What’s the best way to build a successful law practice? Great minds may differ but I say it is to build stronger relationships with your existing clients and professional contacts. When you do that,
- You get more repeat business and referrals
- You get bigger cases and better clients
- You get more introductions to key people in your market
- You get more testimonials and endorsements
- You get invited to speak at prestigious events and and build your reputation
- More people share your content, opt-in to your newsletter, and talk about you on social media
Marketing is easier. Growth happens more quickly. You spend less time and money building your practice.
Building a successful practice is a byproduct of those relationships.
Building stronger relationships starts with paying attention. Showing your clients and contacts that you’re interested in them and care about them personally, beyond your relationship as attorney and client or fellow professionals. And this is not difficult to do.
In his newsletter, James Clear, author of Atomic Habits, put it this way:
“One easy way to show you care about others is to ask them questions about their life.
What are they excited about?
What are they working on?
What are they hoping for?
Simply asking the question and listening thoughtfully is an act of generosity. You’re giving them the gift of attention.”
You’re an attorney. Asking questions is your thing.
And so is listening.
I suggest you also take notes. When someone tells you what they’re working on, shares a problem or desire, put that information in a file and the next time you speak with them or write to them, ask for an update about what they told you.
Building relationships can take time and effort but it’s easy to get started. Just ask questions and pay attention.
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