Find an Expert Witness

Forensic, General & Medical
Expert Witnesses

#1 Way to Get More Business in 2011

Marketing to your current clients is the absolute best way to generate profitable new revenue quickly. Your clients already know and trust you, so it is easy for them to say “yes” to more services. This article outlines five legal marketing campaigns that will help you with connect with current and past clients now.

1. Write a New Year’s Client Letter

Now that the New Year is here, clients are getting ready to implement their 2011 plans. This could include hiring new employees, launching new products, opening a new office, or entering a new joint venture with an international partner. January is a natural time for you to reach out to clients with a written letter that helps them prepare for new compliance requirements or other legal challenges.

2. Send an E-Newsletter

If you have a large client list (or a small support staff), the work and cost associated with a direct mail campaign can be daunting. Consider sending your New Year’s letter via email, using a service like Constant Contact. Structure your newsletter as 3-4 informative paragraphs and add links to more information on your website. Never send an attachment your e-newsletter, since it may get lost in the spam filter.

3. Take Your Clients to Lunch

A face-to-face meeting with your best clients and prospects off the clock is always appreciated. Take the time to listen to the challenges your client needs to address in 2011, and offer solutions that will help them achieve their goals.

4. Schedule a Strategy Session

A lunch tends to be informal and somewhat social, but you might also have clients who need a more in-depth account assessment. Perhaps they are new and you are still learning to work with them. Or you might suspect that the client may put your account out for bid. Whatever the case, suggest to carefully selected accounts that you come in to their office for a 1-2 hour complimentary strategic planning session. You can review their 2010 accomplishments, identify their 2011 priorities, and talk about a schedule and program of services that best meets their needs.

5. Ask for a Referral

As you reach out to clients and prospects in January, ask those who are not currently in need of more legal services to suggest others who might be. This could come in the form of family members, friends, co-workers, or business associates. When you do get a referral, always remember to send a thank you note.

Marketing to current clients is just one of many ways you can get more business in 2011.

By Legal Expert Connections, Inc.
Legal Marketing, Expert Marketing, Attorney Marketing, Lawyer Marketing
ABOUT THE AUTHOR: Margaret Grisdela
Law firm marketing consultant Margaret Grisdela is the author of the legal marketing book "Courting Your Clients," and president of the legal marketing agency Legal Expert Connections. She can help your law firm or forensic practice attract new 2011 business.

The firm creates and implements "Courting Your Clients" legal marketing and business development campaigns for law firms, forensic accountants and litigation experts. Areas of emphasis include client development, arranging speaking and publishing opportunities, Internet and social media marketing, building referral networks, and identifying top prospects.

Copyright Legal Expert Connections, Inc.

Disclaimer: While every effort has been made to ensure the accuracy of this publication, it is not intended to provide legal advice as individual situations will differ and should be discussed with an expert and/or lawyer.For specific technical or legal advice on the information provided and related topics, please contact the author.

Find an Expert Witness