How To Attract Clients Without Hard Selling

Effective Practice Growth Strategies For Intellectual Property Lawyers, By Eria Odhuba

How To Break The Rules In Your Industry To Rapidly Grow Your IP Legal Services Business

Do you suffer from the ‘monkey see, monkey do’ syndrome when you market your IP legal services business?

If all you do is copy the adverts used by your competitors, you will simply look the same and not stand out. Then again, if that is what you want, then good luck and continue what you are doing.

If, however, you want to be different, and attract good quality clients who will grow your business quickly, then you need to have a whole new process to engage with prospects.

I have already mentioned the need to build a position of authority within a niche. I have also talked about the need to develop a relationship with people that opt-in to get information from you. You need to stop shouting at people that are not interested in what you have to say. Instead, you have to focus on those that want you to solve their problems.

You have to have a system in place that does all the above. If you use this system to develop trust and willingly show people see how to solve their problems, then you will be different from most of your competitors.  You will also find that everything you do is marketing, which is a revelation to many IP lawyers that think it is just one thing to budget for.

You should aim to have a business model that does not look at marketing as an activity separate to your specialism. No, every time you communicate with prospects, every step you make them go through and every meeting you have should move them along you sales funnel.

The experience they have when you interact with them, and the value you provide to the relationship with them right from the start, is what will literally force them to sign up as clients.

So, if you are an IP lawyer, are you doing what everybody else is doing? Are you following the rules? If you are, then break them and do something different.

Systemise the way you build relationships with prospects, and how you communicate to them. This will give you more time to focus on providing a fantastic service to clients, and get you more quality leads than you have had before. It is what I teach with The Magneto Effect, and is a fundamental step to growing your business.

Trust me. You will be stand out as a leader within your niche if you do this, and attract more clients.

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