You ask your clients, “How did you hear about me?” Good. That’s important to know because it lets you do more of what’s working and less of what’s not.

Another helpful question to ask is, “Why did you choose me/our firm as your attorney?”

The odds are you were hired because of one or more of these reasons:

1. They know you. They’ve hired you before or know you (or one of your employees) personally. Or, they follow you on social media, came to your seminar, or subscribe to your newsletter.
2. They were referred to you. They know one of your clients, a professional or business contact, or someone else who recommended you.
3. You offer something other lawyers don’t offer–better results, different services, house calls, etc.
4. They chose you randomly. They saw your ad or found your website and saw that you do the kind of work they need, or your office is close to their house or on their way to work.

You can’t do much about the third and fourth reasons on this list. Where you can shine is with the first two. Which are about. . .

Your reputation.

You want clients and contacts to know, or be told by others who know you, that you are good at your job, but more importantly, that you are passionate about what you do.

You love your work, you love helping your clients, and it shows.

You give your clients extra time and attention. You make the evening call to see how they’re holding up after they get bad news. You go out of your way to help them with advice and recommendations and information that go beyond your legal services.

You show your clients you really do care about them.

Ultimately, most clients, certainly the best clients, choose you because of YOU.

Client relations is everything