Why Attorney ‘ s Hate Marketing

While on implementation calls recently, there has been a common struggle lately with reaching out and connecting with professional advisors to schedule the recommended dose of Synergy Meetings. I've also heard a lot of lack of follow up for fear of “bugging them.” Or, "I call them, but they don't call back."

Then there are those who say if you FDS, they will come! The difference in the two mindsets is the way they view marketing and sales. Going out and marketing your practice – aka building your business – with Synergy Meetings is marketing. It's not sales. The common push back I hear when asking how many Synergy Meetings they've done, is they don't want to come across as “salesy” or they don't feel “professional.” Another commons response they tend to throw on the table is they don't have the time or they feel like they are bragging or boasting about themselves.

In an article published by Legal Marketing Reader, John Cunningham, offers 10 reasons why lawyers hate marketing. It's a great article that gives suggestions on changing your mindset.

One of the most important things to remember is the difference between marketing and selling. They are two very different things. Marketing is all that you do to get the phone to ring, to get the client to the table. It focuses on the clients needs and wants. Sales is converting and closing the deal, bringing money in. It focuses on the service you provide. Selling, in my opinion, is harder than marketing, especially when your selling the invisible. There's a big difference between these two concepts, both are important in your practice.

I find that when you start looking at your marketing from the place of being an advocate for the potential client, and how you can best serve them, it takes it to a place of joy, not frustration. Face your fear, give yourself a pep talk and keep up with your competition. If you look at your practice as a bullseye and all that you do circles the center, that center is your marketing. It's the core of your success. Not doing it isn't an option.

Roslyn Drotar – Implementation Coach, Lawyers With Purpose