At a recent meeting a client reminded his partners and me that it took him twelve years to obtain a recently-new client. He stayed connected throughout the years and continued to build his relationship with the prospect--a significant bank. He now has all the bank's work in his speciality area. Setting expectations for the long haul is key to developing business and while it sometimes takes three to six months, or a luncheon meeting with a strong referral source and her client, staying connected takes time. So what works? Some of the women with whom I work have shared these ideas and tips:
- Fly fishing--yes I have three women clients who fly fish!
- Taking contacts and their children to children's theatres; the circus or a musical.
- Sending sports tickets to a male contact or referral source--they will be heros with their staff or their family and won't forget they are at the game because of you.
- Concerts--a big hit, especially if the band is targeted at the age of your client/prospect.
- Spa gifts--always a huge success and I recently spoke to a banking client (male) who received a his/her massage from one of his lawyers, to celebrate an anniversary--his comment to me--"who do you think I'll give my next piece of business to?" Men like massages too!
- Lunches--I always hear from clients that they seldom have lawyers come visit them and take them to lunch--surprising? Not really--you all often think they are too busy to do this; but in fact clients and contacts enjoy the visit.
- Print out your client lists from up to ten years back and call everyone to see how they are doing--you will guaranteed get business!
Women are fabulous at building relationships--start now!
