It’s cheaper to keep a client than to find a new one

Before you invest another dollar or another minute looking for new clients, do yourself a favor and invest in retaining the ones you already have.

It’s cheaper.

They already know you and trust you. They already know what you do and they’ve seen you do it. You don’t have to go looking for them and woo them. You don’t have to do much to get them to hire you again.

Make sense?

So how do you retain clients? For starters, make sure you don’t chase them away.

A recent survey revealed that 23% of “customer complaints” are about rudeness or bad attitude. Hey, that’s an easy one to fix. Be nice, and if you’re already nice, find ways to be nicer.

Next on the list: don’t ignore them. Clients may run away from a rude lawyer, but most clients drift away from the lawyer who doesn’t pay attention to them.

If you ignore your clients, they may forget your name or the reasons they hired you and be easily seduced by the next lawyer who comes along.

That’s also easy to fix. Stay in touch with your clients.

What’s that? You’ve already done the work for them and they are unlikely to need your services again?

Silly boy. Have you forgotten about the referrals they could send you? Have you forgotten that those referrals are  easier to sign up than prospects who hear about you through an ad or online search?

Are you forgetting that if they refer you a client with a legal matter you don’t handle, you can refer them to another lawyer and earn their referrals in return?

Are you ignoring the other ways clients can help you like sending traffic to your website or telling their friends about your free report?

You worked hard to attract prospective clients. Once they hire you, you don’t have to do nearly as much (or spend nearly as much) to retain them.

Is there more to client retention than this? Sure. There are affirmative things you can do to strengthen your relationships and make your clients an advocate for your practice.

But let’s start with being nice and staying in touch.

Your clients want to send you referrals. Here’s how to help them do it

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