Running your own business is stressful enough without the worry of wondering where your next client is coming from.
How well you can bring on new clients will determine the success of your firm. Any opportunity to work with a new client provides a window for you to get to know them and for them to learn more about you. By creating a relationship and demonstrating your abilities you will keep the door open for future opportunities.
When a client comes to you, they have likely engaged other lawyers. So, here are some tips to help you stand out and win that client.
Being able to confidently explain your business and points of difference succinctly will give you a huge advantage when speaking to prospective clients. To make sure that your networking effectively, and making the most out of every opportunity, you need to first plan your elevator pitch. An elevator pitch is an overview of your business, including the whats, whys, hows, and a call to action. This can have a powerful impact on the person you are connecting with, along with setting you apart you’re your competitors.
Whether you’re an enthusiastic networker or one who dreads the thought of it, knowledge and confidence is key to overcoming inhibitions and getting the most out of your opportunities. When first impressions really count, it’s about making sure you get off on the right foot with a strong introduction. A good elevator pitch is the equivalent of a firm handshake when meeting someone for the first time.
In this digital age, it is essential for any business to have an online presence. Whether it’s a website, a social media page, or a combination, getting your company online will help sell your service as well as help communicate with your clients.
If someone wants more information about your firm, they’re most likely going to do their research online. Whether they’re specifically looking for your firm, or they just want to find any company that matches their needs, having an online presence will give you a competitive edge.
Investment into your website or social platform doesn’t necessarily mean money. Investing time in online resources is one of the best things you can do for your firm. If potential clients can conduct a simple google search and find all the information they need about you, then you’re off to a great start, even before meeting them.
There are lawyers and conveyancers in every corner of the country, all competing for the same business. To stand out from this competition you need to be offering your clients the best possible value for your services. As the new financial year is upon us, a lot of your technology suppliers and office vendors will look to increase their fees. This is something you need to account for when setting up your fee structure.
The easiest way to stand out is by dropping your fees, without effecting your bottom line. By making small changes and reducing overheads, in turn, you can reduce the fees you charge for your services, making your firm more attractive to prospective and existing clients. After all, your clients are also looking to save money where they can.
Being an expert
To build engagement and rapport with potential new clients, it could help to share some of your experiences from time to time, as well as a few well-informed views and opinions. This includes keeping up with legal industry news and insights, allowing you to share your own views and professional advice on topical matters affecting your potential clients.
Especially in a competitive marketplace, potential clients need to find a compelling reason to choose your legal practice over another. By proving that you’re a team of knowledgeable experts, this could be an effective way to influence decision-makers to engage your services.
In this tech-savvy world it’s never been easier to position yourself as an expert today and try to ‘wow’ your potential clients. Whether it’s sharing short twitter posts with your following, producing regular well-written blog posts on your website, or promoting LinkedIn posts across professional networks.
Keeping a client
There’s a big difference between just getting the job done and working to ensure your clients are truly satisfied with their experience. Aside from performing your necessary duties, it’s important to nurture every client. By showing you really understand what they need, asking for feedback and always keeping them updated is something that will set you apart from other firms. It’s about going above and beyond, doing what you can, not what you need to do.
If you want to know more about this topic, triSearch is hosting a 30-minute webinar on August 25th on How to win a client. It’s free to attend and you’ll receive 0.5CPD points for attending. You can register here.