The Sales Experience Archives | Richard James

Category : The Sales Experience

law firm employment expert

Employment and Sales Best Practices for Law Firms

Apr 21, 2021

“Foolishness is rarely a matter of lack of intelligence or even lack of information.” – John McCarthy As a law firm manager, part of the job is knowing who to hire and fire. Regardless of your practice area, whether you’re a divorce lawyer, personal injury attorney, or bankruptcy attorney, you need to know enough about […]

The Basics of Marketing for Your Law Firm

Law Firm Marketing 101

May 9, 2019

If you’re a lawyer running your own firm and you find yourself at a loss when it comes to marketing—you’re not alone. Most law schools don’t teach business and marketing skills needed to grow a business; they teach law. In other words, you learn in law school what to do to help your clients, but […]

law firm clients late payments

Strategies for Getting Your Law Firm Clients to Pay You Fairly and Promptly

Aug 15, 2018

We’ve previously discussed that, as a law firm offering professional services, you should expect clients to pay you in a timely manner. However, rather than simply demanding payment, you can take steps to make it easier and more convenient for them to pay on time than to pay late. Let’s discuss a few of these […]

law firm clients late payments

Why You Need to Make Sure Your Law Firm’s Clients Pay You, and On Time

Aug 9, 2018

We’ve all been there. You put in plenty of hours in good faith to perform legal services for a client, you send the bill, and when it comes due…crickets. Late payments have become so common, in fact, that most of us just think of it as a fact of life. Need proof? Consider the following: […]

educating your prospects

Educating Your Prospects About Your Law Firm’s Unique and Essential Solution

Jul 30, 2018

As an entrepreneurial attorney, you already know that a well-crafted marketing strategy and marketing materials are critical to bring in new clients. But what happens after you have their attention? How do you keep their interest once you have it? If you don’t follow through by educating your prospects, about your solution and why they […]

client late payments, cash flow

Protecting Your Firm’s Cash Flow: Ways to Deal with Late or Non-Paying Clients

Dec 21, 2017

Cash flow is the lifeblood of any business, and, as a growing law firm, your primary source of cash is obviously your clientele. When clients start paying late (or worse, stop paying altogether), it doesn’t take long before you feel the strain on your business, especially if you get several late payers at once. When […]

Soften Audience

Soften up your “hard to get” audience by staying in touch. Often.

Apr 5, 2016

Remember the person you wanted to date and she was playing hard to get? Maybe it took hanging out by her locker, writing her a note, (or sending her a social media message in today’s world) and perhaps even a few calls. When it comes to business, gaining the trust of your audience is kind […]


Mar 15, 2016

Do you wake up at three in the morning the day of a national holiday thinking, Dang! I missed another opportunity to alert my list with a holiday email to sell? Don’t fret. You aren’t alone. It is often a forgotten tactic. Never fear, it is one that is easily remedied. You can even create […]

Working a Bucket of Expo Leads Starts with a Plan

Feb 25, 2016

One tool in your overflowing toolbox useful toward generating leads is the expo. Here’s the thing, they are tricky because there are so many variables that can affect the goal, which is always to walk away with a sheet of leads with all of the contact information complete and even better, appointments scheduled on your […]

WOW your prospects: Micromanaging your greeting process

Feb 11, 2016

Can you remember the last time you were blown over, completely startled with amazement, downright tickled by the greeting experience you had upon entering a business for the first time. It doesn’t matter if it was a really fancy restaurant or a hardware store. When a business takes the time to plan and anticipate ways […]

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