Tips for Marketing to Attorneys

At this time of the year, the number of people filing bankruptcy normally decreases due to the holidays (most people want to use their credit cards for the last time before filing bankruptcy). But this is NOT the time to sit back and wait. In fact, it is the BEST time of the year for you to market to attorneys because they have more time to review your marketing materials and plan their budget for 2007.

TIP FOR MAILING MARKETING MATERIALS TO ATTORNEYS

Use professional-grade paper

I suggest Hammermill Ultra Premium Laser, 24 pound. I buy it by the case at about $8.00 per ream. Although the price is higher than 20 pound paper, it will make a big difference in the impression you make to the attorney.

Postcard Mailing

If you do a postcard mailing be sure to stick to ONE topic (even if you provide several different types of services.) You do not want to confuse the attorney with the services you provide or they will never respond. A postcard is meant to be a type of “teaser” copy. You do not provide a lot of detail about your service on a postcard – just highlights to get them interested enough to call you.

To get ideas for postcards, visit: http://www.amazingmail.com/ or http://www.vistaprint.com/
To get your postcards printed and mailed, visit http://www.mailersclub.com/mailersclub_postcards.asp

Brochure Mailing

Write a one-page cover letter (samples are in my book: How to Start a Virtual Bankruptcy Assistant Service). Enclose a professionally-designed brochure which you can design online at http://www.amazingmail.com/ or http://www.vistaprint.com/ and your business card or business card magnet. Do not overload the envelope with any more than these 3 items. A bulky mailing creates confusion. You want the attorney to know exactly what your service is and why he or she should call you and get more information.

Finding a Mailing List of Attorneys

One of our Bankruptcy Club Members said she contacted her local Bar Association and was able to get a free mailing list of attorneys. However, you do not want to waste your money mailing to all the attorneys in your area because a large majority of them may not practice bankruptcy law. You need to target-market your mailing list by finding names and addresses of attorneys who ONLY specialize in debtor bankruptcy Chapter 7 and Chapter 13.

One good place to start compiling your mailing list is to take out your yellow pages, look up “Attorneys” and select those specializing in debtor bankruptcy law.

Another good place to locate bankruptcy attorneys is through associations they belong to. Attorneys who take the time to join associations that specialize in bankruptcy are normally more involved in the field than an attorney practicing a wide variety of different types of law.

Summary

Every business has a slow period. Right now, retail stores are gearing up because the holiday season is their busiest time for sales. Cake decorators, landscapers and handyman contractors plan on the summer months as their busiest season. In the many years I have worked in bankruptcy, February through September is the peak period when the majority of people file bankruptcy. That leaves October through January for you to heavily market. And I suggest that you HEAVILY market. For instance, right now, I am mailing 150 letter packets PER DAY until I mail out my goal of 2,000. Sure – it takes work and you have to stay up at night longer than you may want – but the rewards are fantastic.

Victoria Ring
CEO, 713Training.Com
http://www.713training.com

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