The Importance of Knowing Where Your Client Database Comes From

With hundreds, potentially thousands, of names in your client database you need to establish a tracking system early-on to know how they found you. The names in your client database come from many different places including: 

  • Contacts through your website form
  • Personal contacts like friends and family
  • Other local attorneys in other practice areas
  • Client referrals
     

Knowing how a client name got added to your database is important for two reasons: it lets you track which marketing strategies are working and allows you to tailor your marketing efforts to their specific needs.

If a name is added to your client database because that person requested your book on personal injury lawsuits, you're going to want to follow-up with them any time you have new information relevant to personal injury law. Likewise, if you notice that most of your new names are coming from your website contact form and not from client referrals, you may want to introduce a referral incentive program.

You can easily track and manage all your client database contacts with good planning and database software. My article on building a killer client database covers how to get those client names, manage them, and what to do once you've got things running.

There's a lot more to learn if you want to build your practice full of happy clients, reasonable hours and a 6-figure salary. Start by requesting a FREE copy of my marketing CD and report. Consider a step toward transforming your law firm into a successful and highly profitable business - (703) 591-9829.

Ben Glass
Ben is a nationally recognized expert in attorney marketing and the owner of Great Legal Marketing.
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