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Legal Marketing Blog A blog dedicated to lawyer marketing in any size law firm

Top 10 Marketing Tips: No. 1 – Visit Your Client

Posted in Marketing Tips

Due to my office and family moving back to my beloved North Carolina, my posts over the next couple of weeks will feature five of my Top Ten Marketing Tips, especially for those who may not have been reading this blog back in 2005:

Top 10 Marketing Tips: No. 1 – Visit Your Client

Now for the drum roll……

The single most effective marketing technique which leads to immediate business in the vast majority of cases is to visit your client at their place of business.

This visit is not for the purpose of discussing a current matter you may be working on (unless client wants to, of course). The client should know that they are not being billed for the visit. Your purpose actually is multifaceted: relationship building, listening, learning, meeting others, and uncovering issues of concern. The main point is to get into the client’s workspace where their day-to-day problems are found, and for which you may be able to assist them.

Such visits will not only enhance your relationship, but it will almost certainly lead to IMMEDIATE work. This has been validated many times over the years, and in my own personal experience as a sole practitioner. Many of the lawyers I have worked with in the past two decades confirm that 85-90% (okay, that’s out of thin air, but it seems like that) of such visits result in immediate new business.

So, starting today schedule a client visit or two. You will fast become a believer.