What They Didn’t Teach You in Law School #5: How to Generate More Clients from Current Clients

Looking for an inexpensive way to attract new clients? While advertising, websites, blogs, and other marketing plans that cost money will generate new leads, your current client roster can be an effective resource for getting quality referrals. In order to utilize this resource, you need to first build solid relationships with your past and current clients, and then you need to encourage clients to tell others about their positive experience with your law firm. Follow these tips to help you build better client relationships and generate new business through client referrals:

  • Be a proactive and reliable attorney. Keep clients in the know by emailing, calling and mailing them frequently about the status of their case file. This will make clients feel that their case is important to you and that you are working hard on their behalf. To make sure that you are staying in touch with clients and responding to them promptly, try setting aside time in your schedule every day to return calls, read messages and respond to questions. *Keep in touch after you close client files by sending holiday cards and postcards about upcoming events or news. This will keep you on former clients’ radars so that your name will be on their minds when they hear about a friend who is looking for an attorney.
  • Create a newsletter for your law firm, and include all of your past and current clients on the mailing list. Include things like pictures from recent charity events, commentary on important legal topics, announcements about awards and professional recognition, stories on upcoming events, features on office growth and other tidbits that will highlight positive, non-legal aspects of your law firm and show off a good professional track record.
  • Start a Facebook page for your law firm and ask clients to become a fan. Facebook users will see which of their friends are fans of your law firm, and it may encourage them to contact your law firm over other firms that are not listed on their friends’ profiles.
  • Last but not least, be direct and ask clients for referrals. On your last meeting with clients and in your file closing letter, ask them to refer friends or family to your law firm. Be sure to give them a couple extra business cards that they can share. When they send a new client to your office, drop a quick thank you note in the mail.