The other day an attorney told me the following:
“Harry, I’ve practiced law for the past 10 years. I thought by now I would be generating enough new business to get ahead. I figured that if I treated people right and kept plugging away I wouldn’t have any problems attracting new clients. I still work 50+ hours per week and make less than I should be making. What can I do to bring in new business on a consistent basis?”
It’s sad to say that providing good service isn’t enough. You cannot only depend on good service. You have to provide great service.
It is only through providing great service that you will consistently get referrals; however, every law practice needs more than one source of new business. I recommend to all attorneys that they have at least four predictable sources of new business.
When you have great client service you have one predictable source of new business. The next step is to build on that with additional sources of business.
Here are some suggestions:
• A website that brings you new inquires on a regular basis.
• An online marketing system that includes the use of YouTube, Facebook, and LinkedIn.
• A direct mail campaign that you can turn on and off as you please.
• A referral system that brings you new business consistently, without you having to be involved.
What would your practice be like if you could generate enough new clients from these four predictable sources to double or triple your monthly income? How would that change your Life?