. You can send to notify attorneys of new offerings in your practice, new employees, or new ways they can use your services to benefit their clients. Postcards can be an inexpensive, yet professional way to really deliver your message.

E-mail
Although your primary means of communication with an attorney should be via telephone, there are times when contacting your attorneys through e-mail is acceptable. These times are for quarterly updates, general changes to your office or services, or when you have exhausted all other means of contact.

You should not bombard attorneys with e-mails or e-newsletters. The last thing that your attorney wants is to waste her time opening and reading your e-mail, especially if it is only about you.

As you can see, there are very basic steps you can take to begin building quality relationships with local attorneys. If you are sure to avoid the things attorneys do not want from you, you'll be well on your way toward securing the kind of professional networking that will help your business thrive!