Wednesday, April 18, 2012

Where the Clients Are

Do you know how many customers that you have lost?

A recent study by the Huthwaite Group says that you were part of an evaluation that you didn’t even know that you were part of.

The study shows that when a prospective client had a need for your services they began to do research of who could help them.  With the internet and word of mouth they evaluated about 30 options in a short period of time.  In that evaluation, they lowered that down to 3 options. From that, over 88% went with the first one that they met with.

As someone that spends my days on law firm websites, I can tell you that there is a huge gap that most attorneys and law firms don’t pay attention to. It’s the “What does this attorney really do” issue.  An entire body of work wrapped up in two word capsules.  Products liability, construction litigation, white- collar, insurance defense, tax law, etc…  If I cant figure out if you are a Plaintiff or Defense attorney, what are the odds that someone that doesn’t work with attorneys on a daily basis will figure it out.  On to the next option..

If we can all agree on the fact that engaging an attorney’s services usually is because of a risk or bad situation, why would you buy from someone that doesn’t give more details on how they have helped others.  Within Bar guidelines of course. When was the last time that you bought a generic car, house, or TV.  It’s the capabilities that match the needs.  The understanding of a buyers situation that makes for the sell.

With access to information, potential clients no longer have to meet to get that information and do an evaluation.  They don’t even need to be in the same city, state, or country in many cases.  They are ready to make a decision by the time that they reach you.  By providing that information, and managing your online and network brands, you save them and you a lot of time and close more business.

Please contact me about how you would like to further develop your client base at: 850-893-8984,