Client development is a contact sport. Don’t just rely on email and social media to stay in touch. You actually have to get up from your computer and meet with your clients and referral sources. Here are some tips:
- Be purposeful about staying in touch with your contacts. You should not just have random lunches with clients and referral sources when you can’t find anyone in your office with whom to dine.
- When reaching out to a contact, ask yourself if the contact will find value in the contact rather than perceive you as trying to sell your services. If they think you are inviting them to lunch to hustle their legal business they will find a reason not to have the lunch.
- Ask questions when you are with contacts and listen intently.
- Find a thoughtful way to follow up after you meet with them based on something they said during the meeting. If you can’t think of anything else, send a handwritten note.
P.S. I frequently followed up with a contact by sending a book on a subject they had mentioned during our meeting. If you tell me the subject, I will be happy to share my ideas on books to send.