Your clients are more than an amalgam of the legal problems they bring to you and the more you know about them, the more you’ll be able to help them.
And helping them is one of the best ways to inspire them to help you.
If you want your clients to fall in love with you, send you referrals, and tell the world about your amazing ways, if you want them to go out of their way to help you, you should be prepared to do the same for them.
Help them solve problems and achieve goals that go beyond the core services you offer.
Send business clients referrals. Introduce them to professionals and business contacts who can do the same. Send traffic to their websites. Promote their events. Post reviews about their products or services.
Send consumer clients information that can help them save time or money. Recommend trustworthy contractors and vendors. Refer them to tax, insurance, real estate, and investment professionals. Support their charitable causes.
How do you know what your clients want and need? You ask them.
In new client intake forms, ask questions about their business or personal life. When you speak to them on the phone or in the office, listen carefully for clues about their problems or goals. When you’re done talking about their case, ask “How’s business?” or “What’s going on with you and the family?”
Get your clients to open up to you and they’ll tell what you can do to help them. If you can’t help them yourself, go out and find someone who can (and help them get a new client or customer).
The more you know about your clients, the more you can do to help them and the more you do that, the more likely it is that they will help you.
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