There are two kinds of clients in the world: those who have hired attorneys before and those who haven’t. I suggest you focus on the former.
You want to appeal to clients who understand what lawyers can do for them and why they are worth their seemingly high cost.
You don’t want clients who need to be educated about everything or continually need you to hold their hand. You want clients who know what they want, and how to help you do the best job for them.
You want clients who can pay top dollar for your services, have lots of work for you, and know other sophisticated clients they can refer. You don’t want clients who have to wait until payday to cover the check they just wrote you, or regularly ask for more time to pay your latest bill.
Yes, there are more “beginners” out there. But there are also more attorneys competing for their business.
Tailor your marketing strategies, your fee structure, your image, your website, your articles and blog posts and other content o appeal to experienced clients.
Everyone else?
Accept them as clients if you want to, but don’t target them.
