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Legal Marketing in the Time of Cholera

Taking Full Advantage of the Opportunities of Being Quarantined

By Liza Vasquez ICF CMC and Jeffrey F. Silber CPA MBA CMC

Certified Master Business and Life Coaches

Sure that’s a gross exaggeration but the current health crisis reminded us of the 1985 novel Love in the Time of Cholera by the Colombia author, Gabriel García Márquez. Many of our clients have been concerned that the world is at a standstill and there is no way for them to pursue new clients with everyone quarantined in their homes.

To begin with, in crisis there is always opportunity. The only things that are prohibited for now are group assemblies stopping you from making speeches and meeting prospective clients face-to-face over a coffee or lunch.

Let’s take a look at all the things you can you do. Before we jump into the details, it is critically important that you do not get discouraged or lose motivation by this temporary situation. In a few weeks or months, life will return to normal. So, take advantage of any downtime that the crisis is affording you and find your opportunities. Such as…..

Writing Client Alerts – Your current clients will certainly want advice about their legal obligations to their employees if they have to furlough them for a period of time or even permanently fire them. Also, what about if they are unable to fulfill contracts because they have to close their factories or stop construction? Contractors and developers usually have severe penalties if they cannot deliver the condominiums or other property on time. This is the moment to check your clients’ contacts for a force majeure clause.

Also because of this concept, do your clients have to pay a severance amount (liquidación / liquidação) if they have to permanently dismiss employees for no reason of their own?

We are not lawyers and if we can think of these few issues related to the current health crisis, you can certainly think of many more. And if you can think of them, your clients will want answers.

Write Client Alerts now that address these issues. And. you can use these Alerts to follow up with the prospective clients that you have met in the last year. You will show your clients and prospects that you are out in front of the problems that they are facing. That is the kind of lawyer that clients want.

Fifty Friends – One of the assignments we give our lawyer coaching clients is to make a list of fifty friends with whom they have lost contact. These would be friends from high school, college, law school, your LLM program, former bosses or former colleagues, former clients or just social friends and perhaps even former neighbors.

Start at the top of the list, contact this person via WhatsApp or email or through Facebook or LinkedIn and say “Hi Jane/John, it’s me Pedro/Mariana. I can’t believe it has been 8 years since our last contact. I have been thinking about recently and I would love to know what is going on in your life. In these days of distance/quarantine, let’s have a virtual cup of coffee together. My Skype address is XXXX. What’s yours? Please, suggest a day and time for our virtual coffee and I will confirm. I am really looking forward to seeing you again.”

Work your way down your list of fifty friends. Suddenly, you have grown your list of contacts by fifty people. If you can think of more 50 people, even better.

Speeches – Public gatherings are currently suspended but this will not last forever. Think of an interesting title for a speech you could give on some aspect of your practice area. We emphasize that the title should be captivating and intriguing so as to generate interest on the part of anyone who hears it. It will not be necessary to actually write the speech itself until you a confirmed date to deliver the speech.

Do research on the organizations that would be good targets for you to find possible new clients. Through the organization’s website, find the name of the Executive Director and write to her/him proposing your speech for when the organization resumes its regular meetings. Keep following up with these Executive Directors until you get the speaking date.

We could keep going but we think these are more than enough activities to get you through this temporary quarantine. You should not have a single moment of downtime anymore while you are incarcerated in your home if you tackle just these few ideas.

We usually do our coaching in-person, but our clients have shifted to video calls to continue their coaching during these difficult days. This is another opportunity you have. We can coach you (and your team) live, in-person but remotely via internet on how to obtain more and better clients.

Please take a look at our website to learn more about us, www.svacoaches.com, then please contact me at jeffrey.silber@svacoaches.com to arrange a no cost, no obligation conversation about your desire for more clients and about the service we provide.

Good luck. Stay healthy.


© Copyright 2020. All Rights Reserved. Any unauthorized distribution or reproduction of this material in print or in any electronic form is strictly prohibited. Persons or organizations desiring to use this material, must obtain the prior written consent of Silber, Vasquez & Associates.

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©2019 by Silber Vasquez & Associates