Building a Personal Relationship with Your Clients
Be a Person, Not Just an Attorney
There are many things that people are looking for in an attorney. Often the phone call to a prospective lawyer only happens after a traumatic event and is buffeted by stress. When people are in such a vulnerable position it is important to make sure that the person feels comforted by a professional. Serious, confident leadership will be able to create the transition from serious legal issues to resolution. You client will be looking up to you in hopes that your experience and bedside manner will be able to repair their issue.
Because of the means that the average person contacts an attorney or the complex series of issues a larger client would be looking for a lawyer, the need for a good first impression is vital. Your professionalism and knowledge will be on display from the first day. Below you will find ideas that can reinforce your points and allow you to create the type of relationship you’re proud of:
Key Questions to Ask
In your first meeting, you will likely be peppered with a number of questions. Most of these you’ve probably have heard before and are right in your wheelhouse. However, what some attorneys forget is that half of the important questions will be asked by them.
Make sure that you have the right number of questions for your client to determine exactly what you’re client is looking for and to craft realistic expectation. When you are able to learn more about your prospective client and their mindset you will be better able to serve them. Some of the questions below can help you get to this point.
Why us? By understanding how your reputation has spread across your marketing area, you will be better able to understand its effectiveness. Perhaps your record in winning prominent cases has prospective clients talking. Maybe your media ads have gained a major share of the market. Perhaps it was an accident! No matter what the cause you will be better able to understand your own strategies and what your client is expecting of you.
What do you hope to achieve? You will be better able to gauge what your potential client is thinking. They could have some unrealistic expectations that you would be unable to meet. There could also be non-fiscal expectations that no attorney will be able to accomplish. You can also help determine if this person has ever worked with an attorney before and if they understand what is at stake.
Expanding your conversation to make you into a person, rather than just an attorney can be key. You will discuss important matters which your client expects to be done and lay out your record and own expectations. Furthermore, you will be able to determine a customized system of communication and times to meet. Some clients will simply hand you the reins or want a daily update.
With all of these different tools at your disposal you will be in a much stronger position to properly represent a client. Speaking from experience, these clients could become lifelong friends and repeat clients. Keep in touch with them with friendly phone calls and holiday cards to remind them how special their trust is to you.
Michael Ehline is a personal injury and product liability attorney based in Los Angeles. The industry leader, Ehline is involved in various law and community initiatives. He aims to improve the quality of service for clients and build a constructive dialogue.
