Attract and retain high value clients even in a difficult economy

The most important people in your practice are your clients. Without them, you have no practice. In this tough economy, it’s more important than ever that you retain the clients you have and continue to attract high value clients to your practice by creating an exceptional client experience.

Begin with the right clients
Bad clients drive out good clients and drain your energy. Pre-screen and pre-qualify clients by asking the right questions, educating clients about your services and about the legal process and evaluating whether your firm is the right fit for the potential client.

Communicate value
To effectively attract and retain high value clients, you must communicate the value of the services you offer. Know what is important your potential clients and be able to differentiate yourself and your service from the others in your practice area.

Manage clients’ expectations
It is imperative that you discover, and help shape, the client’s expectations at the outset of the engagement. If the client’s perception of ‘service’ is something more or different than what you provide, the client will always be dissatisfied, regardless of how good your work is.

Relate your services to the benefits to the client
Everything you do should be based upon the clients’ perspective – what’s in it for the client? How does each of the activities you undertake in your practice advance the client’s wants and needs or provide service to the client?

Obtain client feedback
Don’t make the mistake of thinking that a client that isn’t complaining is a happy client. And don’t make the mistake of thinking that a happy client doesn’t have additional needs that you could address. Obtain feedback throughout the engagement and upon its conclusion.

If you want help reviewing creating an exceptional experience for your clients, feel free to contact me at Allison@LegalEaseConsulting.com To learn more about my coaching and consulting services and to obtain a copy of the free report that will help you differentiate yourself please visit my website at www.LawyerMeltdown.com.