The best way to find prospects is to get them to find you. You don’t want to chase people and they don’t want to be chased. So don’t do it. Because it looks to prospective clients as bad as it feels to you.
How do you do attraction marketing? By making yourself and your solutions attractive to prospective clients.
You do that with:
- An effective website. It doesn’t have to be complicated (or expensive), it just needs to do a good job of telling people about you, what you do and how you help people. Include a form that allows visitors to request an appointment or get more information, and/or sign up for your newsletter.
- Content. Educate your market about their problems and available solutions. Tell them their risks and options. Share examples and stories to illustrate and inspire people to see that you are the best choice for them.
- Referrals. Equip your clients and contacts with information about your services, how to recognize your ideal client, and how to make an effective referral. Keep them informed about new content on your or blog and other channels, so they can share this with people they know who might like to see it.
- Staying in touch. You don’t lose posture by continuing to contact people who know, like, and trust you because they hired you or connected with you in the past, as long as you have their permission. If you continue to share valuable or interesting information, and remind them about what you can do to help them and the people they know, they will appreciate you and tell others.
These are the primary sources of new clients for many attorneys and they can be for you. Done well, they not only allow you to maintain “attractive” posture, they are likely to enhance it.
Yes, you can also advertise, network, do public speaking, conduct seminars, write articles, and do other things to market your services, without chasing anyone. But you may not need to.
Isn’t that refreshing?
