So, you want to know how to attract new clients? Well, you can’t merely offer services people need and are willing to pay for. That just gets you in the running, along with legions of other lawyers who offer the same services. If you want to attract new clients, you need to be attractive.
You. Personally. Because people hire lawyers, not law firms.
People meet you at networking events, not your firm. They hear you speak, not your firm. They read something you wrote, not something written by your firm. And when they they give referrals, they say, “call my lawyer,” not, “call my law firm”.
One way to be attractive is to show people an advantage to choosing you. Show them how you are better or different. Show them benefits they get hiring you that other lawyers don’t provide. Prove that you are the better choice.
I cover this extensively in Make the Phone Ring: A Step-by-Step System for Attracting Good Clients. It shows you how to get clients to see you not only as the best choice, but in many cases, the only choice.
If you don’t have it, you can pick it up here.
One way to show people an advantage is to show them that you are a leader in your target market or community. Someone people want to follow and listen to. Someone with good ideas. Someone who inspires others to take action.
Leaders attract people who like what they see and hear and want to follow.
In his book, Tribes, Seth Godin said, “The secret of leadership is simple: Do what you believe in. Paint a picture of the future. Go there. People will follow.”
Do you believe in what you are doing in you practice or are you just making a living? Are you painting a picture of a better future and showing people where you are going? Are you someone worth following?
If you’re not sure if you are a leader, turn around. If there’s nobody behind you, you’ve got some work to do.
Learn how to attract new clients online and offline, click here.
