You know you should do more marketing, but you don’t. Why?
It’s not because you don’t know what to do or how to do it. You’re smart; you can learn.
It’s not because you’re not good at it. You can hire people to help you or do most of it for you.
It’s not because you don’t have the time. If you’re bringing in a lot of new business, it’s worth it, and you’ll find the time.
How about this one: you don’t think you should have to? You’re a good lawyer, and good lawyers get all the business they can handle without doing a lot of (or any) marketing. Yeah, well, they might not do some things, but they do others.
No, there’s another reason you might not be doing more marketing.
Fear.
You’re afraid it won’t work and you’ll be embarrassed. Or that other lawyers will look down on you and you’ll be embarrassed. Or your clients will think less of you, and you’ll lose them. Or you don’t want to stand out from the crowd and do things other lawyers don’t do.
Or maybe all of the above.
It’s just fear. And it’s normal. But you don’t have to let it stop you from doing things you know you should. You can use fear to force yourself to do those things.
That’s what I’ve done over the years. I’ve used my fear to motivate myself.
When I was new and broke, I used my fear of failure and poverty to get to work.
When I was doing okay and got comfortable, I used my fear of mediocrity and failing to reach my potential to get myself to work harder.
And when I became successful, got a bigger office and hired more employees, I used my fear of over-extending myself to stay focused and try things I didn’t want to do.
At each stage, I used my fear to motivate myself and took my practice to the next level.
If you’re not doing what you know you know you should (and could), don’t let fear hold you back. Use your fear to pull you forward.
Fear protects us and helps us. We can use it this way. And we should.
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