http://www.articlesnatch.com/profile/Henry-Harlow/5269 Henry Harlow is an author at ArticleSnatch.com Article Directory. Below are the most recent articles from Henry Harlow. For more of articles by Henry Harlow please use the link above. http://www.articlesnatch.com/profile/Henry-Harlow/5269 http://static.articlesnatch.com/i/logo.gif en-us http://www.articlesnatch.com/profile/Henry-Harlow/5269 PHP/5.0.26 http://www.articlesnatch.com/Article/Attorney-Marketing-Requires-Handling-Prospective-Client-Objections--------Part-1/181923 Elder law is probably not your practice area, however, you do have objections from prospective clients and you do need to figure out how to deal with them in a way that maximizes conversion. You know, those things prospective clients say around money issues or needing to think about it when you finish your pitch. I am writing this article on the topic of objections to help you think through how you will deal with your prospective client objections regardless of your practice area. One thing to pay attention to with objections is the manager's mantra in attorney marketing. The mantra is: If you can't measure it. You can't manage it. Thinking through what you will say when objections occur and scripting out the responses (without memorizing them though) allows you to not be surprised or maybe anxious while having to figure out on the fly how to respond. You need to have a plan in advance with attorney marketing conversion skill sets. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law practice management]]> legal marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at <a target="_new" href="http://www.law-firm-marketing-coach.com">http://www.law-firm-marketing-coach.com</a> Mon, 02 Jul 2007 00:00:00 -0400 http://www.articlesnatch.com/Article/Attorney-Marketing-Requires-Handling-Prospective-Client-Objections--------Part-1/181923 http://www.articlesnatch.com/Article/Attorney-Marketing-Requires-Handling-Prospective-Client-Objections--------Part-2/181921 Before we dive into the attorney marketing draft-scripts I would like to remind you of two other distinctions when it comes to dealing with objections. The attorney marketing attitude we are looking for is a detached attitude of having no attachment to what the prospective client decides. Instead you are committed to delivering a good process to them that enables them to decide, hopefully from an educated position. You are a facilitator, not someone who is trying to get them to make any particular decision. If you catch yourself convincing or presenting your case you are off track. The second distinction is known as permission marketing. This suggests that in successful attorney marketing you always need to get the prospective client's permission first if you are going to ask questions or make guesses about what they may be thinking that could lead to some uncomfortable feelings on the client's part. One never wants to get in the position with where you are pressuring the person or you have indeed lost the game. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law practice management]]> legal marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at <a target="_new" href="http://www.law-firm-marketing-coach.com">http://www.law-firm-marketing-coach.com</a> Mon, 02 Jul 2007 00:00:00 -0400 http://www.articlesnatch.com/Article/Attorney-Marketing-Requires-Handling-Prospective-Client-Objections--------Part-2/181921 http://www.articlesnatch.com/Article/Law-Marketing--How-To-Increase-Your-Revenue-By-An-Average-Of-27-/181899 Law marketing is not that complex. It is much easier than becoming a lawyer! Here is a brief listing of law marketing items in order of importance telling you how to get more than a 27% increase on average in revenue within one year using marketing for lawyers well. 1. Raise client fees by at least 5% now most attorneys can do so, however, they don't know it. Marketing for lawyers involves understanding pricing strategies and techniques. 2. Capture all billable hours many attorneys are not keeping contemporaneous time. They are doing it at the end of the day, the end of the week or even the end of the month. Plus they are writing down their time from fear the client will protest the amount of time so they cut the time. There is at least a 5% to 10% increase in revenue here for many attorneys. You will have less law marketing to do if you get paid for the work you are doing now. 3. Begin to bill for legal assistants I still find solo and small firm attorneys who are not billing for legal assistants time. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law practice management]]> legal marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at <a target="_new" href="http://www.law-firm-marketing-coach.com">http://www.law-firm-marketing-coach.com</a> Mon, 02 Jul 2007 00:00:00 -0400 http://www.articlesnatch.com/Article/Law-Marketing--How-To-Increase-Your-Revenue-By-An-Average-Of-27-/181899 http://www.articlesnatch.com/Article/Law-Firm-Internet-Marketing-An-Executive-Summary-Using-The-Q-A-Format--Part-IV/67111 You mentioned marketing packages. How much should I be spending on a marketing budget on my website in law firm Internet marketing. This is an it depends question. It depends on your particular market place (are you in Peoria or Manhattan), your competitors (your keyword competitors I mean) and how fast you want to see results (slow build of traffic or faster build of traffic) with your law firm Internet marketing. I can say this definitely don't buy an Internet marketing website unless you are prepared to market it at some decent monthly level right out of the gate. Lets move on to the it depends part a bit more in depth. If you want fast results out of the gate then you need to do Pay Per Click (PPC) advertising. This is a unique skill set in itself - people do this exclusively as a profession so it can get complex. That said being that complex is unlikely to be the case for a solo or small firm particularly in a less then major market (major being Los Angeles, New York City, Chicago, etc.). **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law firm internet marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at http://www.law-firm-marketing-coach.com Sun, 03 Sep 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Law-Firm-Internet-Marketing-An-Executive-Summary-Using-The-Q-A-Format--Part-IV/67111 http://www.articlesnatch.com/Article/Law-Firm-Internet-Marketing-An-Executive-Summary-Using-The-Q-A-Format--Part-III/67081 Shouldn't the vendor I select for law firm Internet marketing have built lawyer websites before? No. In fact some of these types of vendors that tell you how dozens, hundreds or thousands of lawyers have bought websites from them are probably the most expensive options in the marketplace for law firm Internet marketing with not nearly as much value delivered compared to what you can get from other vendors at a lower price. Remember that some of those high end vendors have high end overhead, stockholders, and come complete with sales reps that come to visit you in person even. That is all heavy overhead to bring to the law firm Internet marketing process. I have also found they want to sell you marketing packages (or tell you that you also need a blog with your website) that are pricy which usually include marketing on their heavily trafficked sites where they will list you with a group of your close competitors for the visitor to select from. I don't know about you, however, I want my prospective clients to come directly to me from the search engine. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law firm internet marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at http://www.law-firm-marketing-coach.com Sun, 03 Sep 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Law-Firm-Internet-Marketing-An-Executive-Summary-Using-The-Q-A-Format--Part-III/67081 http://www.articlesnatch.com/Article/Law-Firm-Internet-Marketing-An-Executive-Summary-Using-The-Q-A-Format--Part-II/67079 You mentioned ¦your page ranking. What is page ranking and how do I get my pages ranked in law firm Internet marketing? You don't have to do anything to get your web pages ranked in law firm Internet marketing. It happens when the search engines send their spiders out to read your site. Google Page Rank is the standard on the Internet for success since 47% of the people on the Internet go to Google to do their searching and the other major search engines (Yahoo and MSN) use similar models as Google. If you rank high at Google you will rank high anywhere. The Google Page Rank system is from 0 to 10 with 10 being high and 0 being low. Probably more than 98% of sites on the Internet are ranked 0, 1, or 2. I do recommend you go to Google and get a Google Tool Bar since then you can see the Google Page Rank they have given you and every other webpage you ever visit. This is a very useful tool in law firm Internet marketing. First it tells you how you are doing with your website. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law firm internet marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at http://www.law-firm-marketing-coach.com Sun, 03 Sep 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Law-Firm-Internet-Marketing-An-Executive-Summary-Using-The-Q-A-Format--Part-II/67079 http://www.articlesnatch.com/Article/Law-Firm-Internet-Marketing-An-Executive-Summary-Using-The-Q-A-Format--Part-I/67061 What do I need to know first about law firm Internet marketing? In modern business, it is not the crook who is feared most, it is the honest man who doesn't know what he is doing. Pablo Casals There are tons of vendors out there who want to sell you websites and law firm Internet marketing services. Most are honest people who simply don't know what they are doing. In many cases, they are attempting to sell you something that is overpriced and that won't produce you any new clients at all, let alone good clients. The attorneys I have worked with report to me that the whole Internet marketing process confuses them. They don't know who to believe. Some have spent considerable sums already on websites with little or no results. I aim to stop all that. So keep reading. Do I need law firm Internet marketing? Yes. According to Reuters News Services by 2007 there will be over nine million legal services searches done online each month. Additionally, prospective clients and clients expect you to have at least a website or think you may be behind the times if you do not. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law firm internet marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at http://www.law-firm-marketing-coach.com Sun, 03 Sep 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Law-Firm-Internet-Marketing-An-Executive-Summary-Using-The-Q-A-Format--Part-I/67061 http://www.articlesnatch.com/Article/Lawyer-Marketing--How-You-Create-Breakthrough-Success/60251 Lawyer marketing and the manager's mantra go together. Never heard the manager's mantra? The manager's mantra is an important variable in successful legal marketing. The manager's mantra is If you can't measure it, you can't manage it. Well, that is nice Henry and how will that help me? Most attorneys have some sort of referral network (if only a small one) however; attorneys really don't know how to manage their lawyer marketing so that their referral network expands. The first step in this expansion is to know where you are and then you can figure out how to get to where you want to go. Yes, it is important to understand the geographics, demographics and psychographics of your referral sources/clients for sure and you need a lawyer marketing management system. By understanding more about how to manage your legal marketing referral sources, you can grow this referral network and boost your attorney marketing efforts with less work on your part. What Your Expanded Lawyer Marketing Referral Base Delivers To You What does having this lawyer marketing management system in place mean for you? **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law practice management]]> legal marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at <a target="_new" href="http://www.law-firm-marketing-coach.com">http://www.law-firm-marketing-coach.com</a> Sun, 13 Aug 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Lawyer-Marketing--How-You-Create-Breakthrough-Success/60251 http://www.articlesnatch.com/Article/Legal-Marketing--How-To-Get-Top-Dollar-For-Your-Services/60170 What are people thinking (psychographics) when they are shopping for a lawyer? What if you are viewed as cheap? What if you are viewed as expensive? How can you address both of these ways of thinking and still get top dollar? What do you say when the money objection comes up? These questions and more are addressed in this article. Legal marketing success for you can reside in your knowing the psychographics of your market. One key area of law marketing psychographics is knowing how your prospective client is thinking about fees. In one of my other articles I write about law practice management pricing strategies. If you have not read that article I do recommend you read it since it is related to getting top dollar for your services. That said lets move forward in getting you comfortable in getting the fees you deserve from your legal marketing. In legal marketing you need to know is very few people have the time, energy and perseverance to shop very much for a lawyer. These prospects will use price as a quick way to decide if someone is competent. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law practice management]]> legal marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at <a target="_new" href="http://www.law-firm-marketing-coach.com">http://www.law-firm-marketing-coach.com</a> Sun, 13 Aug 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Legal-Marketing--How-To-Get-Top-Dollar-For-Your-Services/60170 http://www.articlesnatch.com/Article/Attorney-Marketing---The-6-Essential-Traits-You-Need-For-Success/56605 Attorney marketing is necessary for success at every law firm and becoming more necessary every day. Unfortunately, many attorneys feel that they do not have the traits, expertise or experience in lawyer marketing to launch a successful campaign. You may have felt overwhelmed by attorney marketing in the past or even now. Or maybe you think that you need some sort of extraordinary people skills, imagination and/or outstanding copywriting skills to be great at lawyer marketing for your firm. Well, the good news is that you are wrong. There are essentially six traits that you must have to be a good at attorney marketing, and I think they will surprise you. The fact is that most marketing takes place with some tried and true methods over a period of time, rather than in stunning bursts of specialized skills all at once. Lawyer marketing is not an exact science, but it does require some initial ingredients to work well. So if you have the following traits or believe you can cultivate them, you are well on your way to becoming a great attorney marketing asset to your firm: * People Person. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law practice management]]> legal marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get free, in depth, and objective information on increasing your revenue while reducing your work hours with free e-courses on client development and time management/productivity available now at http://www.Law-Firm-Marketing-Coach.com Mon, 31 Jul 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Attorney-Marketing---The-6-Essential-Traits-You-Need-For-Success/56605 http://www.articlesnatch.com/Article/Law-Practice-Management--How-To-Determine-Your-Fees/56599 Determining fees is a difficult law practice management task for most attorneys when thinking through their law firm marketing plans. In determining fees for certain services, attorneys often fall short of what they should charge. Too many attorneys are afraid of even charging the competitive price for their services when making their law firm marketing plans. Further, they make the pricing decisions often with no data or conceptual framework. Additionally, instead of focusing their efforts on how they can justify getting top dollar for what they offer, they charge a fee that is often way too low and often actually can scare off potential clients who think there is something missing from a service that is cheap. Additionally many attorneys don't realize that most purchasers in the marketplace by far are value purchasers and not looking for cheap. So before you sit down and begin thinking through your law practice management pricing strategy you need some distinctions around pricing commonly used in law firm marketing planning. Then add your pricing strategy to your law firm marketing plans. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law practice management]]> legal marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get free, in depth, and objective information on increasing your revenue while reducing your work hours with free e-courses on client development and time management/productivity available now at http://www.Law-Firm-Marketing-Coach.com Mon, 31 Jul 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Law-Practice-Management--How-To-Determine-Your-Fees/56599 http://www.articlesnatch.com/Article/Marketing-For-Law-Firms-Via-Attorney-Client-Matching-Services---Part-II/53148 What are these new attorney-client matching services? Who are the players? What do they cost? What is the risk to me? What is the return for me? What is the buzz on them? Are they ethical as marketing for law firms? Will they save me money and are they for me? Will they get me clients I would not have otherwise? The answers to these questions was begun in Part 1 which focused on the facts of this marketing for law firms vehicle. This article, Part II, gives you "the rest of the story" as Paul Harvey would say. Conclusions and Recommendations on Attorney-Client Matching Let me list my current thoughts/conclusions in this marketing for law firms niche of attorney-client matching services and from there it is up to you to make your decision: 1.This marketing for law firms vehicle clearly has some merit. This approach can deliver business to you that you would not get otherwise and get it to you now. Yes, you can do better and at least arguably cheaper for yourself through the right Internet attorney marketing strategies (see my website). However, it is not going to happen tomorrow and attorney-client matching can happen tomorrow. **End Summary** Topics: law firm marketing]]> attorney marketing]]> lawyer marketing]]> marketing for law firms]]> legal marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get free, in depth, and objective information on increasing your revenue while reducing your work hours with free e-courses on client development and time management/productivity available now at http://www.Law-Firm-Marketing-Coach.com Tue, 18 Jul 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Marketing-For-Law-Firms-Via-Attorney-Client-Matching-Services---Part-II/53148 http://www.articlesnatch.com/Article/Marketing-For-Law-Firms-Via-Attorney-Client-Matching-Services---Part-I/53144 What are these new attorney-client matching services? Who are the players? What do they cost? What is the risk to me? What is the return for me? What is the buzz on them? Are they ethical as marketing for law firms? Will they save me money and are they for me? Will they get me clients I would not have otherwise? In part one of this article we will look in depth at a relatively new wrinkle in marketing for law firms known as “attorney-client matching services”. Part one focuses on the facts about these firms. Part two gives you my conclusions and recommendations as a result of my research. First a little background is in order. The legal services market segment is expected to reach $82.5 billion in 2008 according to Euromonitor International a market intelligence firm. In recent history consumers have been finding attorneys through word-of mouth or through the yellow pages. Often the word-of mouth advice does not deliver people to the best possible solution for their particular needs and the yellow pages is certainly not a great place to select a lawyer I am sure you would agree. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> marketing for law firms]]> legal marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get free, in depth, and objective information on increasing your revenue while reducing your work hours with free e-courses on client development and time management/productivity available now at http://www.Law-Firm-Marketing-Coach.com Tue, 18 Jul 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Marketing-For-Law-Firms-Via-Attorney-Client-Matching-Services---Part-I/53144 http://www.articlesnatch.com/Article/Law-Firm-Marketing-And-The--I-Hate-Selling----Syndrome/52889 Do you hate selling? Should you hate selling? What does “selling” mean anyway? How does hating selling impact your client service and revenue? If you decide to learn to love selling (or love it now) how would you go about developing that love anyway? Law firm marketing and the “hating part” in the title depends on what you mean by selling don’t you think? After all many people think the word “sell” is a four-letter word. If you mean the kind of traditional selling we find prevalent in the selling of new or used cars or if you think of selling as getting someone to purchase what you have to sell regardless of the means used - then I would say I hate selling myself! In law firm marketing if you mean facilitating a person’s unique process in deciding what is in their highest and best interest (while suspending one’s own needs and supporting their decision making process) - then I love selling. I assert, in law firm marketing, selling is not something to “hate” given how I define selling. **End Summary** Topics: law firm marketing]]> attorney marketing]]> lawyer marketing]]> marketing for law firms]]> legal marketing]]>]]> About the Author: ]]> Henry has individually coached well over 500 attorneys. You can get free, in depth, and objective information on increasing your revenue while reducing your work hours with free e-courses on client development and time management/productivity available now at http://www.Law-Firm-Marketing-Coach.com Mon, 17 Jul 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Law-Firm-Marketing-And-The--I-Hate-Selling----Syndrome/52889 http://www.articlesnatch.com/Article/Law-Firm-Marketing-----Increasing-Your-Revenue-By-Grading-Clients/47130 Law firm marketing is comprised of many different elements. The analysis of your firm in law practice management can be complex, however, lets begin with a key success variable – your current client base. Managing your client base is the most important aspect of your law firm marketing efforts. I suggest you begin with grading your clients. The ABCD Solution In looking at your client base for law firm marketing purposes, you can use a time-tested method of analysis. This is the key concept of “ABCD clients”. Service professionals of many types use this method to accurately rate and organize their client base. And for effective marketing for law firms, this method is priceless. By the way it is not just about marketing. It is also about serving your clients better than ever. As you certainly know in schools we use the letter grading system to rank the students in order of how well they perform on papers, tests, quizzes, etc. Similarly we will “grade” our clients. So think of your client grading system for law firm marketing as summing up all the aspects of a good client. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law practice management]]> legal marketing]]>]]> About the Author: ]]> Henry Harlow has individually coached well over 500 attorneys on how to increase their revenues while they reduce their work hours. Henry has over 40 years of marketing experience. Henry’s website is a content rich site where you can get now free and objective information on mastering all aspects of law firm marketing. To learn more please visit: http://www.Law-Firm-Marketing-Coach.com Mon, 26 Jun 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Law-Firm-Marketing-----Increasing-Your-Revenue-By-Grading-Clients/47130 http://www.articlesnatch.com/Article/Attorney-Marketing-----Boosting-Revenues-With-No-Added-Costs/47119 Attorney marketing can encompass a number of areas. You might have a media campaign; direct mail, educational marketing, PR, Internet or you might focus your legal marketing on building a referral network. Whatever your attorney marketing approaches, you can focus, assure and enhance your positive results with an effective weekly planning meeting and appropriate delegation. If you start out attorney marketing without any sort of direction or plan, it is also likely you will be wasting money, right? In target shooting it is “ready, aim, and then fire – so too with attorney marketing. Well, the trick is to continue this thinking throughout the marketing life of your firm. The need for focused lawyer marketing does not run out like a warranty. The marketplace, strengths, weaknesses, opportunities and threats of your circumstances change over time and so should your legal marketing stance. How To Do An Effective Weekly Planning Meeting: Each week, it is imperative that you sit down with yourself and some paper and get focused on your lawyer marketing. **End Summary** Topics: attorney marketing]]> law firm marketing]]> lawyer marketing]]> law practice management]]> legal marketing]]>]]> About the Author: ]]> Henry Harlow has individually coached well over 500 attorneys on how to increase their revenues while they reduce their work hours. Henry has over 40 years of marketing experience. Henry’s website is a content rich site where you can get now free and objective information on mastering all aspects of law firm marketing. To learn more please visit: http://www.Law-Firm-Marketing-Coach.com Mon, 26 Jun 2006 00:00:00 -0400 http://www.articlesnatch.com/Article/Attorney-Marketing-----Boosting-Revenues-With-No-Added-Costs/47119