Are you asking the right questions?

One of my clients targets attorneys, and on his website's lead form, he asks:

  • Is your revenue less than $500k?
  • $500k to $1 million
  • $1 million to $5 million
  • Over $5 million

Given no pre-existing relationship, do you think the attorney will respond honestly?

Instead, my client can ask these two revealing questions:

  1. "What type of law do you practice?"
  2. "How many attorneys do you have at your firm?"

The answer to these two will give him the approximate revenue figure he needs to qualify them.

Here's the thing...

I wouldn't have known this if I didn't already have years of selling agency services to attorneys.

Serving a vertical buyer over an extended period gives you specialized knowledge. 

Knowledge that can accelerate growth.


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