Overcoming Obstacles to Attorney Marketing
In order to overcome the obstacles associated with attorney marketing, you have to identify exactly what those obstacles are. In many law firms, the main obstacle is the attorney’s reluctance to participate in marketing activities. Anyone involved in law firm marketing has certainly heard a variety of reasons and excuses that attorneys give when they want to avoid marketing activities. See if you’ve heard one or two of these before:
- “I’m in law, not sales.”
- “It’s unprofessional for me to market.”
- “Why bother?”
- “I don’t have time to market.”
- “I don’t have time to learn about somebody else’s business.”
- “I have to enter my hours.”
One way to overcome this obstacle is by taking a straightforward yet humorous approach. Oftentimes in our advisory and coaching groups, we present these excuses directly to the lawyers who are participating, and ask them to provide us with some of their best reasons for putting off marketing activities. By facing it directly, they’re drawn into the humor of the situation, helping them overcome their own internal resistance in the process.
Try the straightforward yet humorous approach with your own team. We bet you’ll be pleased with the results.
