There are two types of prospective clients in the world: those who know they need an attorney and those who don’t. I encourage you to focus on the former.
Focus all of your marketing efforts, your conversations, your networking, your content creation, your advertising dollars on people who already understand the need for an attorney and want to know why they should choose you.
When you do, you’ll get more new clients with less effort and expense.
Your “closing ratio” will be much higher. You’ll spend less on traffic and leads. You’ll sign up new clients more quickly and easily.
And those clients will lead you to other clients like themselves.
Focus on people who have hired attorneys in the past. They are more likely to see the need for and value of hiring an attorney than someone who has never done that before.
Some people already know they need an attorney and will pay for their services. Some don’t and aren’t. Do yourself a favor and focus on prospective clients who have hired attorneys in the past or associate with people who do.
Stop trying to convince people that hiring an attorney is their best (or only) option or that attorneys are worth the fees they charge.
Look at your marketing message. Does it speak to prospective clients who already know the value of hiring an attorney, or does it try to educate and convince them? Does it focus more on the benefits an attorney can deliver, or does it show them why you are the best choice for the job?
In an ever-changing legal landscape, you’ll always want to educate your target market about the issues they need to know about. But don’t spend a lot of time convincing them they need legal representation.
Focus your marketing on those who already know that and ignore (or tolerate) everyone else.
Don’t miss out on great marketing ideas for attorneys. Click here
