Client relations Archives - Page 33 of 38 - The Attorney Marketing Center

Is marketing legal services hard work?

May 22, 2012 by David M. Ward

It’s just work. Marketing, that is. And it’s not hard, really. Compared to the rest of what you do, how hard is it to make a few calls or write a few emails?

It’s not hard to write an article or outline a talk. It’s not hard to invite someone for coffee. It’s not hard to hand write a thank you note to your new clients.

It’s not hard to do these things. It’s just work. But you have to do it.

I heard from an attorney yesterday who has a friend who always seems to have plenty of new clients, yet he doesn’t “do” any marketing. Trust me, he does. If he has a big enough base of clients, which he does after twenty years of practice, marketing for him means little more than saying please and thank you and staying in touch with his former clients. He did the “hard work” years ago when he had no clients. Now, marketing is so easy for him it appears like he isn’t doing any.

The hard part for many attorneys isn’t the work, it’s the ego. If you believe you “shouldn’t have to do this,” you’re going to resent doing it and it will be unpleasant for you. If instead, you believe that marketing is part of the job, not beneath you and really not that difficult, you might actually enjoy it.

You’ve got to get your ego out of the way and just do the work. Schedule time on your calendar every day for marketing and keep the appointment with yourself. Even 15 minutes a day will help you make progress, if you do it every day.

It’s just work.

Filed Under: Career satisfaction, Client relations, Marketing legal services, Personal development, Thank you letters Tagged With: is-it-hard-to-work-in-marketing, is-marketing-a-hard-job, is-marketing-hard, is-that-marketing-difficult-to-do-it, Marketing legal services, marketing-hard-job, marketing-legal-workout-work, mss

The best way to open and close your emails and letters

May 11, 2012 by David M. Ward

“Dear Reader:”

Doesn’t make you feel all warm and fuzzy, does it?

“Dear Friend,”

A little better. And note that a comma is less formal than a colon.

“Dear George,”

Much better. Speaking to an individual. Nothing sweeter than the sound of one’s own name. But “Dear” is a bit old fashioned in an email.

“George,”

Arguably the best way to open an email. Much better than “Hey!” although it’s okay to use something like that for informal messages with people you know really well. Of course if you know the recipient really well, you could skip the salutation altogether and just get right to the message. Perfectly acceptable in email today.

What if you’re mailing to a big list of people? A lot of cc’s or bcc’s or your email newsletter?

Of course you must consider to whom you are writing and the context of the message. You don’t want to be unprofessional, but email is generally considered a less formal medium so a less formal greeting is almost always appropriate. If you don’t know which salutation to use, consider omitting it. You’ll probably be just fine.

What about signing off? “Very truly yours,” or “Regards”? “Sincerely,” or “All the best,”?

I usually sign my emails with “All the best,” followed by just my first name. Friendly, personal, informal. Or I just put my name with no close. With people I email to a lot, I often put my initials (just to be different) or no close at all.

Your emails should be a natural extension of who you are, but also reflect the context of your relationship with the recipient. Use whatever feels right to you, but lean towards informal. Formal messages put distance between you and the reader, and you generally want to bring them closer.

Snail mail is more formal than email, of course, but a personal salutation and warm closing will go a long way towards reaching out and connecting with your reader. “Dear Mr. Jones,” or “Dear Joe,” is much better than, “Dear Client:”.

If you’re sending something to opposing counsel and you want to be businesslike and maintain posture (and a little distance), you’ll probably continue using whatever you use now. With clients and prospects and colleagues, anyone with whom you have or want to have a closer relationship, a less formal and warmer approach is warranted.

Finding the right salutations and closings begins with greater awareness. Over the next few days, take a few minutes to review the emails and letters you send and receive. What do others do? How do they make you feel? What do you do and what affect do you think they have on your readers?

Chances are you won’t make many changes with letters and emails sent to counsel or insurance carriers, nor do you really need to. But there’s probably a lot you can do with letters to clients and friends.

What salutations and closings do you use in your emails and letters? Have you considered any alternatives?

Filed Under: Client relations, Communication, Email, Newsletters, Writing Tagged With: all-the-best-closing-email, all-the-best-salutation, are-emails-better-than-letters-marketing, best-way-to-close-out-an-emails, best-way-to-open-an-email, best-way-to-open-email, close-email-with-best, email-closing-salutations, email-salutations-and-closings, email-salutations-closings-2012, email-salutations-regards, ending-salutations-tech-newsletter, good-way-to-close-an-email, good-way-to-sign-an-email, lawyer-marketing-letter, letter-fashion-marketing-salutation, most-professional-way-to-open-an-email, newsletter-opening-salutations, right-salutation-for-a-close-relation, vs-dear-client

If I were starting my law practice today, here’s what I would do to bring in clients

May 7, 2012 by David M. Ward

If I were opening a law practice today, my “marketing plan” would be very different than it was when I opened my office thirty-plus years ago.

The Internet changes everything.

So. . . here’s what I would do:

I would start by setting up a web site to showcase what I do. It would be my online brochure as well as a mechanism for networking and lead generation. It would be an information hub, the center of all of my marketing activities.

My web site would be a self-hosted WordPress blog so I could update it without depending on anyone else. I would spend less than $10/yr. for a domain, and less than $10/mo. for hosting.

I would keep things simple, with a clean, professional look. I would favor quality content over bells and whistles. The look would say, “competent, confident, accomplished and approachable,” because that’s what I would want if I was looking for an attorney.

I would add articles and other content to the site, to provide value to visitors and generate search engine traffic. I would continue to add content, seeking to make my site the most comprehensive in my practice area. When someone needed an answer, everyone would point them to my site.

I would make it easy for visitors to contact me through the site and I would encourage this. I want people to ask questions. My answers bring me one step closer to an appointment and a new client. Their questions and my answers would also give me fodder for new content.

I would add testminonials and success stories to the site, providing social proof of my capabilities and add a dramatic aspect to otherwise dry material.

I would set up a lead capture system, using an autoresponder to deliver an online newsletter. I would encourage visitors to subscribe so I could stay in touch with them. Over time, I know they will become clients, provide referrals, and generate even more traffic to my site through their social media channels.

Once my hub was set up, my focus would be to drive traffic to the site and grow my list. I would start by leveraging my existing contacts, telling them about my site and the benefits of visiting. I would ask them to spread the word to the people they know.

Every piece of printed collateral, including my business cards, would include a link to my web site. Every email I sent would link to the site. Every article I wrote would include a resource box and a link to my site.

I would become active in forums and on social media. I would do some networking and speaking to meet new contacts and to stay up to date with the news in my target market.

I would look for other professionals who target my market and propose writing for each other’s blogs and newsletters. If they were physically near me, I would meet them for coffee and explore other ways we could help each other.

I would regularly email to my list, notifying them of new content on the site and sending them other content I found that I thought they might like to see. I would stay in touch with them so that I would be “in their minds and their mailboxes” when they needed my services or encountered someone who did.

I would let people know I appreciate their referrals and thank those who have provided them in the past. I would suggest other ways they could help me, i.e., forwarding my emails to their friends and contacts, promoting my seminar or other event, or introducing me to people they know that I should meet.

I would look for ways to provide added value to my list and even more so to my clients. I would give them information and advice, but not necessarily in my practice area or even anything legal.

I would smother my clients with attention, exceeding their expectations in every way possible, because I know the best way to build a law practice is with referrals from satisfied clients and other people who know, like, and trust me.

Wait. . . Â the Internet doesn’t change everything. Marketing is the same today as it was thirty years ago. The Internet just makes it easier, quicker, and less expensive.

Filed Under: Client relations, Email, Image, List building, Marketing legal services, Marketing Plan, Newsletters, Online Marketing, Referrals, Social media marketing, Technology, Web traffic Tagged With: 2012-if-i-were-starting-a-new-business-today, attorney-marketing-blog, averageincomelawyer, best-contacts-for-fmily-attorneys-building-practice, Blogging, how-do-i-get-a-free-email-formy-law-practice, how-to-build-my-law-practice, how-to-start-a-law-prractice-today, if-i-were-a-lawyer-starting-practice-today, law-practice-what-to-do-when-clients-dwindle, starting-a-law-practice, taglineexamples, when-can-i-start-my-law-practice, write-blog

How to be more persuasive in your writing and speaking

May 2, 2012 by David M. Ward

When I was in law school I helped a friend with her divorce. I prepared the Petition (yes, under supervision) and served it.

In those days, even though there were no children or real property and the matter was uncontested, she had to appear in court. I went with her to the hearing in downtown Los Angeles and we waited in the hallway for the courtroom to open.

I’d never seen my friend so nervous. She had never been in a courtroom and was afraid she wouldn’t know what to say. I told her this was a very simple case, the judge would ask a few basic questions and everything would be over in a few minutes. I kept talking, trying to calm her down, but nothing seemed to work. She was visibly shaking and barely able to speak.

Finally, I said, “Oh, here comes the judge.” I was looking over her shoulder behind her. She turned to look. Coming towards us was a shabbily dressed old man with dirty, unruly hair and an unshaven face. It was not the judge of course but a homeless man and the sight of him shuffling down the hall made her laugh.

A good laugh was exactly what the doctor ordered. My friend was able to get through the hearing and soon, we were on our way home.

In the car, she thanked me for helping her and especially for helping her to calm down enough to get through the hearing. It meant a lot to her that I cared enough to do that. We are still very good friends today, more than thirty years later.

So, why did I tell you this story? I could have simply made the point that your clients want to know you care about them and really do appreciate the little things you say or do.

Telling you that story was a better way to make that point, don’t you think?

I talk a lot about using stories in your writing and presentations. You’ve often heard me say, “facts tell but stories sell” and I’ve explained why:

Stories have people in them and the reader or listener can relate to them and their experiences.
Stories have a dramatic theme; people want to know, “what happened next?”
Stories haveÂ verisimilitude; they “show” instead of “tell,” and are often more persuasive than a logical argument
Stories appeal to human emotion. When you make people feel something, you connect with them on a deeper level.
People remember stories long after the facts are forgotten.

As you read my story, I hope you were you able to see my friend and me in that hallway and you could relate to the experience of trying to comfort a nervous client. If you could, then my story did double duty–it made the point about showing clients you care and it showed you why you need to put more stories in your writing and presentations.

Filed Under: Blogging, Client loyalty, Client relations, Communication, Copywriting, Marketing legal services, Presentations, Public Speaking, Salesmanship, Writing Tagged With: fill-in-the-blank-ppt, how-can-i-be-more-persuasive, how-might-this-help-you-be-more-persuasive, how-to-be-more-persuasive, how-to-be-more-persuasive-in-the-courtroom, how-to-be-more-persuasive-in-writing, how-to-be-more-persusive, how-to-be-more-pursuasive, httpwww-attorneymarketing-comblog, in-business-what-does-it-mean-to-find-a-legal-need-and-fill-it, patty-skolnik, persuasive-writing, persuasive-writing-courtroom-experience, stories-about-shabbily-dressed-old-man, the-easier-it-to-get-someones-attention-the-less-worth-it, to-be-more-persuasuve, topics-for-persuasive-writingspeaking-2012, what-can-attorneys-give-away-to-promote-their-business, what-is-more-persuasive-writing-or-speaking, why-is-it-better-to-speak-more-simply-in-persuasive-writing

Success in legal marketing is yours for the asking

April 23, 2012 by David M. Ward

Marketing your services is so much easier when other people help you. And help you they will. All you have to do is ask.

So ask.

Ask for referrals. Ask for introductions. Ask for advice from other attorneys. Ask your clients for information about your target market. Ask people to Like your Facebook page. Ask people to forward your newsletters and recommend your seminars. Ask clients what you can do to better to serve them and ask prospects how you can win their business.

Ask and ye shall receive. Seek and ye shall find.

Often, attorneys have trouble asking for help for themselves. They have no problem asking a judge or jury for relief for their client but when it comes to asking people to help them, they get uncomfortable. Their ego gets in the way. They think it makes them look weak. But the opposite is true. Asking for help is not a sign of weakness, it’s a sign of confidence and strength.

And people want to help you. It makes them feel good to do it. It makes them feel appreciated and important. You flatter them when you ask.

Don’t you feel good doing favors for others? You know you do. You like being asked and you like being able to help. It feels good when someone says, “thank you”. So look at asking for help as an opportunity to make others feel good.

Now, I want you to do me a favor. I want you to ask someone for help today and let me know what happens. It will make me feel good to know that my advice worked for you. So will you do me that favor? Thank you, I appreciate your help.

Filed Under: Client loyalty, Client relations, Communication, Marketing legal services, Personal development, Relationship marketing Tagged With: daniel-gold-evernote-torrent, how-does-rocketlawyer-make-money, how-rocket-lawyer-makes-money, how-to-ask-an-opposite-lawyer-for-a-favor, rocket-lawyer-siteattorneymarketing-com, telephone-charges-icon

How to find out what your clients want (so you can give it to them)

April 4, 2012 by David M. Ward

Attorneys ask a lot of questions. We ask to find out what our clients want and need so we can prepare the right documents. We ask questions through discovery, to avoid surprises, develop a strategy, and gain an advantage. Questions are how we tell a story in the courtroom or negotiate a settlement in the hallway. Questions are even how attorneys answer questions they don’t want to answer.

We’re good at asking questions.

We know when to ask open-ended questions and when to ask leading questions. We know how to question a hostile witness, an expert witness, and our own client. We know when a question is proper and when it is objectionable.

All day, every day, we ask questions in our work. Why don’t we do the same thing in our marketing?

Your clients and prospective clients can tell you what you need to do to grow your practice. They can tell you what you need to say to get them to say yes. They can tell you what you need to do (or not do) to make them happy. They can give you information you can use to improve every aspect of your practice.

All you have to do is ask.

You can ask about the specific handling of their case, what they liked best in your latest newsletter, or how they were treated when they called to make an appointment.

You can ask what topics they would like you to write about in your newsletter, whether they are interested in other services you’re thinking about offering, and whether they think your fees are too high, too low, or just right.

You can ask them what you did well for them, and where they felt you could have done better. You can ask which headline they like best, which blogs or magazines they regularly read, or whether they want paper copies mailed to them or if email is just fine.

You can ask in person or over the phone, through email or online surveys and polls. You can ask directly or, for more honest feedback, let them answer anonymously.

You can ask anything, and they will tell you, and what they tell you could be worth a fortune to you.

What if you have always assumed your clients wanted updates only when there is something important to report but in reality, most of them want to hear from you every month? What if you’ve been writing about how to avoid infringing on others’ patents but they want to know is how to minimize employee lawsuits? What if you have always assumed your receptionist is doing a good job but half of your clients think he is rude?

And guess what? People like being asked. They like giving their opinions and they will appreciate you for asking. It tells them that you care about what they think, and that you want to make them happy.

Make a list of questions to ask your clients and prospects and business contacts. Get in the habit of regularly asking people what they want, what they like, and what you can do to improve. And then do something even more important: listen.

Filed Under: Client relations, Communication, Law office management, Marketing legal services, Salesmanship Tagged With: asking-your-clients-what-they-want-to-hear-from-you-about, clients-want-what-they-say-they-dont, get-them-to-want-to-be-with-you, how-can-i-create-a-survey-to-find-out-what-clients-want, how-to-ask-when-would-you-like-to-make-an-appointment, how-to-find-out-what-a-client-wants, how-to-find-out-what-clients-want-and-need, how-to-find-out-what-my-clients-want-in-a-news-letter, how-to-find-out-what-your-clients-like-to-do, how-to-find-out-what-your-clients-want-from-you, how-to-find-out-where-so, how-you-can-find-the-needs-of-your-client, legal-service-marketing, list-of-questions-to-ask-a-client-to-see-if-they-are-happy-with-your-service, questions-to-ask-clients-to-make-them-think, surveys-finding-out-what-clients-want, what-clients-do-when-they-wanto-to-create-an-appointament, what-do-perspective-clients-want-to-hear, what-information-would-you-want-to-find-out-about-your-client-before-your-care, what-questions-should-i-ask-to-find-out-what-my-clients-want

The one thing attorneys need to know about getting more referrals

March 8, 2012 by David M. Ward

If you’re not getting as many referrals as you think you should, the primary reason is that you don’t deserve them.

Ouch.

“But I’m good at what I do. I work hard for my clients and I produce results.”

Sorry, that’s not enough. That’s the minimum standard for any professional. If you aren’t competent and you don’t consistently get results for your clients, you shouldn’t be practicing law.

I can’t give you a checklist of things to do or say that will qualify you to deserve referrals. It’s not that simple. And yet, it’s not complicated, either.

Mostly, it’s common sense and common courtesy. It’s answering your client’s questions before they ask them. It’s offering them coffee because you truly want them to be comfortable, not because it’s expected. It’s speaking to them and making eye contact and shaking their hand and letting them know you’re listening.

It’s not taking phone calls during the client meeting or talking about other clients or cases that are on your mind. It’s showing up early at court not because you need to but because you know your clients are probably nervous and you need to be there for them.

Look at what you do from your client’s perspective. What do they expect from you and what do they get? From the moment they first speak to you on the phone to the last time they meet with you, and everything in between, what do you say and what do you do? What do you not say and not do?

Everything is important. Everything counts. It’s hundreds of little things and you have to get most of them right.

Your clients want to feel like you understand them and care about them as people, not as names on a file. They want to know that although you’ve done this 1000 times before, they are in that moment your most important client. They want to know that you truly appreciate them and that you know they could have gone to 100 other attorneys but they chose you.

Even more than your legal services, they want your respect.

I know an attorney who doesn’t get it. He’s technically good at his work, he’s friendly and patient with his clients and he works hard for them. But there’s something missing. He doesn’t do the little things that make his clients feel like he really cares. He says a lot of the right things, but you can tell he’s just going through the motions. His mind is on other things. He does what is expected of him and delivers results, but he does not go the extra mile.

He does get referrals from his clients. But he could get so many more.

Filed Under: Client relations, Marketing legal services, Referrals Tagged With: attorney-get-more-clients-referrals, get-more-referrals-from-lawyers, get-more-referrals-lawyers, getting-referrals-from-other-attorneys, getting-referrals-from-your-law-clients, how-attorneys-can-get-more-referrals, how-to-get-referrals-from-other-lawyers, lawyers-get-most-referrals-from-other-lawyers, legal-marketing-getting-client-referrrals-from-other-attorneys, Marketing legal services, what-attorneys-want-to-know, what-informaion-client-need-to-know-before-referrl, why-are-attorneys-not-getting-more-work

Why the average law firm doesn’t grow

March 2, 2012 by David M. Ward

Over the last couple of posts I talked about legal fees. The average lawyer is paid average fees and they will continue to be paid average fees as long as they don’t do anything to distinguish themselves from other lawyers.

Similarly, the average law firm doesn’t grow. They have approximately the same number of clients today as they had six months ago. Six months from now that number will be approximately the same.

They may see spikes in new business, a rapid influx of new clients here and there, but in the growth department, most law firms aren’t seeing large and steady increases in clients or revenue.

But some firms do see that kind of growth. Every month they see more clients and higher revenue than the previous month. They aren’t churning, they are growing.

What do these lawyers do that average lawyers don’t do?

They provide exceptional service.

When you provide average service, nobody cares. “Yeah, my lawyer was okay–he did the job I paid him for. . .”. Yawn.

When you do more, when you provide clients with exceptional service that surprises and delights them, they’re going to talk about you. “Wow, if you’re looking for an attorney you should definitely call mine. She is absolutely amazing!”

Lawyers who are growing give people something to talk about. They provide exceptional service that makes clients feel that they got more than they paid for. These clients will not only recommend those attorneys, they will often go out of their way to do so.

They’ll talk about them to anyone who will listen. They’ll keep their eyes and ears open, looking for people who need them. They’ll recommend them, send traffic to their web site, and invite people to their next event.

The law of reciprocity says so.

When you give something to someone, there is a psychological compulsion to reciprocate. Give them what they paid for, it’s a fair exchange. Give them more than what they paid for or expected and they will return the favor.

If you want to charge higher fees than other lawyers, or you want to bring in more clients and see your firm grow, it all comes down to service. Average service, average fees and (lack of) growth. Exceptional service, higher fees and steady growth.

Fortunately, since the average attorney provides average service, it doesn’t take much to stand out. A little creativity and effort on your part and you’ll be the one people are talking about.

Filed Under: Client relations, Increase your income, Marketing legal services Tagged With: attorney-marketing-center-david-ward, attorney-marketing-firms, average-amount-of-clients-a-lawyer-has, average-number-of-clients-for-a-lawyer, average-number-of-clients-for-an-attorney, david-ward-attorney-marketing, do-law-firms-need-to-grow, grow-a-law-firm, growing-a-new-law-practice, how-to-grow-law-firm, how-to-make-law-firms-grow-in-2012, the-average-law-firm, what-if-the-firm-doesnt-want-to-grow, whay-do-law-firms-need-to-grow, whay-law-firm, why-do-law-firms-have-to-grow, why-do-they-call-him-the-law-firm, why-do-they-call-them-in-laws, why-dont-firms-grow, why-should-law-firms-grow

To build your practice faster create a “Focus 30 List”

February 23, 2012 by David M. Ward

Most attorneys know a lot of people. Hundreds, perhaps thousands of people–clients, former clients, attorneys, referral sources, prospects, friends and family, business contacts, community leaders. Your contact list is your most valuable marketing asset.

People who have inquired about your services are more likely to hire you than people who don’t know your name. People who have hired you before are likely to hire you again. People who have referred clients in the past are likely to refer in the future. The best way to grow any law practice is to stay in touch with the people who know, like, and trust you. Nurture this list and the people on it and your practice will grow.

But you can’t possibly give everyone on your list the same amount of attention. There simply isn’t time. And some people are more valuable to you than others. Your best client is obviously in a different category than someone who has never hired you. Someone who refers you two or three clients every month deserves more attention than someone who sent you one client last year.

You need a “Focus 30” list– a list of your 30 most valuable contacts.

These are your best clients and referral sources, your most promising prospects, the most influential and helpful professionals you know. Put their names on a list and carry it with you. Post it next to your computer. Keep it in front of you everywhere you go.

Why 30? Because experts tell us that’s about the maximum anyone can effectively work with at any one time. Whereas you will write and occasionally call the people on your master list, the people on your Focus 30 list get your personal time. You will talk to them every week, maybe even every day. You will meet with them every month. You give them your time and energy because they are the 30 most important people in your professional life.

Build or strengthen your relationship with your Focus 30. Call them, just to see how they’re doing. Send them business. Get to know their families, their employees, and their best contacts. Dedicate 80% of your time to your Focus 30 list, 20% to everyone else.

Your list will change over time. You will add people as they play a more prominent role in your life and remove those who drift away. Someone you thought deserved to be on the list will disappoint you. Someone who isn’t even on your radar today will emerge as a valuable ally tomorrow.

Your list may start out with only five or ten people. No hurry. Start with them.

When you get to thirty, you’ll need to pare some names to make room for others. Continually upgrade your list so that you focus on the best. And when you have 30 of the best, upgrade your list to the “best of the best”.

Eventually, you will have 30 people who send you so much business you won’t be able to handle it all.

Filed Under: Client relations, Leverage, List building, Marketing legal services, Referrals, Relationship marketing Tagged With: checklist, focus-30, focus-30-list

How to get your clients to support your law practice

February 14, 2012 by David M. Ward

My wife and I are continuing to unclutter. Yesterday she brought our daughter’s Irish Dance costumes to her old school to see if they could use them.

The school today is much smaller than it was ten years ago when my daughter attended. My wife noticed that there isn’t room for the parents to congregate inside the school like we used to do. It looked like most parents dropped off their kids.

When the school was bigger, many parents stayed for the class. We spent time together–at the school, during competitions, and eventually, outside the school envirnonment–and we got to know each other and our families. The school became a social incubator and helped foster relationships that still exist today, five or ten years after our children attended.

When we were active at the school, there were competitions and shows and we parents contributed much time and effort building sets, working lights and music, and selling tickets to the shows to our friends and neighbors. Yes, we were supporting our children, but the amount of effort we contributed would not have been anywhere near the same had our social group of parents not been so strong.

Today, I’m sure they don’t get anywhere near the amount of parent involvement we had, simply because the parents don’t know each other as well. As a result, the smaller school is more likely to stay that way.

A business can leverage their customer base by creating a social environment where their customers can build strong ties among themselves and, therefore, also with that business. A law firm can do the same thing.

Most lawyers have a one-to-one private relationship with their clients. They don’t “cross pollinate” their clientÃ¨le. Because of privacy issues this is to be expected. Most clients don’t want anyone to know they’ve hired a bankruptcy or criminal defense lawyer. But not all practices are so constricted.

A small business practice, for example, has clients who can benefit from knowing each other. They can refer business, exchange ideas, and recommend vendors. If you hold a monthly event–a mixer, a breakfast or lunch, a seminar series–where your clients regularly come together, they would build a social network of their own. Your clients would benefit and as the organizer of these events, so would you.

When you have strong relationships with your clients, they are much more likely to remain your clients. No other lawyer will get their referrals. And if you need a favor–sending traffic to your web site, promoting your seminar, or distributing your new report–your clients will help. In fact, they’ll probably be more likely to do so because of the added accountability of the social network.

If there’s any way to build a social element into your practice, I suggest you give it a try. If this isn’t appropriate for your clients, you can do the next best thing–organize a breakfast or lunch or other regular social event for your referral sources and friends of the firm.

Strong relationships with your clients and referral sources help you strengthen and grow your practice. When they have strong relationships among themselves, your growth can be accelerated.

You don’t have to be the sponsor of that group, just the organizer. And the best part is you won’t have to listen to accordion music.

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