![]() ![]() Including a blog on your website, and updating it regularly, can also be one of the easiest ways to continuously produce fresh content, which then tells search engines that your website is active and frequently updated. Becoming an author is also a great way to appear in searches during a prospect’s research phase. You should set up an email newsletter to promote your content and post it on social media. Value-added content provides you with useful reasons to get in touch with clients and leads. Use blog posts, articles, videos and podcasts to demonstrate subject-matter expertise in your field while improving your Google search results. Establish a presence as a thought leader through content marketing.You can pull some of these from your LinkedIn profile recommendations. Case studies highlighting how your company helped clients can attract new business. ![]() If your website doesn’t already feature client testimonials, now is a good time to add those. Add and edit existing pages and show prospective clients your knowledge about the problems they are facing by creating content that showcases your expertise. Make sure your site is optimized for mobile viewing as smartphones now account for fully 70% of total time spent on digital media. The more you talk about your clients, the more you will engage them. The more you talk about yourself, the more you will turn people off. Make sure the content on the site is client-centric. ![]() Ask current clients to refer you to others who could use your services. Then reach out to referral sources beyond your immediate network. Look through your address book and get back in touch with clients with whom you haven’t done business in a while. Mix business development into your existing activities. Here are a few ways to broaden your client base: That’s how you keep them warm and that’s how you say top of mind with them. Speaking and writing can also help you, as well as networking and sending regular emails that are helpful to your clients and referrals. This is also how LinkedIn can help you because it’s such a visible and free way of marketing your capabilities and expertise. This is exactly why I always say it’s so important to be marketing yourself and your business even when you don’t think you need it, because anything can happen. It’s so important to also make sure that you're building relationships with many different people at your client organization – not just your main contact – because, again, if one person leaves the organization, you don’t want to be left in the lurch.Īlthough word-of-mouth referrals will always remain one of the most powerful means of attracting new clients, it is out of your control as to ‘when’ these referrals might happen. People leave companies, needs change, mergers happen. Don't rely on one or two clients for all your work, because change happens within organizations and to organizations every day. ![]() Have you heard the saying don’t put all your eggs in one basket? Well, it’s especially true for business professionals, especially lawyers.ĭiversification of your client base is crucial for lawyers. He was phased out, and as a result he had a difficult 2021. Uunfortunately, this lawyer hadn’t developed close relationships within the organization beyond the legal team and his main contact, so there was no one to advocate for him to stay on. My client was left odd-man-out when the new in-house counsel arrived and brought in his own favorite law firm. His client's longtime in-house legal team changed when the general counsel left his role. I was talking to a lawyer recently who shared with me a story I hear too often. ![]()
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