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CLIENT RETENTION – 2 More Clues to Success

Written by Allan Colman on . Posted in Allan Colman, Client Retention, Law Firm Leadership, Marketing for Law Firms.

After discussing, in the previous 2 columns, the first 3 tactics we recommend to clients to insure their clients stay with them we’ll get to the last 2.

* Turn clients into advocates
* Know what’s working and what could be better
* Focus on more than just what you’re doing now.

With this as a refresher, the last two in our list really resonate with your clients:

* KEEP ADDING BENEFITS TO YOUR SERVICES. While performing a service or conducting a client interview, keep notes on issues that you are spotting. Give your clients something extra by arranging a lunch to go over these issues, without charging a fee, of course.

* PARTICIPATE RATHER THAN JUST ATTEND . Selling success requires you and others to attend and actively participate rather than just buying tables at dinners or offering tickets to sporting events.

Keeping clients may be just as tough as getting them. Keep at it!