My name is James Campbell, I am the VP of Practice Development for Integrity Marketing Solutions. Working with attorneys on a daily basis I have developed a real feel for whats going on "in the trenches", what's working ... what isn't. I will be posting here to inform you of what I'm hearing and seeing in the realm of marketing for the Estate Planning and Elder Law attorney.
I just received an email from one of my clients that really intrigued me. I could tell this was an email that was sent to her "email list" but it had a very personal feel to it. In her email she invited me to think about my personal financial situation and challenged me to take steps toward securing my financial future. She got me thinking, not just about estate planning, but about my life and how I handle my money. This email was not "salesy" and nowhere did it mention a "free consultation" but what it did do was make me appreciate the fact that I knew this attorney. I can imagine the impact it would have had on me had I actually been a client! I could tell that she actually wrote this email and that she put a lot of thought into what she was saying.
As a trusted advisor people expect you to know the law and be able to help them with their estate plan. What can set you apart from the rest of the pack is establishing a relationship with your clients. Get personal. Let your clients and referral sources know who you are and what you and your practice represent. Don't be afraid to let them see the human side of you. During these economic times people need to TRUST you more than ever, what better way to do that than to let them know who you really are.