How Smart Entrepreneurs Use Marketing to Win Before the Sale

“99% of marketers are only good at wasting money.”

I came across this quote while researching marketing frustrations among lawyers, accountants, real estate professionals, and other service-based business owners.

And honestly? It rings true for many of them.

You’ve experienced it before.

• You hired a marketer.

• You spent money.

• You saw no results.

Why?

Because most founders approach marketing without understanding the fundamentals.

You didn’t need another “blueprint” that worked for someone else.
You needed a framework—one that adapts to your business, your clients, and your growth goals.

Many business owners reduce marketing to a set of disjointed tactics:

• Running Facebook or Google ads

• Posting on LinkedIn or Instagram

• Building a new website

Those things are a good start—but without the right strategy behind them, they become a black hole for time and money.

A great ad doesn’t just grab attention—it keeps it.

A good ad might get someone to stop scrolling.
A better ad tells them why they should choose you.

Without clear messaging, you’re paying for clicks that lead nowhere. Instead of just talking about what you do, your ads should show the transformation your ideal client will experience by working with you.

LinkedIn, YouTube, and digital ads are all viable marketing channels. But the way you use them should be customized to your firm’s unique strengths and audience.

Marketing that works for a SaaS startup won’t necessarily work for a high-end law firm. And just because another firm saw success with a certain strategy doesn’t mean it will fit your firm’s time, capacity, and budget.

In my Breakthrough Strategy Sessions, we build tailored action plans to help firms avoid generic, cookie-cutter marketing approaches. Instead, we craft a plan that plays to your firm’s strengths while ensuring long-term, sustainable growth.

So, what does work?

• Getting clear on your niche & messaging – Define exactly who you serve and craft messaging that speaks directly to their biggest pain points.

• Building a system to attract & convert leads – Create a structured process that nurtures and converts prospects without relying solely on referrals.

• Establishing a marketing playbook – A documented system that ensures consistency, so marketing efforts don’t start and stop based on how busy your team is.

Without these, marketing remains an expensive experiment. With them, it becomes a predictable growth engine.

Most firms don’t need more marketing tactics. They need better execution of the right ones.

When you put the right strategy in place, marketing stops feeling like an expense—and starts driving real, sustainable growth.

If you're ready to build a marketing framework tailored to your firm, let’s connect.

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