The quickest way to increase your revenue is to sell new services to your existing clients. It’s easier and faster and more profitable than finding new clients for your existing services.
Your existing clients know and trust you. They hired you once and will hire you again. And you can communicate with (sell to) them at no cost.
Start getting excited.
Hold on. What if you don’t have another service to offer?
Could you re-configure your existing services to create a “premium” version? Something worth more that can justify a higher fee?
(Start working on that.)
How about optional add-ons or extra services to add to your current services? Perhaps an annual consultation package advising clients about taxes or investments, for example. You might team up with other professionals who specialize in those areas.
Could you develop a smaller version of your standard services, without all the trimmings, to appeal to clients who don’t need (or can’t afford) your standard package? How about branching out to different niche markets with specialized services for those markets, or by appealing to different languages and cultural features?
Could you develop a consumer “division” of your business firm? Could you start a small business division for consumer clients who are interested in starting or buying a business?
And, if you don’t want to develop a new service, or change any of your existing offers, there are always referrals—to and from other lawyers and businesses who may be able to reciprocate.
Your clients have lives and interests beyond the services they hire you to perform. Find out what else they need or want and figure out a way to help them get it.
