Why 85% of Clients Won’t Call You First—and How to Change That
Sylvia Garibaldi, BA Hons., BCom
CEO and Founder, Marketing, Training and Social Media for Legal, Mediation and Financial Professionals | Podcast Host
Did you know that 85% of potential clients research professionals online before making contact??
That means most people considering your services have already formed an impression of you before they ever pick up the phone or send an email.?
If your online presence isn’t strong, they may never reach out at all.
For professionals like attorneys, mediators and divorce professionals, this statistic is game-changing.?
Many professionals assume that if they are skilled and experienced, clients will automatically find them. But in today’s digital world, visibility and credibility are just as crucial as expertise!
Why Potential Clients Hesitate to Contact You
Even if someone needs your services, they may not reach out due to:
How to Build Trust Before Clients Ever Call You
Since potential clients are evaluating you online first, you need to create an engaging, credible, and approachable online presence that addresses their concerns and builds trust.?
Here’s how:
1. Make Your Online Presence Speak for You
Your website and social media should answer key client questions upfront:
?? Who do you help, and how?
? What makes you different from other professionals in your field?
? What should clients expect when working with you?
? How can they take the next step with confidence?
Example: If you’re a divorce mediator specializing in high-conflict cases, your website could include a video introducing your approach and testimonials from clients who found relief through your services.
2. Use Client-Focused Messaging
Instead of saying: “I have 15 years of experience in estate planning,,” try:
“Planning for the future can feel overwhelming. I help individuals and families protect their assets, ensure their wishes are honored, and create a lasting legacy—without unnecessary stress or confusion."
Reflection Question: Does your website or social media profiles sound more like a resume or a solution to your client’s pain points?
3. Consistently Share Educational Content
Potential clients need reassurance and proof of your expertise before they feel comfortable reaching out. One of the best ways to establish trust is by sharing valuable insights online.
Content Ideas:
Pro Tip: Not sure what to post? Write down the top 5 questions you hear from clients and create content answering each one.
4. Optimize Your Website for Conversions
Your website shouldn’t just look good—it should guide potential clients toward taking action.
Essential Features:
? Clear Call-to-Action (CTA): Every page should have a simple, direct next step (e.g., “Schedule a Free Consultation” button).
? Testimonials & Reviews: Build trust by featuring real client success stories.
? Live Chat or Contact Form: Make it easy for visitors to reach out with questions.
5. Leverage Social Proof & Networking
People trust other people more than they trust advertising. If clients see that others have benefited from your services, they’ll feel more confident reaching out.
?? Ask for Reviews & Testimonials – Encourage happy clients to share their experience.
? Engage with Industry Professionals – Build referral relationships with professionals who serve similar clients.
? Showcase Your Expertise – Speak at local events, guest on podcasts, or contribute articles to industry publications.
Outreach Script: “Hi [Colleague’s Name], I’ve been following your work on [specific topic], and I think we share a similar commitment to helping clients through difficult transitions. I’d love to connect and explore ways we can collaborate or support each other’s work.”
6. Address Emotional Barriers Head-On
Many clients are scared to take the first step—especially in sensitive areas like divorce or workplace conflict. Help ease their fears by:
Example: If you’re a workplace mediator, share a real (anonymized) example of how mediation helped a team resolve a long-standing conflict, leading to improved morale and productivity.
7. Track & Adjust Your Strategy
What gets measured gets improved! Regularly evaluate what’s working and what’s not.
?? Use Social Media Analytics to see which posts resonate most with your audience.
? Monitor Website Traffic using Google Analytics to track which pages people visit before they contact you.
? Refine Your Messaging based on the types of inquiries you receive.
Want free resources? Check out these podcast episodes!
To learn more check out these newsletters!
Your Clients Are Searching—Make Sure They Find You!
Potential clients are already looking for the services you provide.?
The question is, will they find you and feel compelled to reach out?
You don’t need to overhaul everything at once. Start with one step:
Small, consistent actions lead to big results!
The professionals who stand out are those who make it easy, comfortable, and valuable for clients to connect with them.
What’s one thing you can do today to make it easier for clients to find and trust you? Drop a comment or reach out—I’d love to hear from you! ??
CEO and Founder, Marketing, Training and Social Media for Legal, Mediation and Financial Professionals | Podcast Host
2 周Implementing just a couple of the strategies noted in this newsletter can make a huge difference in building your online presence.