The #1 Way To Grow Your Practice: Work your existing clients and referral sources!
By Irene Leonard, Lawyer Coach
The #1 way to build your law practice is to develop the relationships you already have. Build on the relationships you have with your existing clients by maintaining and expanding existing good client relations. At the same time spend time developing your relationships with past clients and those people that have referred clients to you. One of the best ways to increase your market share is to build on what you have.
You can expand and cement your existing and past relationships with clients by:
- Knowing your client's business. What steps do you need to take to really understand your client's business?
- Sending information to your clients that is helpful for their business.
- Contacting clients by phone to see what challenges they are facing.
- Visiting clients at their place of business.
- Making referrals to their businesses.
- Maintaining contact with your clients.
There are a variety of ways to maintain contact with your clients and referral sources. You can - send a firm newsletter, personal letter, hand-written note, email note, have lunch, a client-appreciation networking gathering, attend networking functions they will attend, or give them a quick call. Whatever - but do it!
Another way to cement your existing client relationships is to let them know why you like working with them. For example, does the nature of their legal matter excite you? Are they a cooperative, responsive client? Let the client know what you value about them. Be honest.
When maintaining contact or developing your relationships keep others informed of your own business developments:
- Let them know how you are using technology to increase the benefits you offer to your existing clients.
- Keep your clients informed of the changes you make to your practice. They don't know unless you tell them.
- Ask your clients for work and referrals - let them know that although you are busy you would still like more work and referrals for new clients from them.
Managing your existing relationships, providing outstanding legal services, and maintaining good working relations with your client will help you retain clients and increase your client-base. Here are some ways you can maintain good relations with your clients (Check all the ones that you consistently do):
- Communicate without legalese with your client.
- Generally be available. Have answers for your client.
- Return all client calls promptly.
- Have your assistant return calls if you are unavailable.
- Don't keep clients waiting.
- Be sincere.
- Listen to your clients.
- Be truthful and maintain high standards of integrity.
- Be committed to the speedy resolution of your client's problem.
- At a minimum appear to be organized and efficient.
- Clearly define goals and objectives with your client.
- Have a clear, specific retainer letter.
- Establish rapport with your client.
- Know your client's business.
- Know what is important to your client.
- Acknowledge your client.
- Continually move their matter forward.
- Keep your client informed. When your client hears nothing they assume their lawyer is doing nothing.
- Give extra value to your client.
- Deliver more than required to your client.
- Build a team with your staff to support your clients.
- Ask for and get feedback from clients.
- Enjoy their work.
Happy Practice Building!
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