03.05.09
“What is the #1 thing I should be doing?”
Many lawyers have asked me recently, “What is the #1 thing I should be doing to weather the current economic storm?” While there are many things that lawyers should be doing, connecting with clients should be at the top of the list.
Now is the time to make certain that your clients know they are valued. Offer to get together for lunch, on your dime, to check in and see how they are doing. Ask questions that allow your client to do most of the talking, while you listen. (Women are particularly good at asking questions, and then letting others talk while they listen. If you have this skill, now is the time to put it to full use.) Consider asking, “How are the current economic conditions affecting your business?” or “What do you foresee as your biggest challenges or your greatest opportunities in 2009?” “Is there anything I can be doing to assist and support you or connect you to someone who can?” Try not to assume the answers will be gloom and doom. Where there are challenges for many, there are also opportunities for others.
For those clients (and you can expand your list to include contacts and referral sources, if you like) with whom you cannot connect in person, pick up the phone. Let them know you have been thinking of them. Serve as the counselor that you are i.e. let them talk while you listen to their needs, offer a positive viewpoint, and take steps to assist, where appropriate.
For those who are not lunch or phone call accessible, consider sending a handwritten note or an e-mail. Assuming your clients already know that you are thinking about them and that you want to support and assist them, won’t give you the competitive edge in this market. Be proactive and let your clients, contacts and referral sources know that you value them and that you care.
