Where are most of your clients coming from right now? Look at your current client list, tally up the score, and make some notes.
How many were referred by other clients? Which clients referred them? What legal issues? What did the referred client ask? What did the referring client tell them or do?
Describe what happened if you have it in your notes (and start taking notes if you don’t).
How many new clients were referred by other professionals? Write down the names of any and all referral-givers and the types of clients they’re sending your way.
How many clients found you online? What keywords did they search? What articles did they read? Which sites did they visit before finding yours?
How many came in from advertising? Which publications or sites? Which ads? Which keywords? Which headlines? Offers? What was the cost per click/per lead?
How many came from networking, speaking, writing, or other sources? Where? When? What did you say or do that led to them contacting you?
Look at last year’s new clients and cull out the same information.Â
Look for patterns. Figure out where most of your clients or cases are coming from. Figure out where your biggest or best clients are coming from. Calculate your highest ROI’s on marketing.
You need to know these things so you can manage and improve your marketing. Tracking numbers will tell you what to repeat and expand, and what to reduce or give up. Keeping notes will help you improve your process and your results.
If you’re getting clients now, you’re doing something right. But you can always do better.
Marketing is easier when you have a plan
