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Do you want to see something really scary?
Lawyers sell hope and opportunity. We sell money at a discount. We sell relief. We tell stories to show prospective clients what it will be like when they hire us to help them. But we also tell...
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What ancient Egyptian sounded like and how we know
Last night I watched a video with the above title. I don’t have a particular interest in the subject; the title caught my eye and made me curious. Like you would be if you were about to witness the...
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The Bandwagon Effect
Psychologists tell us most people tend to think or act a certain way when they believe others are doing the same. They don’t want to make a mistake or miss out so they usually follow the crowd. The...
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Just the facts, ma’am
In the pantheon of bad marketing advice, is the notion that telling prospective clients about your experience and your services is enough to persuade people to choose you. Because it’s not. They’re...
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It’s not about your services, it’s about your solutions
You offer services. You want happy clients. One doesn’t necessarily lead to the other. Before you tell anyone about your services or create any new marketing documents, ask yourself this question:...
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The most important word in marketing
You go to my website and read all about me and the services I offer. You like what you see. I tell you to call to make an appointment. I tell you the number to call, the best time to call, who to ask...
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I smashed a Like button and had to go to the ER
Clicking isn’t good enough, it seems. Everyone wants you to smash the “Like” button. They also want you to subscribe, hit the notification bell, and share the link to their post or channel with...
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Read this immediately
Clients, prospects, anyone who reads or listens to your words, need to be told what to do. You should tell them because you’ll get more people signing up, calling, engaging, sharing your content, and...
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10 tips for better blog post titles
Good blog post titles attract search traffic and social traffic and get more people reading your posts (and newsletters). So how do you write a good title? These10 tips should help: Write a lot of bad...
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The one thing your first-time website visitors look for
Someone finds your website and sees a lot to look at and read. Articles and blog posts about the law, about their legal situation, about the services you offer, and about you. But that’s not what...
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What you’re really selling as an attorney
I hate to break it to you, but nobody wants to buy your legal services. Ultimately, clients buy emotional states. They buy relief from pain and problems; they buy safety and security; they buy a path...
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Say it again
One of the most important principles in marketing is repetition. If you want to put more butts in seats at your events, get more people reading and sharing your content, and more people hiring or...
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I don’t need the practice
I’ve done a lot of interviews and I’m looking forward to doing more. They are easy to do, bring high quality traffic to my site, and I enjoy doing them. If you’re looking for a simple and effective...
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The most powerful word in marketing
In the app store is a relatively new productivity app for iPad that’s that’s getting rave reviews. Judging by their comments, people love what it can do, especially compared to the competition, but...
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One word you usually won’t hear me say
I write about marketing and productivity. What to do, how to do it, how to do it better, at lower cost, in less time, and with better results. You usually hear me describe these ideas as strategies,...
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A little pain goes a long way
People buy legal services to solve a problem. The bigger the problem (or potential problem they’re trying to prevent), the more motivated they are to do something about it. They’re in pain and want...
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How to convert more prospects into clients
Between you and a new client is your website. And your articles and blog posts, sales pages and other content. It’s the same on social media, in your presentations and interviews. And if you do what...
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The options paradox
People say they want a lot of options. But they don’t. Experiments prove this, including a famous one labeled “The Jam Study”. Researchers set up two tables with fruit jams for purchase. One table had...
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This isn’t for everyone, but it might be for you
I came across this line in an email. I wrote it down to share with you because it’s a great way to sell legal services (or anything else). It gets attention and makes the reader curious about what...
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May I have your attention?
In marketing, your most important job is to get noticed. Because no matter how compelling the message in your article, post, ad or other message, you won’t get any response if nobody reads or hears...
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