By michelle_pgs | July 18, 2022

“We’re spending a lot of time and money on advertising and marketing but it doesn’t bring us many inquiries – we’re mostly relying on referrals.“

I hear this so often and it makes my heart sink.

Sometimes I also hear comments like “We’ve just spent £10k with an agency and still didn’t get results“.

More sinking.

Have you ever wondered why your marketing and business development activities don’t work as well as you’d hoped?

Or why does it seem to cost too much (in time or money) for the results they bring?

In 99% of cases, the answer is… because your marketing and business development activities don’t address ‘The 3 Whys‘.

‘The 3 Whys’ your clients need to understand before they will work with you are:

  1. Why do they need your help (i.e. what problem do they have, or what goal do they want to achieve that you can help with)?
  2. Why it’s worth it for them to get your professional help with that issue (i.e. what’s the benefit to them in terms of problems avoided, time or money saved, or benefits gained, and how does that balance with the cost of getting your help)?
  3. Why they should choose you rather than your competitors?

Take action

Have a look at your recent marketing and business development communications – website copy, seminar, talk, newsletter, pitch, and emails – do they really answer ‘The 3 Whys’ from your client’s point of view?

If not…. what do you need to change?

If you’d like help to answer, ‘The 3 Whys’ for your ideal clients, then join me for the introductory session to my ‘Attract More Clients‘ 90 Day Programme where I explain the complete Client Magnet System and how you can use it to turbo-charge the results you are getting from your existing marketing or business development activities. It includes specific examples of lawyers who have used it to increase their inquiries by between 30% and 1500%. You can get complimentary access to this introductory module immediately HERE.


Or come to my next online workshop ‘Profitable Practice Growth Secrets For Small Law Firms where you’ll develop skills and strategies to attract and convert your ideal clients, and maximize the profitability of the clients you already have, without working more hours. See the full agenda for the workshop, read testimonials about real results other lawyers have had and check ticket availability HERE.


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