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The conversion process: From potential client to paying client 

By: Mark Powers and Shawn McNalis
Published: December 30, 2010

Tags: client intake system, client relations, practice management, referral sources

If you’re marketing well and generating a lot of inquiries, but only converting 50percent of your qualified inquiries into clients, something is wrong with your intake system. A high conversion is the result of an intake system that mixes hospitality, professionalism and the ability to inspire confidence. If you find that potential clients are visiting your firm and not converting to paying clients at least 75-90 percent of the time, there’s a problem.

One key question to tackle early on: How do you identify the right referral sources?

The ‘cocktail party’ of social media marketing 

By: Mark Powers and Shawn McNalis
Published: August 27, 2010

Tags: Facebook, law firm marketing, LinkedIn, marketing, social media, Twitter

The activity generated by social media sites has been analogized to a giant, ongoing 24-hour party. So how do you navigate this new kind of cocktail party? Columnists Mark Powers and Shawn McNalis offer some suggestions.

Maximizing the value of your practice 

By: Mark Powers and Shawn McNalis
Published: June 3, 2010

Tags: practice management, recession, solo practice

If you are a sole practitioner or the owner of a small firm, its sale may be the key to funding your retirement. And there are client development and practice management tips you can utilize now to help maximize your firm’s value down the road.

Good marketers know to listen and follow up 

By: Mark Powers and Shawn McNalis
Published: March 9, 2010

Tags: legal marketing

Columnists Mark Powers and Shawn McNalis take a look at the fall-out from failing to follow up with referral sources.

Don’t hunker down: Continue marketing in a tough economy 

By: Mark Powers and Shawn McNalis
Published: March 4, 2010

Tags: marketing

In weak economic times, it’s more important than ever to generate and maintain positive top-of-mind awareness with your clients, referral sources and community.

How to turn your firm into a media magnet 

By: Mark Powers and Shawn McNalis
Published: October 9, 2009

Tags: law firm marketing, marketing

Being featured, quoted, or profiled by various publications, appearing on radio talk shows or being interviewed on television can be an enormous boost to your credibility. Since most of you won’t have clients whose story automatically brings the press to your door, you must learn how to attract the attention of the press on your own. All it takes is creativity, patience and persistence.

Social networking and referral sources

By: Mark Powers and Shawn McNalis
Published: July 21, 2009

Tags: marketing, referrals, social networking

In the last several years there has been an explosion in the number of ways to stay in touch with people. Blogging, texting, tweeting and being “LinkedIn” are just a few of the new communications options unforeseen in the recent past.

Romancing your referral sources

By: Mark Powers and Shawn McNalis
Published: May 11, 2009

Tags: marketing

How can attorneys get potential referral sources to like and trust them enough to send business, without actually looking like they need that business?

Columnists Mark Powers and Shawn McNalis take a look at the cultivation process, step-by-step.