My wife called to cancel a service we no longer need. After a few questions, the girl who answered the phone turned the call over to her manager.

He asked more questions. Were we unhappy with the service, did the rep do something wrong, is there anything the company could do to get us to stay, how about a free month of service?

Normal questions.

When we didn’t bite, the manager played the guilt card. He pointed out that the rep would suffer financially from our departure.

If that’s part of the script, they need a new script. Even if that strategy works, it leaves a bad taste in the mouth.

I’m guessing they’re getting a lot of cancellations right now and they’re feeling the pinch.

Anyway, the experience reminded me to remind you that having a retention strategy in place is important for lawyers.

When a client calls to tell you they’re leaving or they’re unhappy with something or they want you to stop working on their case, you should be prepared to ask questions, put out fires, and keep them on board.

And be prepared to work things out with them when they say (or it appears) they can’t afford to continue.

Think it through, write it out, spitball it with your team, and make sure everyone is trained on what to say and do.

Because it’s going to happen.

But, here’s the thing. There’s only so much you can say or do and only so many clients will stay.

That’s life.

What you can do is prepare their exit for their eventual return and for referrals.

Tell them you understand, accommodate their needs, apologize if appropriate, tell them they’re welcome back if their situation changes, and wish them well.

And whatever you do, don’t play the guilt card.

How to get former clients to send you referrals