Most
professionals never ask for a referral. When they
do, it's often after the project has been completed. This may not be the most
opportune time to ask for a referral or testimonial. Earlier in the relationship may be better. Early in the relationship
avoids the Honeymoon Hangover effect, the point in time when the honeymoon is
over and the reality of the relationship sets in. Requests for referrals after
compelling value has been delivered early in the relationship may be the best time
to ask for a referral to professional peers who may also have need for your
services.
Monday, September 21, 2015
Watch For Client Easing
Clients
rarely abruptly stop using the services of an attorney. Instead, they ease out
of the relationship slowly. The same is true of how clients prefer to get into
a relationship. Pitching too much too quickly demands too much trust too early
in the relationship. It is better to offer a way to become familiar with the
attorney’s work and grow the relationship from there into more practice areas
as trust and comfort builds.
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