Posted on March 6, 2013 by Larry Bodine

Shhh! The #1 Secret to Boosting Client Referrals

Stephen Fairley shares with us the #1 secret to boosting client referrals and retention in this blog post that can found on the Rainmaker Blog.

When it comes to communicating with clients, listening is often more important than talking. It is by listening that you learn what clients want, and then you can give it to them. Which makes for more referrals and better client retention.

Here are some important methods you can use to actively listen to clients:
 
Open feedback. Always offer clients a way to provide feedback, through your website, an online survey and in your e-newsletter campaign. Simply asking for their thoughts is often enough to garner some important insights.
 
Transactional feedback. If you’re a regular Starbucks customer, you have undoubtedly received a free survey at some point with your receipt. You provide them with some feedback online and you get a free drink for your efforts. What attorneys can learn from this is the importance of asking clients for their thoughts about their experience with your firm after the case is over or at important points along the way. Keep your finger on the pulse of how satisfied they are with how your firm is treating them, and you’ll have a satisfied client.
 
Social media interaction. Monitor your social media channels to see what people are saying about you. You can search for your firm name on Twitter and Facebook , and you should be regularly monitoring Avvo, FindLaw, Yelp and Google for other comments about your firm.
 
Client satisfaction surveys. Using formal client satisfaction surveys is another good way to gauge client experiences with your firm. Send one out after each engagement is closed and respond immediately and personally to any negative feedback.
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Posted on November 5, 2012 by Larry Bodine

HOW TO: Get Clients to Rate & Review Your Law Practice

Are you asking your satisfied clients — lawyers and consumers alike — for reviews or testimonials, and actively posting them on your website?

Do you ask clients to leave recommendations for your services at online legal directories and on your social media profiles like Google+TM, LinkedIn®, Facebook® and Yelp®?

If not, why not?

Consumer opinions and recommendations are the most effective forms of advertising. Everybody is showcasing some form of third-party validation these days, including lawyers. Granted, some states prohibit client testimonials on law firm websites, so you'll have to ask your provider about that first. But if it's permitted, encourage your clients to rate you.

Here's what you should do:

Proactively Ask Your Clients to Rate You

Prospective clients want to know how they're going to be treated once they hire you. They want to better understand your approach and personality. So ask your existing clients for feedback on your services and communication skills. Ask about responsiveness, the quality of service and value for the money. Was there anything about your service they found surprising? Be sure to solicit reviews in addition to getting rated.

Read what else you should do at the LexisNexis website.

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Posted on November 9, 2011 by Larry Bodine

What Do I Say To A Prospective Client To Win Their Business?

david ackert, What Do I Say To A Prospective Client To Win Their Business, legal marketing, law firm marketingLearn how to expertly handle business development opportunities with prospects, contacts and new referral sources in our upcoming webinar, What Do I Say To A Prospective Client To Win Their Business? On November 18, 2011, veteran business development expert David Ackert and I will  describe:

  • How to test to see if a prospective client needs an attorney.
  • What you should say about your firm and its capabilities.
  • How to transition from a social conversation to a business dialogue.
  • How to avoid looking like a salesperson. 
Register now for this webinar
Click here to register. Save 20% if you register on or before Nov. 11: fee $240
Save 10% if you register on or before Nov. 15: fee $270
Fee beginning Nov. 16: $300
You can pay online with a credit card. Display the program in a conference room and invite as many attendees as you wish.
Topics Include:
  • Common business development mistakes that attorneys make
  • What clients care about when meeting you
  • How to ask the right questions and listen effectively
  • How to excel in a networking situation
  • Diagnosing a clients' need for service
  • How to overcome client objections to engaging your services
  • How to sell ideas for next steps
  • How to use a proven, step-by-step business development process

Who Should Attend:

  • All Attorneys who want to understand and apply the best professional practices of business/referral discussions for successful business development.
  • Associates looking to develop the right skills for business development and to begin now to develop their networks.
  • Marketing Directors looking for ways to support their attorneys with sound, practical methods.

Click here to signup for this event.

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