This is the easiest business development strategy that will generate new [and returning] business in the shortest amount of time. Develop an exhaustive list of every client you have represented in the past. Each week, i.e., on the weekend when you are planning your coming week, list 10 to 15 names and phone numbers of former clients on an index card. When you are driving to and from, or waiting for a meeting, and have 5 minutes of spare time, call each person and say, “It’s been such a long time since I spoke with you—just wanted to reach out and see how you are doing.” Whether you talk to them or leave a voice message, MISSION ACCOMPLISHED! Don’t be surprised if they say, “It’s interesting that you called, I have a legal issue I need help with” or you get a call back from them or a friend or relative who says, “I got your name from [the person you called and/or left a message for].
Thank you, Michael Smith of SBC Associates, for this invaluable tip!
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