When you’re new, starting to build a practice, you do everything and anything to bring in business. If you’re still doing that after you’ve been around awhile, you’re missing the boat.
When you’re new, the objective is to build a client base. Once you do that, that base of existing and former clients, prospective clients, and professional contacts you’ve made along the way is your best source of new business.
I’m not saying you should stop networking or advertising or creating content. I’m saying it shouldn’t be your main focus.
Focus on retaining existing clients. Keep them happy. Get them to hire you again. Make it easy for them to refer.
Focus on getting existing and former clients to hire you again and buy your other services. If you don’t have other services they need, promote the services of other professionals you know and ask them to do the same for you.
Focus on converting prospects into clients. Offer them an introductory deal they can’t refuse and if they’re not ready, stay in touch with them until they are.
Focus on getting your professional contacts to refer more often and to introduce you to their colleagues.
Focus on building stronger relationships with influential people you know, and new relationships with the people they know.
Focus on the people who already know, like, and trust you, instead of trying to convince strangers to take a chance.
Why do most attorneys focus elsewhere? Because they hear that it’s important to continually generate more leads, build a bigger social media following, network more, advertise more, speak and write more, so that’s what they do.
If that’s you, you’re working too hard. Stop acting like you’re new. All of the clients you could want, and more, are right in front of you.
If you want a simple marketing plan, get this
