Fight the Marketing Vultures - How Personal Injury Lawyers Can Improve Their Marketing

Marketing your law practice is one of the most frustrating aspects of running a small law firm. No one ever taught you how to market in law school and the typical lawyer marketing article in your state bar journal tells you all the things you can't do.

Here are eleven major mistakes that personal injury lawyers make with their advertising.

1. Failing to make a decision as to what the perfect business and perfect customer look like. You can't develop a marketing plan (or purchase advertising media such as Yellow Page ads, TV commercials or websites) without understanding where you are going. What does your perfect client look like? What do you want your law practice to look like? The correct answer to the question "why do you want to spend any money on marketing?" should not necessarily be, "more cases." Not knowing what your idea of a perfect practice is is like getting on an airplane and saying "I'll go anywhere."

2. Failing to accept that marketing and practice building is the most important thing you can do in your law firm - look around. Is it only the best lawyers, real estate agents, doctors in your town who get the best business? Just being good at what you do doesn't cut it anymore. Isn't it frustrating to see a lawyer whose has never tried a case get better clients than you do and then brag about it later? By understanding how to market effectively you put yourself into a position to see more cases from which you can choose the ones that match your "perfect customer" profile.

3. Thinking That Copying What Other Lawyers Are Doing With Their Marketing Will Get You A Better Result. Earl Nightingale, an expert on "what successful people do" was talking directly to personal injury lawyers who want to build better practices. He said, (and yes, I am paraphrasing) that if you wanted to learn a new skill in business, and you had no mentor or guide you could trust, that the best thing you could do was figure out what everyone else was doing and then do the opposite. The majority is, at best, average. So it is with marketing.

4. Ignoring the Gold In Your Files Right Now. It costs at least ten times a much to obtain new customers as to keep in contact with old clients and indeed, everyone who contacts you. Your files are filled with names of folks who know you. Those folks generally have at least 50 other friends in their "circle of influence." (Read How to Close Every Sale, by Joe Girard.) Personal injury lawyers are happy to spend thousands on Yellow Page and TV marketing while ignoring completely those who they already have some relationship with.

5. Failing to capture the name of every new person who indicates that he/she is interested in what you have to say. Lawyers spend thousands on generating new leads (potential client inquiries) yet never market back to the cases they don't accept. In most offices that's MOST of the new inquiries. Yet this is a goldmine of people that you can directly market to in the future. You can't rely on the fact that if they or someone they know needs your services or products that they will remember you tomorrow because they called you once in the past.

6. Failing to get ahead of the marketing curve. How many lawyers spend any time trying to start a relationship with a potential client BEFORE that person has a problem? Most personal injury lawyers view marketing as reactionary. That is, the relationship starts once a person is injured and they start trying to find a lawyer. How about if you offered a good reason for people to call you BEFORE they get hurt (good quality information on how to buy car insurance comes to immediate mind), BEFORE they need you. Once they raise their hand they are inviting a relationship and giving you permission to directly market to them as frequently as you can afford to. If you can develop a "herd" of people that listen to you before they have need you, they won't be looking in the Yellow Pages after they have an accident or need your product.

7. Being an advertising "victim"-most business owners think about their advertising and marketing plan the 30 minutes or so before the Yellow Page rep comes walking through the door. They don't do any independent research or study. They follow the crowd because "it must be working or else everyone else wouldn't be doing it." If it doesn't work they then take the Yellow Page rep's advice to "buy more, and use color." A real sign that you are an "advertising victim" is that you allow the Yellow Page rep to design your ad. This is usually a huge mistake. Think about it--the goal of the Yellow Page rep is not to make your ad beat all the other ads in the book.

8. Failure to accurately measure results

Ben Glass is the director of BenGlassLaw, a personal injury law firm in Fairfax, Virginia. He is the founder of Great Legal Marketing, LLC and the creator of the Ultimate Personal Injury Practice Building Toolkit. He runs mastermind and coaching groups, and conducts marketing seminars for attorneys, teaching "Effective, Ethical and Outside the Box Marketing."