I’ve heard it said that Harvard didn’t become the prestigious school they are today based on who they admitted; they become Harvard based on who they kept OUT.
One of the most powerful sales and marketing techniques you can employ is take away selling. That is basically where you position yourself as “THE” go-to-expert in your city or industry and turn the tables by making clients qualify to do business with you instead of you chasing them down, groveling at their feet, and bending your rules to suit them.
A good example of this is the entry page to his web site: www.snyderwins.com.
I would urge you to spend some time on this web site. Side note: the reverse copy on his web site is awful but the content and the entry qualification process is sheer brilliance. This is one of the best examples of take away selling I have ever seen. Another great attorney’s web site I found is www.benglasslaw.com