It’s Not If You Should Use Social Media to Market Your Firm, It’s How.

Posted by dscaringi on June 21, 2017

Social media used to be this new, shiny thing. When businesses started using it to market their items and services, it was an intriguingly fresh approach. Even so, lawyers were skeptical of this tool as a viable vehicle to promote their services. Now that the tools have been around for a long time, it’s become pretty clear that using social media is a legitimate tool for building visibility and credibility. The tool takes advantage of many tried and true marketing best practices. It keeps you in the moment and right in front of your networks.  It is distributed in a timely and attractive fashion.  And it makes you much easier to find online.  All great stuff!  Today, I see lawyers using mostly Linked In, but others are diving into Twitter, Facebook, Blogging, and Instagram with great success. So, how do you expand your reach on social media?

  • Create compelling content that uses visuals and links back to your website or blog
  • Share valuable information openly with your networks
  • Broadcast your messages across many platforms
  • Ask your network to react, share and add their input
  • Repeat as much as possible!

If you want to learn more about how to expand your reach with social media, I invite you to reach out to me directly and to also attend the Super Marketing Conference on June 22nd in Boston.

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Becoming Indispensable is Key to Earning Business

Posted by dscaringi on February 2, 2017

Positive relationships should be at the core of every hiring decision. This holds true across all kinds of hiring… from adding employees to bringing on outside legal counsel. When it comes to business development, it is pretty common knowledge that gaining new work from existing clients is usually easier than unearthing a brand new piece of business from someone who has no experience with you. It just makes sense– presumably you have provided an excellent service for a reasonable rate, producing solid results. It’s a great model… build trust with clients today and it will lead to new business from the same client. Sounds like a slam dunk? Sure… but, sorry… not guaranteed. So how do you gain a little more security in your ability to expand work from existing clients? Make yourself indispensable. Sounds exhausting, but arguably, it is this kind of depth that makes work satisfying.

Particularly in the legal industry, it has been a common practice for clients to require outside lawyers to understand their businesses deeply. Becoming indispensable goes further than this, however.  Here are a few things you can do to start developing your relationships and achieve ‘indispensable’ status.

  • Be the first to identify challenges and risks for the client’s business and develop solutions before they become problems.
  • Bring opportunities to the client that they may not have anticipated or otherwise accessed.
  • Be proactive as often as you possibly can, anticipating roadblocks without being overly negative.
  • Use efficiency to save the client money.
  • Be nimble and willing to change.
  • Provide thought leadership in your area that has impact on other areas of the business.
  • Make your clients’ lives easier whenever possible.
  • Add value every step of the way without charging for it.
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Trust is the Key to Business Success that Brings Personal Gratification

Posted by dscaringi on January 30, 2017

Arguably, there are hundreds of pathways to business success. However, how do you obtain professional success that also brings you personal gratification? The foundation sits upon one crucial piece:  trust.

Trust is the characteristic upon which respect and loyalty are based. Without trust, there is negative tension which eats away at the ability of people to unite. Trust in the business development process is, perhaps, even more critical. People want to work with people they connect with and like. They need to trust you to help them reach their goals. So, how do you earn someone’s trust? Below are some tips:

Be Honest, Always.  The only way to build trust is to be honest about everything. How do you show someone that you are honest?  Always tell the truth. The occasional “white” lie or stretched truth isn’t ok. I am not saying to be brutally honest and hurt feelings, but rather find a way deliver the truth in a constructive, helpful way.

Be Available.  Being available also means being present in whatever way your client needs, whether its’ physical, emotional or virtual. They need to know that you are reliable and will do the work to your best ability.

Be Consistent. Always deliver the best products and results you possibly can. By modeling consistent behavior, you show people what you are made of and what they can expect to receive.

Be Helpful. Don’t make it all about you. Ask thoughtful questions, clear pathways that help people reach their goals and genuinely help people because it feels like the right thing to do. If you nurture mutually beneficial relationships through open and honest communication, helpfulness will always come back to you in spades.

Do what you say you will do. Don’t promise something you can’t deliver and strive to go above and beyond whenever possible. Unrealistic promises will always hurt you. If you continually do what you say you are going to do, people will come back when they need your help again. If you can’t deliver what you thought you could? Be honest. Tell them how you miscalculated the task and tell them what you can do.

There are so many good reasons to build trust, both personally and professionally. Building honesty, consistency and helpfulness into your daily existence is an excellent way to lead your professional business success.

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