Friday, November 4, 2011

How Clients Make Hiring Decisions

Familiarity, motivation, and trust. These are the three qualities that a prospective client must possess before he or she will hire you. So says legal marketing expert Dave Lorenzo on his Rainmaker Lawyer blog.

1. You must be visible. Writing articles, public speaking, appearing in the media, networking. These activities get you known in your community.

2. There must be a sense of urgency. Potential clients have to be inspired to hire you, either by the time sensitivity of their matter, or by your limited window of availability.

3. Expertise. The prospect must believe you are an expert at what you do. Closely tied to visibility, expertise can be demonstrated through website bios, war stories, referrals from other clients.

Lorenzo also argues that price has very little to do with the decision to hire. If you can establish visibility, urgency, and expertise, most potential clients will look past price.

Please click here to read Dave's original article.

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