Seek client feedback and spend 80 percent of your legal marketing efforts on existing clients. I am a strong believer in both tips and have found they are two effective means of increasing a law firm’s business. There is an excellent article in Small Firm Business this month that makes both suggestions. It was written by two friends, Merry Neitlich and Anne Gallagher, who head up Extreme Marketing.
I have mentioned client feedback before (here and here), as well as the point that existing clients can be one of the best sources of new business, but I haven’t addressed the percentage of time one should spend marketing to existing clients. Merry and Anne say 80%. I’m not sure it shouldn’t be more than that, but certainly not less.
Take a look at their article “Ask a Simple Question.”