Lawyer Gets Exactly What He Deserves

• Author: David V. Lorenzo
• Pages: 51-52

Lawyer Gets Exactly What He Deserves §27.

51

§27.

LAWYER GETS EX ACTLY WHAT HE DES ERV ES

Every day people ask me if my business strategies will work in their practice area.

It doesn’t matter if they practice environmental law, personal injury law, criminal defense

law or law relating to Native American Rights—everybody thinks their law practice is different.

And they feel compelled to verify that the strategies I have developed over the years will work

for them.

In this section I’m going to give you a quick case study that will show you how applicable

basic client acquisition strategy is and how you can use it to attract the clients you deserve.

A few months ago a longtime client named Steve Klitzner came to me looking for a way to

attract new clients to his tax practice. Steve handles IRS problem resolution.

What does that mean?

Well, think about people who have not paid their taxes for years and years. Now think about

them waking up one day and deciding that they can’t take the feeling of impending doom any

longer.

Who do they go see? They go see Steve.

A good portion of Steve’s business is developed as a result of referrals from accountants, bank-

ruptcy attorneys and other lawyers. He does quite a bit of marketing and he is always looking for new

ways to attract clients.

At one of our meetings Steve told me he was looking for a way to get more referrals from

accountants. While he had booked speaking engagements to groups of accountants in the past, he

had never been able to convert them into new business. With a speaking engagement to his State’s

Association of CPAs coming up, he was looking for a way to make this event pay off.

Here is the exact strategy we developed and the results Steve received:

At the conclusion of his talk Steve offered all of the attendees a special report titled:

8 MISTAKES TAX PRACTITIONERS MAKE WHEN NEGOTIATING WITH

THE IRS: Important Tips to Keep Your Client From Getting in MORE Hot Water

About 40 CPA’s gave Steve their contact information and he sent them the report. They also

receive his monthly newsletter on an ongoing basis.