A lawyer wants to know, “How often should I call a prospective client after a free consultation or a first phone call?”
The answer is you shouldn’t.
Don’t call. But do follow up.
Don’t call, because calling is bad posture. It makes you look like the pursuer, not the pursued. And that’s true even if you have someone in your office make the call.
You want to attract clients, not chase them. You are a professional. Highly sought after. Booked up.
Let them call you when they’re ready to hire you.
There are exceptions. If the prospect asked you to call. If they called you and you’re returning the call. Or if you are calling to find out if their wife’s surgery went okay.
Otherwise, don’t call.
Follow up by email or regular mail. Send them a thank you note. I enjoyed meeting you, let me know if there’s anything I can do to help.
Courtesy, not sales.
Then, put them on your mailing list. Send additional information about their legal issue. Articles and reports. Emails that direct them to relevant content on your website.
But no personal mail or email.
Stay in touch with them and all of your prospects by mail or email. Each time you mail, it reminds them that you still exist and you’re still available to help. You maintain a bit of distance and the correct posture because you’re mailing this information to everyone on your list, not just them.
Information, not sales.
If they came to see you and didn’t hire you, there’s a reason. If they don’t have the money, or they need someone else’s permission, sending information is about all you can do. When they’re ready and able, they’ll call.
If there’s another reason they didn’t hire you, you need to figure out what it is and fix it. Because until you do, no amount of information is going to get them to call.
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