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how to get more clients from my law firm dave how do i get more clients from my law firm i can't tell you how many times a day i'm asked this question my phone rings off the hook with people who want to know how to get more clients for their law firm i've got that for you today we've got six steps to doing that one thing you should never ever do and i'm going to share that with you i'm going to also give you a big shortcut giant shortcut to get clients for your law firm join me for that and more on this episode of the inside bs show hi it's dave lorenzo welcome to my office welcome to my studio today we're talking about how to get more clients for my law firm well not my law firm your law firm how to get more clients for your law firm there's six things you should be doing to get more clients and then there's one thing you shouldn't do one thing you should never do and i'm also going to give you a shortcut i got all that coming up for you six steps the thing you shouldn't do and your shortcut and that's coming up on this episode of our show let's dive in number one the first thing you need to do to get more clients for your law firm is you need to have a system if you don't have a system for getting clients you ain't going to get any clients so you got to have a step-by-step guide a step-by-step system things you need to do today to identify your ideal client to get in front of that client to provide value to that client and then to follow up with that client until they're ready to join you as a client and then qualifying them to make sure they're a good fit making sure they have urgency and then after you make sure they have urgency you got to nurture them nurture them nurture them make them an offer to work with you when they say yes you onboard them properly and you figure out what you can do for the next 10 years to work with that client to help him or her achieve their goals or remove pain from them that's what a system should do you need to have a system so if you don't have a system get started right now and i'll give you the first step in that system and it's step number two and how to get more clients for your law firm and that's identify your ideal client that's right who is your ideal client if you want more clients for your law firm you have to know who these clients are so identify your ideal client and then build your system around them step three where can you find those clients and groups you gotta find those clients in groups where are they ask your ideal client where he hangs out ask your ideal client what business associations she belongs to ask your ideal client what she reads to stay up to date on the industry trends ask your ideal client what websites she visits to make sure she's in line with the latest in education for her profession identifying your ideal client and then finding them in groups is critical to your success as a lawyer to getting more clients for your law firm so that's step three step four target these groups with speaking engagements with direct mail and with social media ads target these groups of your ideal clients with speaking engagements with direct mail campaigns with social media ads you want everybody in these groups to know you and to know about the value you provide so find as many ways to get in front of them in mass as possible look i'm not talking about going out to networking events and meeting people one at a time i'm talking about you going to groups and delivering speeches i'm talking about you spending money on facebook ads to get in front of your ideal client because you can precisely target them on facebook i'm talking about you sending direct mail to people you believe are a good fit for your services and inviting them to an event you're hosting it may be a virtual event or it may be a live event target these groups with educational material it'll pay off for you number five the fifth way to get more clients for your law firm is nurture nurture nurture follow-up follow-up follow-up you have to nurture these relationships you have to bring these people along they're not going to do business with you right from jump they're not going to do business with you from the first time they meet you unless the sky is falling and they need a lawyer yesterday they're not going to do business with you until they're ready until there's enough trust built up so you can develop a nurture system to stay in front of these people over and over again keep the delivering educational information to them and then when they're ready they'll reach out to you and they'll call you i've told stories many times about people who've come off my email list to do business with me but one of the most heartening stories is one that happened to me in the middle of the pandemic that's right we're in the middle of a pandemic and people are stuck in their houses and i get a phone call from someone in california and he says to me dave i need your help i want to source my own clients and the pandemic is the perfect time to start i've got time to be able to start doing that let's work together that's it that was the whole conversation i said sure i sent him a contract and an invoice he paid it immediately and we started work together we're still working together i asked him in our third session how did you find me he said my wife saw you speak at the collier county bar association event in 2013 i've been on your email list because my wife told me that i had to be on your email list i've been learning from your weekly emails and i listened to your daily podcast and that's how i found you that was 2013 he ended up starting work with me in 2020 that was seven years he was on my email list for seven years i nurtured him i followed up with him for seven years was i glad to get that revenue in the pandemic absolutely did i know his wife was going to be that valuable when she first signed up to my email list no but i made the assumption that she would be because i assume that everybody on my list is valuable so nurture and follow up that's step five step six you've got to have a gateway offering you have to have an offering that makes it easy for people to do business with you it has to be a low threshold of pain for them to sign up make it financially viable make it easy for them to access you and your team make it easy for them to sign up with this gateway offering now if you want a shortcut to get more clients for your law firm i have it for you down in the description of this video on youtube is a link and you'll find that that link says a free gift from dave my free gift to you is my revenue road map this is a marketing plan for your law firm all you need to do is type in your contact info and submit it and you will get my revenue road map it'll be emailed to you automatically or you can immediately download it and you can follow it it's a playbook for your business growth for your law firm growth follow the step-by-step guide there's even spaces for you to fill in your information you can catapult your success in business development for lawyers in marketing for your law firm you can take your success to the next level follow this blueprint follow this roadmap you can do it my other clients have done it it is a step-by-step guide alright now i promised you the one thing you shouldn't do you absolutely shouldn't do and that's well before i get to that do me a favor hit the subscribe button please subscribe to this channel i post new great ideas just like this every day i have great content for you in the form of interviews i don't want you to miss out please subscribe right the one thing you shouldn't do the one thing i don't want you to do ever is when it comes to your marketing don't do anything you cannot measure you only need to do things you can measure in marketing don't do any branding don't build any brands brand advertising is a waste of money for a professional services firm i want you focused on things you can measure direct mail you can measure right facebook ads social media ads you can measure leads from speaking engagements you can measure direct mail response rates you can measure don't do things you can't measure like running a branding campaign on tv or on the radio you can't measure that there's no way to know what's going on who's coming from tv or radio i want you to be successful so only do things you can measure in marketing that's your tip for what not to do to get more clients for your law firm my name is dave lorenzo i'm here every day with a great new business strategy tip for you we also do interviews so make sure you stop back by here early and often until tomorrow here's hoping you make a great living and live a great life