Oh contraire. Law firm marketing to generate business requires a confluence of public relations activities (like conducting speeches and writing articles), advertising, and good old fashioned schmoozing. There’s no way of getting around it. At every interaction, effective business development requires law sellers to implement some call to action.
 
A new client of mine admitted in our first meeting that he gave tons of speeches and wrote lots of articles and had absolutely no business from any of them. We worked on tactics to use during speeches to stimulate the audience’s immediate response. At the next event with 175 in attendance, he and a colleague were stunned to receive 40 business cards, leading to four leads and two engagements.
 
If you want the contact, ask for it. If you want the meeting, you’ll have to make the call. If you want the business…well, you get the point.

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