Making Connections That Lead to New Business

 An ABA Journal article recently offered several helpful — yet simple — tips for connecting with new clients. These include being active in ways that encourage referrals, communicating your strengths with prospective clients, and remaining active (and visible) in your community. Here are a few of the ABA Journal’s suggestions:

  • Some lawyers believe that if you do good work, people will automatically come to you. They are wrong. People need reminders.
  • Contact three to five potential referral sources a week—every week, regardless of how busy you are—and arrange to meet for coffee, drinks or a meal. That works much better than reaching out only when business is slow.
  • You don’t need to hand a business card to everyone you meet at a reception if it feels forced and desperate. Instead, get other people’s cards, and email your contact information afterward. There’s a better chance they will remember you.
  • Attend bar association events. Lawyers only refer cases to people they know; and if they don’t see you, they won’t think of you.
  • Volunteer with various legal and community groups. Do the volunteer work to the best of your ability, even if you don’t like it.
  • Join groups that have few lawyer members.
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