WHAT PROBLEMS DO YOU SOLVE?

Nancy Myrland All Posts, Business Development/Sales, Client Service and Retention, Marketing Strategy, Training in Client Service and Business Development/Sal 15 Comments

A while back, while reading David Meerman Scott’s blog post about all of the bad PR pitches he receives, one of his points struck me as very important, and one all of us who communicate, or teach others to communicate, need to remember.
I know this appears to be about PR professionals only, but stick with me as it applies to …

WAIT BEFORE YOU MAKE THAT CALL

Nancy Myrland All Posts, Business Development/Sales, Career Development & Education, Client Service and Retention, Training in Client Service and Business Development/Sal 2 Comments

Someone from a well-known service provider left a voicemail message for me yesterday afternoon, telling me I had signed up for their webinar, and was not able to make it, so he was…
“…calling to follow up to see what your interest was as far as social media……”
To encourage discussion, I posted a comment about this on Twitter, LinkedIn and Facebook, suggesting …

Don’t Be A Hit And Run!

Nancy Myrland All Posts, Business Development/Sales, Myrland Marketing Moments, Social Media 3 Comments

One of the marketing messages I use to communicate with my clients the Myrland Marketing Moment.  As the name implies, it is a very short marketing message that only takes a moment to read. I typically post these all across social media.
One Myrland Marketing Moment I shared the other day was:
“If you want to be successful in social media, don’t …

SALES OR BUSINESS DEVELOPMENT–DOES IT MATTER?

Nancy Myrland All Posts, Business Development/Sales, Marketing Strategy, Training in Client Service and Business Development/Sal Leave a Comment

In law firms, and all other professional service firms, we must get over our irritability and disdain for the word “sales.” If we spent half the energy we spend on complaining about the horrid practice of “sales” on actually implementing a plan on how to develop business and sell, which is really just communicating with our potential/clients, we would be …

It’s Time To Teach Marketing & Sales In Law School

Nancy Myrland All Posts, Business Development/Sales, Training in Client Service and Business Development/Sal 10 Comments

Bentley Tolk, well-known lawyer and legal marketing expert, wrote an article on his blog last night titled Will Law School Ever Teach Marketing For Law Firms?
In his comments section, I shared my thoughts with Bentley that yes, marketing and sales/business development should definitely be taught, and that another legal marketer, Nancy Roberts Linder, has written and taught marketing in law schools.
Marketing …

Back To Basics In A Down Economy

Nancy Myrland All Posts, Business Development/Sales, Client Satisfaction Interviews Leave a Comment

I had the distinct pleasure of attending the 23rd Annual LMA, Legal Marketing Association, conference last Tuesday through Saturday.  To say the least, those who were able to attend this year were focused, passionate and engaged.  I loved being around that much energy and dedication because I feed off of it, and find I am better because of it!
Based on …

DO YOU USE TWITTER?

Nancy Myrland All Posts, Business Development/Sales Leave a Comment

Recently, a colleague of mine, Larry Bodine of the Law Marketing Portal and Legal Marketing Listserve, wrote to ask me about my use of Twitter.  Here’s what I shared with Larry:
Hi Larry:

Thanks for asking.  I hope you are well. 

I am looking to Twitter to help me communicate what I do, how I think, work, relate and listen….all important to …

HAVING TROUBLE WITH YOUR MARKETING PLAN?

Nancy Myrland All Posts, Business Development/Sales, Marketing Strategy Leave a Comment

You know you need one.  One what?  A marketing plan, of course!
As I’ve said many times…Random Acts of Kindness are wonderful; Random Acts of Marketing are not.  A carefully crafted marketing plan will help you avoid the aimless expenditure of valuable marketing dollars, and will provide the focus you need to grow and accomplish the goals you have in mind.
I was reminded of this again …

HOW TO MARKET IN A STRAINED ECONOMY

Nancy Myrland All Posts, Business Development/Sales, Client Service and Retention, Marketing Strategy, Training in Client Service and Business Development/Sal Leave a Comment

This morning, marketing and business development consultant Jim Hassett asked “When the economy goes down, should marketing spending go up?”
Here are my thoughts:
It depends on how much firms are currently spending on marketing.
If they have undertaken a careful marketing planning process that is focused on the clients they have, the clients they want, what messages are appropriate to tell each of these …

BUSINESS DEVELOPMENT/SALESPEOPLE IN FIRMS: A GROWING TREND

Nancy Myrland Business Development/Sales, Training in Client Service and Business Development/Sal Leave a Comment

Respected marketing consultant Ed Poll posted comments in his Law Biz Blog about the growing trend in firms to hire non-practicing lawyers to “sell” the firm, or to develop business, and wondered whether this would actually catch on. 
 Here are the thoughts I shared based on the time I’ve spent in sales and business development with not only professional service firms, but also in …