Attracting Your Ideal Client Without Breaking a Sweat or the Bank
| Publication year | 2018 |
| Author | By Dina Eisenberg |
By Dina Eisenberg
Lawyer turned award-winning business leader, Dina Eisenberg is an Outsourcing Strategist for Solo & Small Firm lawyers. She prepares lawyers to delegate, automate and design a law practice that fits your life. A sought after educator and podcast guest, Ms. Eisenberg is the creator of Dina's Rolodex, the only on-demand Delegation Resource Library, and Get a VA, online delegation training program. Her thought leadership has been featured in Inc and Entrepreneur magazines, as well as, the ABA Young Lawyer Division Learn more at https://OutsourceEasier.com
Why did you go to law school? That is the first question that I ask my clients.
That question sets the tone and quickly establishes rapport between me and my new client. More importantly though, the question often reveals the lawyer's state of mind about the law and running a law business.
The heart-warming answers vary but most, if not all, fall into the bucket of "I wanted to help others," which includes responses like these:
- The immigration lawyer who champions the rights of new immigrants to this country because he watched his parents often getting scammed as he grew up.
- Another Immigration lawyer who works with small businesses to go through the H-1B visa process because her dad was a professional who couldn't get work at the appropriate level in this country.
- The estate-planning lawyer who focuses on new parents who might not otherwise be able to afford planning because she was well taken care of when her parents died young.
Or myself. I went to law school to help people access power through knowledge because I saw my own family struggle financially because they didn't know where to turn for help.
Almost none of the lawyers that I know said they went to law school to make loads of money. I think most lawyers would rather practice than do any marketing. Yet, marketing is what keeps the lights on.
How can we serve our purpose and make money? By planning to attract your ideal best clients who inspire you to do your best.
You know about target markets. They are the group of people who need your services. That's what gurus say but I have a twist we'll talk about in a minute.
Conventional wisdom says that your target market should meet these criteria:
- A big enough market that is growing
- The market can be communicated with affordably
- The market knows that it has a problem
- The market wants to solve the problem
- The...
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