Too often, professionals send so many “I’m successful and busy” messages, they signal that getting more business isn’t important or even necessary. If you want more business - for yourself or your firm - check you’re sending clear signals.
Try these tips.
Ask clients' advice about how to connect with others with similar needs. You’ll send a clear message that you want more business, plus get the benefit of their ideas.
Ask your client how s/he first learned about you and your services. This sends a mild “I’m interested in getting business” message and - if you don’t already know - gives you some clues. It may also start a conversation about how you can connect with new clients.
Ask your client whether they’d feel perfectly happy about referring their colleagues and contacts to you.
Again, you’re sending the “new business wanted” message. Remember, any answer less than a crystal clear and unhesitating “yes” really means “no”.
Deal with enquiries quickly. Tardy follow-up of enquiries sends negative messages. Even if, quite correctly, your priority is to take good care of an established client and their [urgent] project, one way or another, you need to look sufficiently interested to turn enquiries around quickly.
Check that your staff know how to handle enquiries. Make sure that someone takes personal accountability for ensuring that each enquiry is followed through.
Show respect and warmth to enquirers. Far too many lawyers and professionals treat enquirers with suspicion and fail to develop quick rapport.
Don’t turn your nose up at a referral if you ever want another from that source. A well-intentioned referral source who misdirects a referral to you - one where you’re not the best fit - will think twice in future unless you thank him/her for thinking of you and, in turn, help source the best professional in your network to service the referral.
Thank referrers. If you want another referral, recognise and reward each and every referral.
Tell clients and referral sources how much you appreciate their business. Often.
Send out “new business welcome” messages, constantly, if that’s what you mean.
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