How to Keep Clients Feeling Valued
Posted Jun 12, 2009 12:57 PM CDT
By Debra Cassens Weiss
Lawyers who want to build relationships with business clients need to take extra steps that make them feel valued, whether it’s visiting their offices or providing a free legal session to answer employee questions.
Writing for Small Firm Business, law firm marketer Stacy West Clark lists 25 “value-added services” that lawyers can provide at no cost to their clients. The aim, she says, is to keep the lawyer’s name in front of the client, possibly leading to more legal work and referrals.
Here are a few of her suggestions:
1) Introduce clients to others who can help their businesses.
2) Promote the client’s company. Try wearing the corporate T-shirt, or nominating the client for an award.
3) Interview a client for an article you are writing.
4) Help the client solve a nonlegal problem, such as a need for new office space or a different banker.
5) Use your client’s services or buy the client’s product.