10 Ways to Get More Business Fast
What can your law firm do to generate more revenue quickly? The answer is surprisingly simple. Current clients represent your best source of new business, since you already enjoy a trusting relationship with them. Here are ten steps you can take now to increase current client billings.
1. Prioritize current accounts. Focus your business development efforts on clients with the best growth potential. Not every client is created equal.
2. Take a client to lunch “off the clock.” Listen more than you talk and be alert to new business needs.
3. Cross-sell and up-sell. Look for ways you can sell more services to existing clients. Never assume that your clients understand your full range of services.
4. Ask for referrals. Determine the best time to ask a client for a referral or introduction.
5. Communicate more often. Schedule regular newsletters or email marketing.
6. Offer educational seminars. Position your firm as an expert by organizing substantive events on your own or in conjunction with a partner.
7. Pump up your Internet presence. Impress clients White papers, articles, and detailed attorney biographies.
8. Test alternative billing methods. Consider success fees, flat rates, and other billable hour substitutes.
9. Identify “at-risk” accounts. Improve your profitability and retention rate when you take proactive steps to strengthen troubled accounts.
10. Fire your worst clients. Free up more time to serve your best accounts.
Of course, all business development techniques must conform to attorney advertising guidelines. Check with your state bar association before launching a campaign if you have any questions or need approval.
Remember, never stop marketing!
By Legal Expert Connections, Inc.
Legal Marketing, Expert Marketing, Attorney Marketing, Lawyer Marketing
ABOUT THE AUTHOR: Margaret GrisdelaLegal Marketing, Expert Marketing, Attorney Marketing, Lawyer Marketing
Law firm marketing consultant Margaret Grisdela is President of the South Florida legal marketing agency Legal Expert Connections, Inc., focused on business development for law firms, attorneys, lawyers, forensic experts, and litigation support. She is the author of the legal marketing book “Courting Your Clients,” and 2008 Co-Chair of the Legal Marketing Association, South Florida City Group. Services include business development training, attorney marketing plans, law firm web sites, law firm brochures, speaking engagements, article placement, and more.
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.
