Client Development Questions to Ponder for 2010
I hope you are beginning to think about what you want to accomplish in 2010 and how you want to do it. If part of your planning includes client development and serving your clients, these questions may help you focus:
- Is it easier for you to get clients to hire you who have a legal matter right now or clients who do not have a legal matter right now?
- Seth Godin talks frequently about the importance of being remarkable in the eyes of your clients. What are examples of remarkable ideas that will bring clients to you or your firm?
- What problems, opportunities or changes will your potential clients face in 2010 and what unique solution does your firm offer clients? What unique solution can you offer? Why should a new client hire your firm? Why should they hire you?
- I have often said that selling legal services is counterintuitive. The harder you try to sell clients, the less successful you will be. What can you do to get clients to hire you without selling them? Here are a couple of hints. First, think counterintuitively. Second, consider some of the questions above.
- Suppose you have an opportunity to make a presentation to an industry group or group of potential referral sources and your goal is to get your audience to hire you or recommend you. What can you do before, during, and after your presentation that will increase your chances of being considered and hired?
Based on your answers to the above questions, what is the one thing you can do in 2010 that you are not doing now that will generate the most business in the long term?
