The Client
Growth
Playbook.
Learn how to get in front of the right law firms, start conversations, build visibility, and turn interest into clients. Start with the workshops and their tools, then browse real questions answered in PIBS live sessions.
Start with the workshop that fits what you need right now. Watch the video previews, grab the accompanying resources, and use the outreach scripts. Below, browse real questions answered during PIBS live sessions.
Go to the Clients. Don’t Wait for Them.
Put yourself in front of the attorneys you want to work with. Start genuine conversations, follow up, and create opportunities instead of waiting for someone to discover you.
Authentic LinkedIn Outreach: Start More Client Conversations
A practical, human approach to introducing your services, starting conversations, responding to interested attorneys, and following up—whether you have zero clients or several.
Open the LinkedIn outreach scripts + follow-ups
REMEMBER: The below samples should be made your own and written in your authentic voice. The point of this strategy being so successful when your business is new is that it can TRULY feel genuine and not like Chat GPT wrote a copy and paste cold-pitch for you. I didn't even use Chat in these samples. So please - you don't either :)
REMEMBER NUMBER 2: The likelihood of response is only 1-2%. That doesn't mean this is a waste of time, it just means you need to commit and take the time to send the volume. Remember to stay organized in your outreach and send follow ups!
LINKEDIN HUMBLE MESSAGE SAMPLE
Hi John, I am a 10 year criminal defense paralegal and have recently gone out on my own to start a small business supporting criminal law firms in a fractional capacity. I am working on getting my name out there, so I hope it's ok that I am messaging you here.
I'm not sure if you have any need right now for extra support, but I offer packages as low as 5 hours per month up to as many as you need. I can support in discovery, subpoenas, client intake, case file organization, calendaring and deadline management, motions, pleadings and trial prep support.
If you don't have any need now, I'd be so grateful if you'd save my contact information just in case something comes up, or pass my information along to a colleague you may know that needs some extra support.
Thank you for your time! It means a lot as a new business owner!
- Jaclyn
RESPONSE SAMPLE
Attorney responds: What do you charge?
You respond:
Thanks for asking! My packages start at $325 per month for 5 hours of support, and I offer discounted packages on higher volumes. I am happy to send writing samples and attorney testimonials of my work.
OR
Thanks for asking! My pricing depends on volume, as I offer discounts the more hours you sign up for. Can I ask how many hours you would estimate needing in supplemental support?
FOLLOW UPS
Didn't respond to first message: Hi again. I don't want to be a bother, but just making sure you saw my message in case you did have any current needs for an extra set of experienced paralegal hands.
Responded to second message (will depend on their response): Hi again. I wanted to make sure you saw my response about my pricing structure for my fractional paralegal support. I am happy to answer any questions you may have or, if you prefer, hop on a call to discuss in more detail.
LinkedIn Free Search vs. Sales Navigator for Lead Generation
Find relevant attorneys and decision-makers using LinkedIn search, lead lists, and Sales Navigator.
Build a Pipeline That Lasts
Create a repeatable rhythm of visibility, relationships, referrals, and follow-up.
Fill the Funnel: Sustainable Marketing for Long-Term Growth
Understand long-term visibility, repeated touchpoints, warm leads, and how to track conversions.
Marketing Map
Build a practical marketing plan with the companion worksheet.
Referral Sources
Identify and develop referral relationships that can send opportunities your way.
Guest Podcasting
Pitch podcast appearances and relevant articles to build credibility and visibility.
Track What Works. Improve What Doesn’t.
Know which efforts are producing leads, conversations, and clients. Use your numbers to do more of what works—and stop wasting energy on what doesn’t.
Tracking Your Business Like a CEO
Track leads, conversion rates, revenue and other business indicators with the spreadsheet.
Turn Interest Into Clients
Practice discovery calls and make the next step feel natural for the right attorney.
Real Life Discovery Call Samples
Watch the training and listen to two real discovery-call examples.
Discovery Call Readiness
Prepare for attorney conversations with the accompanying readiness guide.
Frequently Asked Questions
Specific marketing and client-acquisition questions, organized by theme. Open a category, select the question, read the quick takeaway, or jump directly to the recorded answer.
Find the Right Clients 2 questions
How do I identify law firms that are a good fit for my services?
How should I target law firms and describe my services to them?
Position Your Services 3 questions
How can I make my paralegal services sound valuable to attorneys?
Should I market myself as a specialized paralegal or as a service that matches firms with talent?
How do contingency-fee and flat-fee firms evaluate the value of paralegal support?
Visibility & Authority 2 questions
What should I post on LinkedIn when I run out of ideas?
How can I build visibility on LinkedIn while I am still employed?
Outreach & Prospecting 2 questions
How do I actually get my first freelance paralegal clients?
How do I start conversations with attorneys at in-person networking events?
Sales & Conversion 2 questions
How do I create urgency with an interested attorney who is not ready to hire?
How do I explain the value of freelance paralegal support beyond a W-2 versus 1099 hourly-rate comparison?
Video previews are embedded from the existing Vimeo recordings. If a recording has restricted embedding permissions, use “Open full training” instead. The Fill the Funnel conversion-rates resource is listed in the source workshop but no download URL was supplied.