- Do you wonder why your current or former clients, referral sources, friends, etc. haven't referred you business in a while (or ever)?
- Are you confused by clients who go to other lawyers for services you could have provided?
- Do you spend a lot of time talking to potential clients who never hire you or fail to sign a retainer agreement?
Ask for business. This doesn't have to be an in your face sales pitch, but if you're not asking, you may never get the business. You must let clients, referral sources and others know that you're looking for clients and can handle more work. Many clients don't realize that you need or want additional work - they may think that you're doing fine, that you're as busy as you want to be, or that you can't handle more than you already have on your plate.
Always discuss the next step before you end a call or meeting with a prospect. Find out whether the client is ready to move forward and set a time when you will start work or when the retainer agreement will be returned. In the alternative, find out what the prospect needs in order to make a decision. Then determine when (and how) you will follow up to talk further or to sign a retainer agreement;
Cross-sell your services. Make sure that your clients are educated about all of the services that you provide - not just the ones the client came to you for this time. Just because a client comes to you for a criminal matter doesn't mean that the client is aware that your firm also does estate planning. It's your job to let them know how you can help them.
When was the last time you asked for business or referrals?