Have referrals slowed down for your law practice?
Things had been going very well for Terry’s small law firm over the past 5 years or so. Referrals were coming in without any effort, and his income had been growing quite nicely each year as a result.
Busy with a number of cases that had come in last year, Terry thought he was immune to the recession. But over the past 6 months, he slowly began to realize that the rate of new cases had dropped significantly since the beginning of the year. If he didn’t get any new matters in very soon, his income would suffer.
It’s been almost a year since the recession took hold, and although there are many signs that the economy is bouncing back; if you’re like most professionals, you’re feeling the pinch in one way or another.
If this scenario sounds familiar, it may be time to flex your marketing muscles again. Here are some proactive off and on-line marketing strategies you can implement right now:
- Revisit your marketing message: What niche have you carved out for yourself? Who is your ideal client? What are the problems they experience that your services can alleviate? What differentiates you from your competition?
- Tweak your website and other marketing materials accordingly. If you don’t have a site, perhaps it’s time to develop one.
- Cultivate your current referral base and do some referral marketing by reaching out to additional professionals who can become new sources of referral.
- Start, or resume blogging – about your clients, about their problems, about solutions.
- Reach out to your community, network, volunteer, speak and generally get yourself out there again.
And of course, if you don’t have the energy, resources, knowledge or bandwidth to do it in-house, I’m here to help.
Susan Martin, Law Firm Management
