It's far easier to sell to existing clients than to win new ones. That's a fact. Most firms take the solicitor-client relationship for granted, but we live in the consumer-led era where there is more choice and more competition than ever before. Where before, simply having a Will in your safe meant that you had a client for life, nowadays clients are more likely to shop around. This makes it more important than ever before to work hard to retain clients.
How many times have you chosen a provider because you felt understood, valued and wanted? The same is true of your clients. The single biggest obstacle to law firm growth (other than not having a website) is poor call and enquiry handling. And focusing on delivering an excellent service to your clients will help you win more repeat business. Here are some other ways to achieve higher levels of retention, cross-selling and upselling:-
You've done the hard part. You've taken on a new client and delivered for them. Don't let that feeling fade - keep yourself at the front of their mind with regular updates. Find out more about Email Newsletters for Law Firms.
Relevant, timely legal news updates keep your clients up to date, showcases your expertise and feeds your pipeline. Find out more about Blogging for Law Firms.