You Need To Go Live!

Social media? Try actually socializing.

The point is that lawyers who want to build a law practice of their own or a niche, and want to garner qualified leads or clients cheaply, reducing significantly the amount of time needed to socialize the client in regard to what they do and what they need from the client to do their work efficiently, they need to consider live events.

One of the lawyers that works with me obtains bankruptcy clients by given classes at the local leaning annex, YMCAs and the like about his subject matter.

I frequently speak to groups of attorneys from whom I want referrals.

Sometimes I think we get all wrapped up in blogging and social media, and what it might be able to do for us, that we forget about live events.

Live events make blogging and social media worthwhile. The participants and spectators at your live events will clamor to put you on their blog readers and befriend you on Facebook. More importantly, they will follow you. Even more importantly, they will refer to you.

Think about it for a moment. What has had a bigger impact on you to take action, reading about it on Facebook or trying out a product or service first hand? Real life experience still has a bigger impact on you than virtual life. Virtual life works best to build upon you personal experiences.

Lawyers need to consider using events as the driving force behind building and maintaining their practices.

Young lawyers ask me all of the time what they can do to bring in clients. I tell them to speak, to go to events, to just show up and be seen. It is like demonstrating a product. It works. Yet, most of them do not do it. Sure it is hard work, but it forces you to get over the fear of public speaking (you know, like in court), it forces you to get acquainted with your practice area, and to meet the people who can help you.

Participating in live events is as close that a lawyer can get to allowing perspective clients and qualified leads to experience the benefits of an intangible service directly. Further, it brands you to that service. It leaves people grateful, and that is what a lawyer needs.  In short, it builds brand recognition. That is what attorneys die for.

Not a speaker, establish a booth at a trade show or participate in other ways.

Speak at CLE seminars.

There are tons of consumer education groups that are looking for guidance.

Put on your own seminars.

Speak at related trade groups.

If nothing else, drop in on your referral sources and meet the staff.

Live events encourages people to try you out. They become more comfortable with you.

It allows you before and after to meet people who are interested in your services, but more importantly it encourages them to try your services.

Further, it builds a buzz. People will talk about you, what you do, and how to contact you long after the live event. It short, it encourages referrals.

Most importantly, it is cheap. Often times you will get a free lunch or dinner out of it, or a free trip or hotel stay. You will also get to meet the leaders in these groups. They are the best referral sources. They are generally grateful for speakers and participants.  

The more you do, the more comfortable you get at it.

And, live events give you fodder for your blog, video feeds and social media sites as you promote the event beforehand and post your thoughts and good deeds afterwards.

So, go live!

Comments

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Chuck,

Great post! Thanks for this reminder that the most important thing you can do for your practice is GET OUT FROM BEHIND YOUR DESK, and do something to increase your visibility to leads, prospects, clients, colleagues and anyone else whom you NEED to remember you, when the time comes to refer someone your way.

In the daily slog of cranking out client work, it's easy to get complacent about real-world marketing (as distinguished from online/e-marketing techniques). But, if you want the work to continue, you've got to get out there in the real world.

Keep up the great posts.