- 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through these outdated modes of courtship (e.g., with fruit baskets et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.