Being able to provide a stable client who needs to repeatedly provide case project services is important for any lawyer team that wants to become bigger and stronger, and a leader who wants to get rich. In the legal services market, long-term and stable cooperation depends on the active choice of clients. As a lawyer, how do you win the long-term favor of your clients? Let's talk about the recipe here.
First, increase customer dependence in the business. In this regard, the most professional and weighty path for lawyers is to have irreplaceable advantages in theoretical knowledge and case experience, for example, being the only lawyer in the local market who undertakes a certain type of large-scale case and wins the case. But how difficult it is to obtain such a status, and if it is obtained, such a barrister will not be worried about repeat customers. We might as well consider the breakout path from other aspects.
Shaver has a lawyer friend, Xiao Jia, who undertakes the newly established business of an IDC data center. In communication with the customer, it was learned that the follow-up customer will set up the same data center in other provinces in China. Therefore, in this project, Xiao Jia not only made great efforts to ensure the speed and quality of the service, but also paid more attention to the working mode of the client and the external lawyer, the working habits and likes and dislikes of the contact, and adjusted the service methods of himself and his team accordingly. In the middle of the project, Xiaojia sorted out a set of customized workflow tables and sent them to the customer, which was highly praised by the customer. After the completion of the project, the client found the lawyer who was "most comfortable" for the follow-up business, or even not similar, for the same or even not similar business: Xiao Jia.
Shaver also has a lawyer friend, Xiao Yi, who has an amazing skill: internal reporting to the client's legal affairs. Every week When a project or case reaches the node, the in-house counsel of the client needs to write an email report to the superior, and Xiao Yi will imitate the tone of the in-house counsel of the client and provide an internal report email while reporting to the client. Due to the long-term cooperation and familiarity with each other, the in-house counsel of this email often only needs to change a few words before it can be sent, which greatly reduces his burden. Therefore, Xiaoyi and the customer continue to cooperate very closely and happily.
Second, increase the customer's dependence emotionally. Razor believes that the first and second points have a priority, and if you can find a path in the business, don't rely on emotional value - after all, it's the business world, and some content is dispensable. But if it's the icing on the cake, it's a good thing.
In terms of the project, if the client bears internal and external pressure in some links, such as agreement drafting, structure formation, court proceedings, etc., which can be controlled by the lawyer, it will be completed as soon as possible; where it cannot be controlled by a lawyer, take the initiative to help, care and interrogate; If you have worked hard and have no choice, you can also help customers analyze the success and failure plan and psychological counseling. Be the customer's closest assistant and friend, but also don't take on more responsibilities.
In personal life, care for each other decently and appropriately, send blessings to each other in life events, send assists in the other party's promotion nodes, and actively introduce the other party when they need the social resources of a lawyer, and grasp every small opportunity.
Lawyers are essentially the business of time, and being able to distribute their time to high-quality customers stably is the way to survive and even get rich in a virtuous circle. Therefore, getting high-quality repeat customers is a survival path that must be "cleared".
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