Whenever I get writers block, I like to look at my old standby source of inspiration, 365 Marketing Meditations: Daily Lessons For Marketing & Communications Professionals authored by my friend Larry Smith and Richard Levick at Levick Strategic Communications.

As I have preached, preached, and yes preached some more over the past 10 years, the quickest, fastest, swiftest (okay, okay I know ENOUGH already) way to get new business is to visit your clients off the clock. And fortuitously this week, the marketing meditations for Monday through today deal with that very point. They are:

  • April 20: “Visit all clients. Visit clients across the street. Visit clients around the world.”
  • April 21: “Visit clients without an agenda.”
  • April 22: “She who visits clients comes back with work.”

That really says it all! If you would like to read more of my posts over the years on this topic, look here for several of them.

So, start planning your visits to KEY clients, at least.

 

I was intrigued by post I ran across on Attorney at Work in which several marketing consultants offered their views on what was advertised as the “the best way to get paying client work right NOW.” Although there were many good business development tips provided, I was disappointed somewhat because only one consultant, Gerry Riskin, really offered what I consider practical advice on the “NOW” issue.  Not that the other ideas wouldn’t lead to more legal work, it’s just that most will take longer, a lot longer sometimes.

Riskin’s advice? Go see your clients.  It is something I have preached in my 28-plus years in the legal marketing business.  Visit your clients, past and current, off the clock. It worked for me when I practiced law, and I have had hundreds of lawyers tell me over the years it has worked for them.  Clients can be procrastinators just like the rest of us.

A visit often, if not 80% of the time, leads to immediate work. Matters that have been sitting in the clients outbox for a while.  Riskin suggests taking along a checklist or article that would be meaningful and helpful to them. He states there is a “zero” chance of visiting 10 clients and not coming back with work. I would agree, and go further by saying that the ROI will be a lot better than that.  Maybe not 80% return, but IMHO you will experience a better than 10% return.

Of my Top 10 Marketing Tips, “Visit Your Clients” has always been my No. 1 for obtaining work.  It is the best, quickest way to get work “NOW”.