You have a target market, don’t you? Or are you still offering your services to “anybody†with a legal matter you are equipped to handle? If it’s the latter, we need to talk.
But not now.
Now I’m going to assume that you have read my stuff and you are on board about targeting specific markets and ideal clients in those markets, and you do that. I’m also going to assume that you’re ready to expand into a new target market.
You currently target health care professionals for your estate planning services, for example, and you’re thinking about also targeting financial professionals.
Great. But there’s something else you should do first.
First, you should find ways to offer additional services to your existing market. It’s easier, quicker, cheaper, and more profitable than going into a new market. Sell more services to people who already know and trust you before you market to strangers.
Make sense?
What additional services could you offer to your existing market? What else do you do that they haven’t yet “bought”?
If your market needs and wants something you don’t do, offer them someone else’s services. Work out strategic alliances with other lawyers and service providers to offer their services to your market. In return, they agree to offer your services to their market.
Leverage your existing relationships and reputation. It is the simplest way to increase your income.
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