By: Kristin Davidson, CLE Companion
“You can tell how successful someone’s business is going to be by how they show up day to day.” This has been proven true across many sectors of industry. Consistency and sincerity of your interactions with clients is THE integral piece in a successful law practice. Forget everything else for a minute and remember: No Clients = No Law Practice. So let’s keep them!
Rethinking how you show up for your clients and potential clients when it’s not time for you to sell, and it’s not time for business development, and definitely not only when it’s time to send a bill. This simple task will set you apart and increase your bottom line.
Consistent Communication is the Key, and communication can come in many different ways.
How can you structure this communication in the most effective way?
Here are 3 proven steps to successful communication and increased referrals:
1. Post Content
Make sure you are publishing regular content. Content is really just strategically spilling out the contents of your brain, your wisdom, and your brilliance in any number of ways.
Writing Blog Posts would be the first thing that comes to mind when we are talking about content. This can be on your personal website, your firms’ website or write for online publications like ABA or Medium. Write the articles, then follow up by sharing them on your social media channels and Email them to your clients/ prospects.
Videos are also a great tool. If you have a smartphone, you can record a pretty decent video in a matter of minutes and use online media software (or apps like QUIK) to edit them. Sharing videos on social media channels is proven to get 20x the traffic as a post or article, and it shows your clients that you are able to adapt with the times.
Content can be published in many different ways but make sure you are publishing content on the platforms that your clients are on. Post to your content online first and share it on Social Media second. Post on a regular basis so that your name is in front of people when they need you, not just when you need them.
2. Make Phone Calls Personal
A phone call is personal and extremely effective. When you are making these calls make sure it is only because you’re checking in. Also, make sure you don’t do this at a time when you’re getting ready to bill or sell something. This is a call just to check in with somebody to see how they’re doing.
If you know something about them, make a note about something going on with that person, use these notes as reminders to mention something unique to them when you make this call. Show you were and are paying attention.
Any business or case-related calls should be made in addition to these personal calls and use your intuition. If you are talking to them daily about their case, a personal call is probably not necessary. If they have you on retainer and it’s been a little quiet for a week or two, then definitely reach out.
If you’re thinking you don’t have time to do this, spread them out. These people are one of the most important parts of your business, and you need to make time for them. They are your clients or potential clients. Remember that if you can’t or won’t show these people how much you care, someone else will.
3. Be Consistent
Do all of this with consistency. This is one of the biggest challenges for all of us who have businesses. Your law practice is your business.
When putting out content, or calling someone, or showing that we care, the consistency is absolutely critical because, in peoples’ minds, you are there, and when you are there regularly and the day comes when they need you, then hopefully you’ll be top of mind. Publishing content consistently puts you in front of people when they need you, not just when you need them.
The easiest way to complete this is to make a schedule. For Example, Post new content on Tuesdays and Thursdays, make personal calls on Monday, Wednesday and Friday.
Use these tips for a few weeks and watch the referrals, personal branding and opportunities pour in! I hope you find these tips helpful!
About the Author: Kristin Davidson is the Executive Director of CLE Companion, an entirely virtual platform for completing CLE Credits that is taking the Legal Education industry by storm. Touted as the easiest, most cost-effective and complete resource for Online CLE, see for yourself what the buzz is all about here.