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One of the biggest things that keep potentials from calling is fear. When they first realize they’re facing potential legal trouble, they’re nervous, scared, and worried. At that point, they usually head over to Google and start gathering information about their situation. As I’ve said before, they’re not “shopping” for attorneys just yet. That means …

Yesterday, we spoke about a metric that most Fortune 100 firms utilize, called the Net Promoter Score. The NPS is an essential metric that reveals the percentage of previous customers or clients who are most likely to rehire you and recommend your services to others. Do you want to know what the NPS for the …

Did you know 80% of your Google traffic comes from just five pages on your website? It’s because, when potentials search Google for legal representation, these five pages are the ones that are most likely to be shown in the search results. Written correctly, these pages act like magnets for potentials. But if they’re written …

We were talking about how ranking high on Google’s “first page” for terms like “top DUI attorney in Topeka” may seem a smart play at first blush, but keywords like that don’t bring nearly as much business as most people think. That’s because the only potentials who type those terms into Google are those who …

The book Thinking, Fast and Slow talks about a critical idea called “Substitution Bias”. It has been proven, through study, that all of us sometimes – and unconsciously – trick ourselves into pursuing a seemingly easier goal if what we really want appears to be “too difficult”. And when we do, we don’t even notice …

One thing I really appreciate about the legal system. It’s mostly rational. It has an established set of rules, protocols, and procedures that keep things running fairly smoothly. You could even say it’s predictable, by and large. If only your clients were the same way, right? But unfortunately, as we both know, they like to …

If I were to say that you could increase your conversion rate to 60-70% of all incoming calls, would you want to know more? I realize that if you’re not currently experiencing that level of conversion on a regular basis, then numbers like that may sound like hype. However, I assure you that it’s not …

David Boies. Alan Dershowitz. Gloria Allred. Johnnie Cochran. Martin Garbus. Richard Scruggs. What do all of these “go-to” attorneys for specific types of high-profile cases have in common? They don’t chase clients anymore. When something happens in the news that’s related to their area of expertise, their phones automatically ring off the hook. In other …

Of all the battle-tested and proven marketing strategies I know, one stands head and shoulders above all others. I’m talking about referrals. The highest quality referral comes directly from the mouths of satisfied clients who send their friends and associates to you pre-sold. The second highest quality referral comes from 4- and 5-star reviews on …

When you want a five-star meal, you won’t find it at McDonalds. Instead, you have to book a reservation with the specific restaurant that serves exactly the kind of high-quality cuisine that you can’t find elsewhere. So it goes with law firms. It might seem like common sense to you and me, but many attorneys …