Once I’m in front of a client, they instruct me.

Persuading a client that you have the skills, expertise and experience to solve their problem is one thing when you’re sitting opposite them.

The challenge for many barristers is getting in front of them.  Here are some ideas how to improve the odds.

1. Make a plan to get in front of potential clients

Let’s say you have a plan to get in front of four potential clients this month and your Chambers roommate is crossing her fingers that she’ll get one meeting. Who is more likely to meet more potential clients this month?

The plan is of little consequence, but planning is essential, said Churchill, who knew a thing or two about devising good strategy.

Make a plan to get in front of x number of clients this month. Just having the plan in place will drive the kind of behaviours that will increase the likelihood of it happening.

2. Accept that prospects won’t always want to meet you, right now.

If your solicitor prospect is working 18 hours a day on a trial, all she wants to do is go home, glimpse her children and get some sleep. The last thing she has time for is a coffee meeting with a barrister who is available for work, when she’s not in a position to offer any.

The most important thing to understand is that clients won’t always want to meet you in the same time-frame as you’d like to meet them. Read why not here.  

I’ve spoken to barristers who give up the first time they get knocked back by a ‘sorry, haven’t got time’ response from a prospect. It doesn’t mean the meeting is never going to happen, but you’ll need to accept it’s not going to happen right now.

3. Get in front of them, online

Since everyone moved online, meeting prospects is easier because it’s less time-intensive. A 30-minute catch-up online doesn’t require any travel time, payment for a couple of coffees or shining your shoes.

But you still need to show your prospects sufficient professional respect by doing the heavy lifting to demonstrate that you’re worthy of their time for an online call.

This means creating consistently high-quality marketing content and presenting your offering as a solution to one of your clients most pressing needs. Usually, this means saving her time, stress, or both.

Support to practise patience

Barristers have wonderful command of language. You practise persuasion most days of the week. So of course, when you get in front of a prospect, you are well-placed to position your practice as the solution to their problem.   Practise patience, be consistent with your marketing, and don’t give up at the first negative response.

The Business of Barristering is Jurilogical’s programme for experienced barristers who want to take control of their work. Sign up today to learn how to bring a steady flow of premium clients into your practice.

By Heidi Smith
Creator of Jurilogical.com