Some attorneys don’t do any marketing. Not in the way most people think of it.
They don’t have a website, write a newsletter, do social media, create presentations, or advertise. They don’t network, do interviews, or stay in touch with their former clients.
And yet they have a thriving practice. More business than they can handle.
They may have done some marketing early in their career, or when they started their own practice, but they no longer need to do that.
So, how do they build their practice?
- They work hard for their clients, deliver great outcomes, and give them great “service”.
- That’s it. This brings them lots of repeat business and referrals.
That’s what my father did.
He did some networking when he started practicing. Later, he became personal friends with many of his better clients. And that’s about it.
Once he had some good clients, he got more of them. He didn’t ask for referrals, they just happened.
New clients led to more repeat business and referrals and, over time, his practice grew and grew.
Old school, but it works just as well today. And it should be the foundation of your practice-building efforts.
But you have to give it time.
If you want things to go faster and your practice to grow bigger, here are 3 things you should do next:
- Set up a one-page website that lists your practice areas and contact info. Make sure your clients have the url so they can see “what else” you do, e.g, your practice areas. When they have a referral, they can send them to that page. Later, if you want to, you can add an “About” page (with your head shot), answers to FAQs, a few articles and other information a prospective clients might want to know.
- Stay in touch with your clients and contacts. You might start with birthday or holiday cards. Later, if you want to, you can send them articles you think might interest them. Find these online or write them yourself. Send these regularly and you can call it a newsletter.
- Create a handout to give to your clients and contacts they can pass along to their clients and contacts. A form, checklist, report, or list of resources. Something helpful your clients can give to friends, and your professional contacts can give to their clients.
Is there more you can do? Of course. But this is a good place to start. If you do a good job for your clients and give it time, you might not need to do much more.
How to start and build an email newsletter to build your practice
