Is it worth ‘getting to know’ your clients?


They hire you. They pay you. They’re happy with your work. But they don’t talk to you again until they have another legal issue.

They have no reason to contact you, but you have a reason to contact them.

Building relationships with your clients is one of the best ways to bring in more clients and cases, increase your income, and expand your network, with less effort or expense than anything else you could do.

Want more referrals? Stay in touch with your clients. Want to know who they know (and could introduce you to)? Stay in touch with your clients.

Have you ever signed up a client, asked them who represented them on their previous case, but they couldn’t remember? They couldn’t remember because their previous attorney didn’t stay in touch with them after they completed their case.

I’ve signed up a lot of clients who would have gone back to their previous attorney if they had remembered their name.

But don’t just stay in touch with your clients, get to know them personally. Find out about their business and personal life. They’ll tell you what you can do to help them.

If you someone needs help with a tax matter, for example, you can send them information and refer them to a tax professional they can trust. If a client tells you their business is struggling, you could introduce them to people (customers, advisors, vendors) who can help.

Things you might not know if you just did the legal work and called it a day.

Is it worth taking your valuable time to do this? As someone who built a big practice primarily through repeat business and referrals, I would say it is.

No matter what kind of practice you have, you’re in the people business. If you want to get to know more people, get to know the ones you already know a little better.

The Attorney Marketing Formula