Many lawyers and expert professionals juggling lots of competing tasks struggle to allocate significant chunks of time to business development as often as they’d like.
But all of us – no matter how busy – can take “marketing minutes” just about every day.
One marketing minute
- drop a brief note to a client thanking them for their support
- add that contact you made yesterday to your industry contacts list
- send a survey at the end of a matter to check client satisfaction
- put that potentially valuable new contact into your calendar for follow-up in a few weeks time.
Five marketing minutes
- call and thank a referral source
- call a client you’ve not worked with for a while to see how business is going
- copy that article you read this morning for a client or contact who’ll be interested, attach a hand-written note, and send it off
- email a referral source about a seminar you’re about to attend and invite them to accompany you.
Ten marketing minutes
- congratulate a client or contact on a success you noticed – their new deal, appointment, new staff member, or victory
- update your marketing database with personnel movements you picked up from the business journal you read last night
- call a key referral source to share an important development or insight of interest to them
- think about a project or case you’ve just finished, jot down some key learning and “lessons for next time”, and email them selectively to your client and their other advisors.
Marketing minutes – a couple here, a few more there – can make a difference to your business development success (and enjoyment of professional practice) especially when you get into the positive habit of “marketing minutes”.
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