Case Barnett Law - March 2019

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The shotgun lead generation approach is both ineffective and inefficient. For years, businesses put the power of decision-making in the hands of the consumer. Companies chased after any opportunity to put their name in front of a lead, hoping their skills would lead to a conversion. It wasn’t until recently that marketing and lead generation trends flipped the tables. Rather than an organization spraying out strategies across every feasible medium, new tactics implement a more targeted approach to get the right clients. Here are three questions you can ask to qualify your prospects. What does your ideal prospect look like? Rather than taking any client they can get, a smart business owner focuses their attention toward the leads they want. It’s important to focus on candidates in a specific demographic. Doing business with those who match your requirements will result in happier clients and better relationships. How much time are you willing to spend on a lead? Once you understand the type of client you’re looking for, the next step is to designate how much time you’re willing to spend fostering a connection. Just because someone fits what you’re looking for doesn’t mean they are worth the time investment. Some of your ideal prospects will demand 3 Questions to Ensure You Obtain the Right Clients ARE YOU QUALIFYING YOUR PROSPECTS?

excessive time from your team, making the cost of client acquisition even higher. Set a maximum amount of time you’re willing to dedicate to a lead, and as you get closer to that threshold, ask yourself if it’s worth continuing that relationship. Does the prospect align with your values? You may attract the right lead, and you might be able to convert that lead efficiently, but that doesn’t mean they are the right fit for your company. Above all else, a client needs to match your core values. Your team is a direct reflection of your company, but so are your clients. By qualifying your prospects effectively, you’ll increase client retention, improve client satisfaction, and create rave followers. Rather than trying to find leads under any rock you can turn over, ask these three questions about each prospect, and you’ll find more success in business.

OUR CLIENTS SAY IT BEST "I highly recommend Case as an attorney. He believed in me and my case, and we won! His dedication to his profession makes him better than any attorney in Orange County. If you want results that will change your life, I recommend Case Barnett. He is the one person you want on your side in difficult times." –Kelly H.

"Case gets emotionally involved and truly understands what I and my family were going through. I was having a hard time finding a lawyer to take my case ... I’d given up and decided Case would be my last call. I am so thankful to Case for handling our needs so excellently. Case gets results! Thanks for everything!" –Allison S.

This publication is intended to educate the general public about personal injury and elder abuse. It is not intended to be legal advice. Every case is different.

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