The Best Way to Get New Clients
Too many attorneys don’t understand how to market their practices.
They don’t have a reliable system for getting new clients, easily and affordably.
The key to figuring out how to market your practice is to start with an obvious question…
How do prospective clients find a lawyer?
On page 10 of its 2017 Legal Trends report, Clio announced results that surprised some lawyers. Here’s a screenshot of the answer:
A lot of lawyers seem to believe that running ads, or putting up a fancy website, are the best ways to get new clients.
Turns out that’s wrong.
The best way to get new clients is through good old referrals.
Did this finding in the Clio report surprise you?
It really shouldn’t
It’s only surprising to those who’ve lost sight of the importance of trust in marketing.
Existing Relationships Matter Most
Relationships with people that already know you are more likely to be your top source of new work.
Why? Well, because those folks already know you, like you, and trust you.
Advertisements are less effective because you’re trying to get the attention of complete strangers.
They don’t know you, like you, or trust you. And why should they?
Referrals are based on relationships with people that already trust you.
You see this now, right?
Referral-based marketing is more powerful than running ads or putting up websites.
It’s less expensive, and easier too.
A simple way to do this referral-marketing is to send a regular email message to people that already know you, and who are in a position to send you referrals.
Remind them that you exist, and help them by giving them some helpful tips or advice.
If you do this once a month you’ll easily get more new clients.
My friend Dane Ciolino started doing this a couple of years ago, and he was surprised at how well this tactic works.
Watch the video below and let him explain.
Technology isn’t the most important thing in getting new clients.
Trust is the most important thing.
If you want to learn more about building trust in ways that beneficial to your practice, I’m happy to help.
Whenever you’re ready, check out my Co-Pilot group coaching program.