Why “Not Ready Yet” Doesn’t Mean “Never”

In this episode, Marc Cerniglia uncovers why “not ready yet” leads are often the ones that turn into your best clients — if you know how to nurture them. Too many law firms let these prospects fade away, simply because they don’t have the systems to stay in touch. Marc explains how simple content strategies like email newsletters, blogs, and social media can quietly build trust and ensure you’re the firm they remember when they’re finally ready to hire.

📌 Key Takeaways:

• Why most law firms lose future clients without realizing it
• How consistent content keeps your firm top of mind
• The role of trust and credibility in turning “not yet” into “yes”

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Chapters

• 0:00 Why Meta Costs Less
• 0:19 The LinkedIn Assumption Challenged
• 0:35 Where Executives Actually Scroll
• 0:54 Targeting High Earners On Meta
• 1:08 When To Use LinkedIn

Transcript

SPEAKER_00: 0:00

Um, short reason why is because it is almost always lower cost, both in terms of impressions than LinkedIn, also your cost per lead is almost always lower on meta. We've run hundreds of campaigns at this point, and with extremely few exceptions, that's how it shakes out. Now, the pushback we'll sometimes get is you know, we'll be working with a lawyer who targets a you know high-end professional, you know, C-suite type executives. And the thought process is, well, those people are on LinkedIn, they're professionals, so let's run ads on LinkedIn. But here's the thing most of those people are still active on Meta and Instagram as well. Very few people that I know um when they're bored at home are scrolling LinkedIn, right? Most of them are scrolling Instagram, Facebook, TikTok. LinkedIn just isn't the place where where people go hang out in their in their leisure time. So you can absolutely still find the C-suite uh business owner, business executive folks on Facebook. Does it take a little more work to target them? Yes, and we'd be glad to tell you how to do that and how we do that. Bottom line, in almost every case, we see better results advertising on Meta than we do on LinkedIn. So we typically start our clients with meta ads. There is a time and a place for LinkedIn, but it's not generally where we start with the Lumper Marketing Minute.