Value derived from established clients does not call for understating. This kind of client has prior knowledge of how an expert performs. They have established an effective working relationship. Little or no promotion or convincing is called for. Added to repeat opportunities of business, satisfied clients would hand out referrals to other lawyers. This can create a big chain reaction too. A few issues need clear understanding before the arson expert witness can leverage value successfully to clients.
It costs very little to derive benefits on an existing client relationship. This compares positively to costs that go with acquiring new customers entirely. It is saddening that many arson experts who practice in New York fail in using and nurturing former clients as they aspire to expand.
This failure comes from complacency on the part of experts. Many tend to rest their hopes in that once they help one attorney gain victory, such an attorney will remember them when they have another case. It could go either way. They may call or they may not. This industry is a hectic world where people need constant reminders.
Another weak point in leveraging arises due to feelings that it is pushy to call on former clients. This viewpoint rests on an experts perceived notion that maintaining clients is about selling. A strategy based on thinking and communicating from a selling viewpoint rather than a networking one has weak results. Networking is one strategy professionals in every field learn and respect. This strategy needs adoption to gain control of maintaining clients as well as generating others.
Other basic reasons mavens are missing on latent repeat and referral business from clients arise from two combined factors. One is that many fail to understand that keeping in touch helps to reap huge benefits. Second comes from lack of knowledge about how one can go about keeping in touch. A good method is authoring customer friendly opinions and having them posted on customer blogs freely. That way, an attorney remembers a witness specialist each time they view these opinions.
A great disadvantage confounding many professionals results from their failure to keep lists and databases of former clients. As you develop a workable strategy, it is a good idea to initiate this process with creating a list. Use a software of your choice that manages databases, especially contacts. You could also go for special directories as alternatives.
Following this would be creation of a workable keep in touch system. This would cover arranging schedules of regular contact, at least four times per year. The specialist could have covering letters enclosing interesting articles delivered to general or specialist lawyers. Another option a professionally done card or email announcing events of interest to such lawyers. Flattery is another avenue. One may send a congratulatory short note enclosing clippings regarding an attorney.
One good tip features ensuring that within a created database, included are lawyers who make inquiries yet with whom engagements never get to materialize. Such a category of attorneys form better business prospects than those one has had no occasion to speak with. Another critical lot one must not forget is opposing counsels. They have seen a specialist on arson at work. In their next assignment, they could want this specialist on their case.
It costs very little to derive benefits on an existing client relationship. This compares positively to costs that go with acquiring new customers entirely. It is saddening that many arson experts who practice in New York fail in using and nurturing former clients as they aspire to expand.
This failure comes from complacency on the part of experts. Many tend to rest their hopes in that once they help one attorney gain victory, such an attorney will remember them when they have another case. It could go either way. They may call or they may not. This industry is a hectic world where people need constant reminders.
Another weak point in leveraging arises due to feelings that it is pushy to call on former clients. This viewpoint rests on an experts perceived notion that maintaining clients is about selling. A strategy based on thinking and communicating from a selling viewpoint rather than a networking one has weak results. Networking is one strategy professionals in every field learn and respect. This strategy needs adoption to gain control of maintaining clients as well as generating others.
Other basic reasons mavens are missing on latent repeat and referral business from clients arise from two combined factors. One is that many fail to understand that keeping in touch helps to reap huge benefits. Second comes from lack of knowledge about how one can go about keeping in touch. A good method is authoring customer friendly opinions and having them posted on customer blogs freely. That way, an attorney remembers a witness specialist each time they view these opinions.
A great disadvantage confounding many professionals results from their failure to keep lists and databases of former clients. As you develop a workable strategy, it is a good idea to initiate this process with creating a list. Use a software of your choice that manages databases, especially contacts. You could also go for special directories as alternatives.
Following this would be creation of a workable keep in touch system. This would cover arranging schedules of regular contact, at least four times per year. The specialist could have covering letters enclosing interesting articles delivered to general or specialist lawyers. Another option a professionally done card or email announcing events of interest to such lawyers. Flattery is another avenue. One may send a congratulatory short note enclosing clippings regarding an attorney.
One good tip features ensuring that within a created database, included are lawyers who make inquiries yet with whom engagements never get to materialize. Such a category of attorneys form better business prospects than those one has had no occasion to speak with. Another critical lot one must not forget is opposing counsels. They have seen a specialist on arson at work. In their next assignment, they could want this specialist on their case.
No comments:
Post a Comment