You only need a few

Share

You can’t serve thousands of clients. That’s okay because you only need a few. A few good clients will lead you to more good clients; soon, you’ll have all you can handle.

If you don’t have a few good clients right now, or you want to speed up the process, you need more new people coming into your world.

You need new leads, new subscribers, new referral sources, new prospective clients, to help fill your pipeline.

But, once again, you don’t need massive numbers. You only need a few.

In marketing your professional services, seek quality, not quantity.

How do you do that?

First, define your ideal client.

  • What’s their background? What type of business or industry?
  • What’s their legal situation?
  • How much work might they have for you?
  • What’s their timetable?
  • Do they need anyone’s approval?
  • How much do they already know about their legal situation?
  • What do they need or expect from a lawyer like you?
  • What’s important to them
  • Etc.

See The Attorney Marketing Formula for help defining your ideal client.

Second, what’s the source of the lead or prospect or subscriber?

Search leads are better than leads from a directory or rented list because they are actively looking for the solutions you offer.

Leads that come via your book or report or by hearing you speak are better than search leads because they know more about what you do and how you can help them.

Referred leads are better still because someone they trust is recommending your content or endorsing your services.

Third, what’s your message?

Tailor your content to appeal to the types of leads you want to attract. Use buzzwords they use in their industry. Talk about benefits that are important to them. Use examples and stories of people like them.

Talk about what they’re talking about. Show them you understand them and can help them, as you have done for other clients like them.

That’s how.

50 of the right people, brought to you with the right message, from the right sources, are worth more to you than 5,000 people who are wrong for you.

That’s why you only need a few.

The Attorney Marketing Formula

If you like the information on this site, you'll love my free daily newsletter, "The Prosperous Lawyer," Sign up right here and get my free report, "Marketing for Lawyers Who Hate Marketing: How to Build a Successful Law Practice Without Networking, Blogging, Facebook or Twitter"

Share