I wrote yesterday about why young lawyers should start client development efforts now: Young Law Firm Lawyers: Why Learn, Focus and Practice Client Development Skills Now. What can you do for client development if you don’t know where to start? Here are 12 ideas for you.
Create a Blog-Blog posts are shorter than articles, they can be more timely and they are picked up by Google.- Create an e-Guide-This can be a handout at industry presentations. Make it short and concise and make it downloadable from your website bio.
- Create Google Alerts-For clients and for your client’s industry. You want to know when your clients are in the news and what is going on in your client’s industry.
- Give Presentations and Put the Slides on Slideshare and Link to Them on LinkedIn-This creates the possibility that more people will see your presentation materials
- Repurpose What You Have Already Done-If you have written an article, convert it into a presentation. If you have given a presentation, use the material for an article.
- Read What Your Clients Read-Find out their industry publications and subscribe to them.
- Identify Referral Sources-Referral sources expand your network to perspective clients.
- Write Thank You Notes-Let clients know you appreciate the opportunity to serve them.
- Joint Venture Programs with Client Representatives-They will enjoy being asked and working together will help build the relationship.
- Become Involved in Your Clients’ Favorite Charities-This is another way to build the relationship and let the client know you care about what is important to them.
- Build Database of Information on Your Clients– Include spouse’s name, children’s names and ages, hobbies etc. This helps you find reasons to be in contact with clients.
- Go to Events You Would Rather Skip-You never know where you will run into opportunities.
One final thing: Get up from your computer and go visit a client or referral source or meet someone for lunch. Don’t wait until you can’t find anyone in your office with whom to dine.