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How To Identify Your Ideal Clients For Your Firm

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How To Identify Your Ideal Clients For Your Firm

How-to-identify-Ideal-clients-for-your-firm
I say a big thank you to all our readers, for your comments and questions. It makes writing this worth it for me.

Some have asked that I take again the 2 principles for exceptional legal marketing. So let’s refresh our minds a bit about these two principles:

Principle #1 – You (and only you) decide who you want to see walk through the door as your client.
In other words, you must identify who your ideal client is. Your business is not targeted at ’everyone.’ There is an ideal client that you can provide exceptional value to, who will be willing to receive that value from you, and that relationship will be satisfactorily rewarding for both of you.

Identifying your ideal client is the cornerstone of any business. Your ideal client is someone who finds the perfect solution to his problems or needs through the services you offer.

To find out who your ideal client is you need to:

  1. Define the service you are providing from your client’s point of view.
    For example, ask yourself, what problems does my service solve for my client? How does the service I am providing improve my client’s life?
  2. Define the ideal customer for the service you are providing.
    What is his or her age, education, occupation or business? What is his or her income or financial situation? What is his or her situation today in life?
  3. Determine the specific benefits your client is seeking to gain from your service.
    What are the most pressing needs that your service satisfies?
    Why should your client choose to employ your services rather than another?
  4. Determine the location of your ideal client.
    Where is your client located geographically? Where does your customer live or work?
  5. Determine exactly when your ideal client employs your services.
    What has to happen in their life and at what time of year, season, month or week does your client employ your services?

In a nutshell, you have to identify who your ideal client is, who are the people you want to do business with and who are the people that will able to pay for your services.

Click Here to download a template you can use to identify your ideal client.

Principle #2 – Creating an Irresistible Offer
When you are creating an irresistible offer or service you want to provide, your goal is to attract just the right person and make them stop and say, “Hey, that lawyer has got EXACTLY what I really need!”

Remember: If you want to create an offer for your service that gets people to do business with you, you absolutely must have a clear and easily identifiable outcome.

Your clients want a specific solution that will give them a tangible result, an outcome that they desire.

Let your offer be built around the person that wants what you have to offer right now. You don’t have to convince them or “convert” them. You just have to prove to them that you can deliver and are the best choice for what they need.

If you follow these principles, you will attract the right clients to do business with you.

Don’t forget to click here for your template, to help you identify your ideal client.

I will be willing to look at it when you are done identifying your ideal clients using this template.

Your comments, questions on this will be highly appreciated.

To Your Success!
Mayowa Johnson

 

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