Making it rain

On 07.07.10, In Legal Marketing, by Daniel Callahan

Client development is more than a system.  Client development is a culture.  If you are in the early stages of building your law firm and your team consists of you and you now is the time to start to build your culture.  If you are a seasoned law firm and evaluating your client acquisition policy now is the time to make it rain!  According to Fox the first question you and your staff must be able to answer succinctly is, “Why should this customer do business with us”?  If you cannot answer that question you need to rethink your commitment to building a legal community.

Develop a culture of customer service.  Client development is more than a sales system.  It is giving the customer, your client exactly what they need.  Here is one way to determine if you give the client what they need.  Ask yourself, if I were the client what would my concerns be?  What would I want from a legal representative?  This brings us to the great commandment in business.  Treat your client the way you want to be treated!  What would you expect from your representative?  Great customers come through great service.  What is a great customer?  They are customers that refer other customers to your firm.  They are the commercial that you need not pay $25,000 for!  The good client is usually the demanding client so do not overlook them.  They are usually the “PITA’s” the “pain in the anatomy” types of clients!