If you want more clients, there’s one thing you absolutely must do.
You must educate your prospective clients about why they need your services and why you should be the one to provide them.
If you can’t or won’t tell them why, then you shouldn’t expect them to instruct you. And chances are they won’t anyway – unless they came as a warm recommendation or referral – which means you’ll be missing out on tens or hundreds of instructions from potential clients who just needed to know why…..
How can you educate them?
One way to make sure your potential clients know ‘why’ is to tell them one-on-one, when you talk to them. Most lawyers I meet are pretty good at this. But it’s slow and time consuming because you have to tell them one at a time and you only get to tell the ones you can speak to.
The other way to tell them is one-to-many. That means through your marketing. That can be on your website, in your emails or letters, through social media or in your adverts.
But most marketing I see doesn’t explain the ‘why’. It just says something that goes like this:
“This is who we are, this is what we offer, this is how to contact us…”
It doesn’t tell us anything about why we need your services or why you should be the one to provide them. So your marketing doesn’t work as well as it could, because it only ‘speaks’ to people who already know why they need your services, and just want to find out whether you can help them.
Imagine if your marketing could do all the hard work you do when you talk to prospective clients one-on-one. In other words, what if your marketing could do this ‘educating’ whilst you are busy working with your existing clients? What if your marketing could bring you more enquiries from prospective clients who already know why they need your services and why they should instruct you to provide them?
And what if you could do all that in a way which didn’t require you to spend money on expensive adverts or leaflets, and didn’t require ‘salesy’ techniques like direct mail campaigns or emailing or calling people you don’t know?
You can do all that just by changing the content of your marketing from “here I am” to “why you need help and why you should choose me”.
I’m going to show you how to do just that in a no-cost online training session later this month.
In this complimentary online training session you will discover:
- The 3 biggest mistakes most professionals make in their marketing that stop them getting as many clients as they’d like
- Why you need to use a different kind of marketing if you want to attract more clients who are ready to instruct you
- The 3 Golden Rules for getting more of your ideal clients to approach you (rather than the other way around) in the next 90 days
You can attend this online training session using your PC, tablet or phone, so it’s easy to take part from wherever you are. And you’ll be able to ask any questions in the Q&A session at the end.
There are limited spaces available for this online training session so you need to register now to secure your place:
One of my clients increased his client enquiries by 30% using the techniques I’ll explain in this training session (and increased the percentage of enquiries becoming new clients by 36% at the same time). There’s no reason why you can’t do the same. Reserve your place on this training now.