Ten Ways to Attract More Clients and Deepen Client Relationships

• Author: David V. Lorenzo
• Pages: 74-75

§37. Client Attraction Secrets for Lawyers

74

§37.

TEN WAYS TO AT TR AC T MOR E CLIENTS AND

DEEPEN CL IE NT RE LATI ON SH IP S

We are all so busy focusing on the work was have to do that sometimes we forget the basics

of client attraction.

I’m not talking about some fancy new Internet technique that the latest guru is hawking. I am

talking about simple human behavior that, in the long run, will help you win (or lose) more busi-

ness than anything else you do.

Here are ten ways to attract more clients and deepen existing client relationships.

(1) Be likeable. People work with people they like. Be polite and patient. Avoid foul lan-

guage, avoid displaying frustration or impatience. Never scream and yell in public.

(2) Think about the other person. People are attracted to people they believe have their best

interests at heart. If someone drops something, help pick it up. If someone looks confused, say

something like “can I help you find something?” or “are you ok?” Kindness and common courtesy

go a long way toward endearing you to others.

(3) Don’t lie. Clients want to work with someone who is honest, ethical, and above board.

Even a small untruth will hurt you. Make sure your biographical information on your website

is accurate. Make sure the stories you tell are not exaggerated. Remember, if a client doubts the

truthfulness of one thing you say, they will doubt the truthfulness of everything you say.

(4) Get yourself together. People are attracted to people who are physically attractive, or at

least not physically repulsive. Be well-groomed. Dress well. Have good personal hygiene. This

means showering regularly and brushing your teeth frequently.

(5) Be real. Look and act like a regular person. Be friendly and show an interest in others.

Ask the other person questions about their company, their job, their industry, even their family and

interests.

(6) Listen. People are attracted to people who listen and really hear what they are saying. As

a rule of thumb, during any conversation, you should listen 70% of the time and speak only 30%

of the time.

When you listen, maintain eye contact and smile or nod occasionally. Don’t stare like a psy-

cho.