Although I have preached about the need to increase not decrease marketing budgets on this blog over the past month or more, let’s be realistic – I say to myself – not every firm will follow that advice. Some have or will cut budgets no matter what. So, what’s a poor rainmaker suppose to do.
How, you may ask? A few things Fleischer suggests include:
- Leverage your client contacts by asking about their other needs, and “pain points”(especially in the current economy);
- Ask for referrals (it is amazing how few lawyers do this), and ask how you might help them with referrals;
- Communicate often and oftener (work at getting more face time or “touch points” with clients and referral sources), and
- Try “new marketing methods or ideas” (this one I might take issue with, and suggest that it’s better to stick with those business development things that have worked in the past IMHO, especially since money is tight).
These actions don’t have to cost a lot of money, and can be accomplished even if your marketing budget is limited.