5 Tips for Attorneys to Get More Repeat BusinessOne of the most basic marketing strategies for law firm is getting repeat business from clients – yet many fail at doing this effectively.

There are two main reasons for this failure:

-Most law firms underestimate the demand from current clients for additional services.

-Most clients are unaware of all the services you provide.

Even if you have done a good job educating your clients about all the services you offer, they are human, likely busy, and may forget.  Here are some ways you can do a better job of erasing that disconnect:

Designate a dedicated relationship manager.  Usually the person responsible for managing the relationship is the same one responsible for managing the daily work.  What happens is that the long-term relationship management gets lost in the demands of the current workload.  Consider designating someone in the firm to be a dedicated relationship manager, working closely with the person who does the day-to-day work so he or she understands the client.

Integrate a formal review of potential issues into your client management process.  Provide your clients with a monthly review to determine if there are any issues or opportunities they should be aware of.

Actively look for opportunities where you can help.  By conducting a formal review, you are likely to identify a number of issues.  Some the client can handle on their own; others may need your attention, whether it is something you can handle for them or provide them with a referral to another professional they may need on their team.

Review issues and your suggested approaches with the client.  Rather than waiting for a client to come to you, be proactive in putting potential issues on the table and discuss how you are able to help as a valued partner, not as someone with a sales pitch.

Stay in touch every month. The easiest way to put your firm in the face of your past and current clients is to send them a monthly newsletter. It’s cheap, it’s fast and it works.

(Learn How to Get Your Law Firm Newsletter Done in Just 45 Minutes a Month)

While these tips will not work for every practice, they can be adapted for many clients.  It’s all part of micromanaging the client experience – if you take the time to really know your clients and the problems they are facing, you greatly increase your chances for repeat business.