Too many lawyers are sold on the idea that a shiny website and a few SEO tweaks will flood their inbox with new business.
But as digital strategist and attorney Seth Price explains in our recent “Be That Lawyer” conversation, marketing a law firm — especially in the B2B space — requires more than a passive online presence.
It requires strategy, focus, and the courage to say no to the wrong things so you can double down on what actually works.
The Power of Saying No (and Knowing When to Walk Away)
Seth and I talked about the hidden power of removing what doesn’t serve you — whether it’s a bad client, a draining business segment, or even a once-promising investment.
He shared a story about launching a real estate business before his law firm took off.
Despite its potential profitability, the work drained him, especially as the market turned. The lesson? Just because something could make money doesn’t mean it’s worth your time, energy, or sanity.
In both law and entrepreneurship, success often comes from subtraction not addition.
Forget SEO (At Least at First): Start With Relationships
When it comes to B2B legal marketing, Seth is direct: SEO shouldn’t be your first move.
If your universe of potential clients is small, say, 60 general counsel or business owners in your metro area your energy should go toward building real, personal connections.
Ball games, breakfasts, curated dinners, or simply reaching out to two people a day can yield far more results than passively waiting for Google rankings to kick in.
For lawyers who sell trust and expertise, relationship-building beats algorithms every time.
Digital Marketing Tactics for White-Collar Success
Seth shares actionable digital marketing tactics that helped generate millions in revenue for white-collar professionals.
Learn how to build a strong online presence, craft targeted campaigns, and use data-driven strategies to attract high-value clients. These practical tips and real-world examples will help you achieve measurable growth and long-term business success.
“If you create great content over time… you may not get a ton of interaction, but the people that are interested are going to find it, and you’re going to be that guy,” Seth says.
Listen to the latest episode of “Be That Lawyer” here, and if you’re serious about leveling up your business development, grab a copy of my new book, now available on Amazon.
Steve Fretzin is a bestselling author, host of the “Be That Lawyer” podcast, and business development coach exclusively for attorneys. Steve has committed his career to helping lawyers learn key growth skills not currently taught in law school. His clients soon become top rainmakers and credit Steve’s program and coaching for their success. He can be reached directly by email at steve@fretzin.com. Or you can easily find him on his website at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin.
The post Why Most Law Firm Marketing Fails And What Smart Lawyers Do Instead appeared first on Above the Law.
Too many lawyers are sold on the idea that a shiny website and a few SEO tweaks will flood their inbox with new business.
But as digital strategist and attorney Seth Price explains in our recent “Be That Lawyer” conversation, marketing a law firm — especially in the B2B space — requires more than a passive online presence.
It requires strategy, focus, and the courage to say no to the wrong things so you can double down on what actually works.
The Power of Saying No (and Knowing When to Walk Away)
Seth and I talked about the hidden power of removing what doesn’t serve you — whether it’s a bad client, a draining business segment, or even a once-promising investment.
He shared a story about launching a real estate business before his law firm took off.
Despite its potential profitability, the work drained him, especially as the market turned. The lesson? Just because something could make money doesn’t mean it’s worth your time, energy, or sanity.
In both law and entrepreneurship, success often comes from subtraction not addition.
Forget SEO (At Least at First): Start With Relationships
When it comes to B2B legal marketing, Seth is direct: SEO shouldn’t be your first move.
If your universe of potential clients is small, say, 60 general counsel or business owners in your metro area your energy should go toward building real, personal connections.
Ball games, breakfasts, curated dinners, or simply reaching out to two people a day can yield far more results than passively waiting for Google rankings to kick in.
For lawyers who sell trust and expertise, relationship-building beats algorithms every time.
Digital Marketing Tactics for White-Collar Success
Seth shares actionable digital marketing tactics that helped generate millions in revenue for white-collar professionals.
Learn how to build a strong online presence, craft targeted campaigns, and use data-driven strategies to attract high-value clients. These practical tips and real-world examples will help you achieve measurable growth and long-term business success.
“If you create great content over time… you may not get a ton of interaction, but the people that are interested are going to find it, and you’re going to be that guy,” Seth says.
Listen to the latest episode of “Be That Lawyer” here, and if you’re serious about leveling up your business development, grab a copy of my new book, now available on Amazon.
Steve Fretzin is a bestselling author, host of the “Be That Lawyer” podcast, and business development coach exclusively for attorneys. Steve has committed his career to helping lawyers learn key growth skills not currently taught in law school. His clients soon become top rainmakers and credit Steve’s program and coaching for their success. He can be reached directly by email at [email protected]. Or you can easily find him on his website at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin.
