Client street is a two-way street

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Keep your clients happy. Deliver good results. Service (with a smile). Do a good job for your clients and you will be well-paid for your work.

Yes, but that’s not the whole story. 

You work for your clients, it’s true, but your clients also work for you. 

Oh, not literally, but that should be your attitude. You should expect that your clients will do things for you beyond merely paying your bill (on time). 

You should expect them to provide a positive review about you, for example, on one or more review sites. 

You should expect that they will provide you with a written testimonial, and give you permission to use it in your marketing. 

You should expect that they will “like” and “share” and “upvote” your articles, posts, videos, and other content, promoting you to their friends and followers and social media connections. 

If they have a blog or channel, you should expect them to mention you or interview you or offer you a guest post. 

You should expect them to tell their friends and clients about you, pass out your cards and brochures, and refer people who need your help.

Now, some lawyers actually talk to their clients about these things. They ask them to share and post and refer. There are ways to do that without making either the lawyer or client feel uncomfortable. But you don’t have to ask.

When you expect clients to refer, even if you never come right out and ask them to do it, they’ll pick up on the idea and come through for you. 

I call it “building a referral culture in your practice” and I talk about this in my (free) referral marketing course.

Here’s the link to the course.

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