Authored By: Iris Garrett
Between finding new clients, meeting with existing clients, and trying to convince both new and existing clients that your law firm is the best choice, it is no wonder so many attorneys get lost in the daily grind of managing their law practice. Yet, despite efforts put forth to win over a potential client or keep a current one, it won’t mean a thing if you can’t make an actual connection with them.
In an article on the Lawyerist.com, Randall Ryder says having personality is a big part of what attracts potential clients to your law firm and helps them form a relationship with you. Yes, hard-sell techniques like emphasizing successes, industry awards, or overall awesomeness can impress clients, but he says personality is also a factor as they consider hiring an attorney. Ryder says usually clients already know about your experience and skills when they walk through your door. What they don’t know yet is whether you are the right attorney and if they want to work with you. Ryder says those questions are only answered when clients get to know who you are, and not just what you can do.
Ryder says one way you can show new clients who you are is by establishing a comfort level with them and engage in small talk. Ryder says without giving potential clients some time to warm up to you, your conversation will appear solely about fees and the bottom line. Small talk allows a new client to ease into those topics, their legal issues, and other concerns while also learning more about you.
Ryder says another way to connect with new and existing clients is by adding simple objects to your office. If your law school diploma or recent awards are the only items on the walls, you’ll never spark a conversation. Instead, add more personal touches like pictures of your family or wedding day. Ryder says these photos, or photos of hobbies you enjoy, can help you bond and open yourself to clients.
Ryder says getting results and having proven problem-solving skills are still your biggest selling points as an attorney, but remember that personality also matters. He says clients are savvy enough to know that there is more than one attorney that can help them, so make them want to get that help from you.
To read Randall Ryder’s full article, click here.
Photo Credit: Wang Tom