Referral Sources and How to Return the Favor

I always enjoy reading Michelle Golden's blog. It's full of ideas and topics that are often overlooked. This entry on referrals is great.
If you get a client from a live referral it's really quite eaasy to reciprocate. In addition to sending a personal note or small gift, invite that person to an event where you will know many people that may be good sources of business for your friend. Connecting people is what it's all about. Your friend will appreciate your efforts.

Small Law Firms and Their Success

Small firms a solo practitioners wear many hats. One of the more important ones is that of business developer.
Tom Kane's recent blog entry about small firms offers some great ideas to focus on when building a business. Most notable are;

• writing a personal marketing plan for each attorney and
• staying committed to maintaining a high profile within your specialty

Marketing plans are essential. Everyone must have a road map to reaching their goals. It keeps them focused. Maintaining a high profile as the expert in your field ties in with my personal preference for knowledge based marketing. If you are perceived as the most knowledgeable attorney in your field, clients will come to you.

Another thought I would like to add:

• keeping a current and complete referral database that includes anyone who has sent business your way.

Live referrals are the best kind of referral. Call them, meet them for lunch, send them cards. They are your most important life blood.

The Customer Experience

I've been reading Cole Silver's blog recently. He has some great insight on client service.

I think most professionals equate customer service to how you personally treat the client. There's so much more to it.
How does your reception area look?
Is it inviting?
Is the furniture comfortable?
Is the receptionist friendly?
The entire client experience is a direct reflection on you and your abilities. And at some point the clients should be surveyed. If you don't ask them how you are doing in your business you will never know where you can improve.