25 Lawyer Markteting/Client Development Practical Tips I Wish I Had Known Years Ago

Originally published by Cordell Parvin.

When I coached groups of lawyers at law firms, I shared with the lawyers ideas I wish someone had told me when I was a young lawyer. Here are some of those tips.

1. Create Goals and Actions to Achieve the Goals-It’s fine to create end result goals, but don’t stop there. Create action plans.
2. Breakdown Your Action Plan-Create 90 days or monthly action plans. Lawyers who prepare a business plan for the year tend to put it in their desk and don’t look at it again.
3.  Plan and Schedule Client Development Activities Each Week-Decide what you plan to do, estimate how much time it will take and then schedule it on your calendar
4. Keep a Client Development Journal-Keeping track makes it more likely you will actually do the activities and it will enable you to figure out what was the best use of your time.
5.  Have a Client Development Partner-Like a workout partner, a client development partner makes it more likely you will do the activities.
6. Join Industry and/or Community Associations/Organizations and Seek Leadership Positions-Join just a few organizations and become visible by leading or speaking.
7. Stay in Contact-Use multiple means (notes, calls, lunches, coffee, blogs, email, LinkedIn).
8.  Conduct Workshops and Seminars for Clients-(Get CLE credit if doing it for in-house lawyers)
9.  Put Links to Published Articles on Your Website Bio-You want perspective clients to read what you have written
10.  Create a Blog-Blog posts are easier to write and more timely than writing articles that are published weeks or months later.
11. Create a Guide-This can be a handout at industry presentations. Make it short and concise.
12.  Read What Your Clients Read-Find out their industry publications and subscribe to them
13.  Identify Referral Sources-Referral Sources expand your network to perspective clients
14. Write Thank You Notes-Let clients know you appreciate the opportunity to serve them.
15. Get to Know Assistants-A client representative’s assistant can be a great source of goodwill.
16. Joint Venture Programs with Client Representatives-They will enjoy being asked and working together will help build the relationship
17. Become involved in your clients’ favorite charities-This is another way to build the relationship and let the client know you care about what is important to them.
18. Return phone calls and emails promptly-Clients do not want to wait.
19. Build database of information on your clients including spouse’s name, children’s names and ages, hobbies etc.-This helps you find reasons to be in contact with clients
20. Go to events you would rather skip-You never know where you will run into opportunities.
21.  Have your elevator speech ready-Create several so you can use the appropriate one
22.  Have your elevator questions ready-People want you to be interested more than they want you to be interesting.
23. Call, email and write clients-Just to see how they are doing
24. Do something no matter how small each and every day-Make a list of potential things you can do each and every day.
25. Read books about sales and service-Figure out how other businesses do it effectively by reading about them. Tell me a topic of interest, I will suggest a book for you.

The post 25 Lawyer Markteting/Client Development Practical Tips I Wish I Had Known Years Ago appeared first on Cordell Parvin Blog.

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