They’ll think I want to sell them something

Keeping in touch with potential clients between cases, without having an expectation of being instructed by them, is a good strategy to grow your practice.

It’s so nice to hear from you

Have you ever called a friend out of the blue, feeling bad you haven’t called for a while to hear this:

“Oh! I was talking about you yesterday. I’ve been meaning to call you for ages. It’s so nice to hear from you.”

They were busy, had stuff to do, life got in the way, and they were really happy you took the initiative to reconnect.

What happens during a ‘keeping in touch’ call

When you call a former client some time after the last time she instructed you, this is what you want to flash through her mind.

Let me see. Yes hhe was good. Drafting was clear. Sent his papers on time. Put my client at ease. Sent the bill promptly. Itemised everything for transparency. Sent the attendance note the same day. Really easy to work with.

Already, she’s asking herself how you could help her right now.

All you had to do was pick up the phone.

Keeping in touch with solicitors between instructions

Solicitors are people who might have been your friends in a parallel universe. (They might become your friend in your current universe too.)

If you’ve been a good friend in the past by delivering your best work, they will be pleased to hear from you from time to time.

Solicitors, on the whole, approach selling with a different mindset to barristers. A solicitor in a typical firm is selling their firm’s services, rather than themselves as individuals, in the same way as you are.

But they are very much concerned with selling. The more they sell, the more recognition they receive in the industry, the more they earn and the higher they are promoted. They want to sell just a little more than their teams have capacity to deliver because this is what generates growth for their firm.

They won’t be at all surprised when you call them for a ‘keeping in touch’ call. They do it all the time themselves.

Learn to sell with charm, grace and dignity

If you’d like to learn how to keep in touch with clients as part of a system that keeps instructions coming in to your practice regularly, book a call with me and I’ll help you get started.

By Heidi Smith
Creator of Jurilogical.com

Connect with Heidi on LinkedIn