Ever feel like the character in “Where’s Waldo” when you look around at other competitors who perform the same services as you do? If the marketplace in which you serve is crowed, it’s time for some drastic measures to get noticed and generate new business.


Gather Intelligence
What law firm marketing maneuvers are your competitors using to get noticed? Is everyone advertising in the same law journal or legal web site? Find out what others are doing, and put your own unique spin to it. Or better yet, go the opposite way. For example, if you notice that your competition engages in expansive marketing and advertising sweeps, don’t be tempted to follow the herd. Go small. Be strategic about advertising. Put more effort into public relations. If others are heavy in print, go to the radio or television and become a go-to source for reporters on hot topics.


Focus on What Your Client Wants
If you want to know what your clients want, ask them. Then honor the request. A few weeks later, follow up, then ask how you can serve them further. Then, ask again. See a pattern here? To be attuned is a great client retention technique. Soon, word will spread about your commitment to strong customer service, which could lead to more business development.

This entry was posted on Friday, January 9th, 2009 at 4:37 pm and is filed under Generating New Business. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.