Many of us are so busy trying to find new leads that we forget about the best source - our past clients. But there is new business from old contacts to be mined; here is how you do it:
Start by identifying your top 10 clients and set up appointments with them face-to-face over the next couple of months. Have an open and honest discussion with them about the state of their business, how the economy/tax law changes/healthcare law changes are affecting them, what actions they are taking as a result, what resources they need and how you can help them.
Perhaps they really need a business loan and you know of a local banker you could introduce them to. Or they may have to let a few employees go and are afraid of being sued. Maybe they need to do some asset protection right away in case their business fails to protect them against creditors.
The idea here is to not wait until they come to you; be proactive and address the issues in an open and honest way. They'll appreciate a listening ear and your legal advice. (And for heaven’s sake, don't bill them for the lunch!)
Looking for more Rainmaker Revenue-Generating Ideas?
One click of your mouse will take you to our website where you can see the current issue and subscribe to our complimentary monthly e-newsletter that will be delivered to your inbox every month.
Each issue is chock-full of legal marketing information you can put to use right away and share with your staff to maximize the effectiveness of your legal marketing plan. Click here now to subscribe to The Rainmaker Institute Law Firm Marketing Newsletter.