client visits

Follow Up to Increase Your Chances of Getting Business

You undoubtedly have heard how important follow-up is to marketing and business development. Clients and referral sources are most likely to refer business to people they have heard from or seen in the prior three months, which means a sustained effort to stay in touch is required. We also know that (depending on who you read) business will come after five, seven or even more quality contacts with a single prospect. Yet few lawyers will make nearly that many approaches. Finally, marketing success involves both time and timing; you often don’t know when people will need your services so you need to be patient and stay top of mind.

Originally published May 23, 2018
Last updated July 27, 2018
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