You want more new clients. You focus on traffic, visits, clicks, friends, follows, likes, comments, and subscribers. In an online world, these are the metrics that count.
You focus on growing your list because you know that the bigger it gets, the more new clients (and repeat business) you’ll get. You create more content for the same reason.
Or, maybe you keep things simple. You note the number of calls or email inquires or leads you got from prospective clients this week, how many make an appointment, and how many signed up.
If you are an experienced networker, you record the number of prospective referral sources you met this week, or how many phone calls or online chats you booked.
It’s all good. These numbers are valuable. They give you a way to track your time and your dollars. They let you make better decisions and improve your results.
I’d like to suggest another metric, however. Something else to look for and add to your spreadsheet.
At the end of each day or week, record the number of opportunities you found for helping people.
Brian Tracy said, “Successful people are always look for opportunities to help others. Unsuccessful people are asking, ‘What’s in it for me?'”
Corny? Impractical? Imprecise?
Maybe. Or maybe it’s the answer to everything.
It keeps you focused on speaking to people with legal problems you can solve. How many did you find and talk to this week?
It keeps you focused on prospective referral sources–professionals, business owners, bloggers, and others who need your referrals, your introductions, or your knowledge to share with their readers or listeners.
More than this, more than counting their numbers, when you focus on finding people you can help, it changes the way you think about marketing.
And, continually asking yourself, “What can I do for them?” instead of “What’s in it for me?” will also change what others think about you.
Which means instead of needing to look for clients and opportunities, you’ll begin to attract them.
Which is the ultimate measure of marketing success.
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