I do! And I’d bet for most lawyers this is your most critical group of potential business or of potential business referrals.
I’m experimenting with offering a slight fee discount to repeat clients. I included the announcement in today’s quarterly client newsletter (e-mail subject line: Olson Law’s Summer ‘09 newsletter PLUS new repeat client discount!). I’m thinking around 25% cut off their regular fee rate. My primary aim as a mostly domestic relations practitioner are people who got divorced or had an initial parentage judgment entered but later need some help with modifying custody or child support collection sort of things. Sadly, these sorts of things often don’t get resolved just once for good. And I want to be of service and benefit from this need.
So in terms of marketing to former/current clients and former contacts of my firm here’s what we’re currently doing:
- Quarterly client newsletter;
- Discounts for repeat clients;
- Marketing materials enclosed in our monthly bills;
What’s everyone else doing? This is such a critical group that I still don’t think I’m doing enough.
