I rejected a client who came to me with a small case. Does this mean I have to permanently delete him from my database?

Well, the answer to that question will have a lot to do with how you got your message across. If you talked down to the potential client, telling him you have better things to do with your time, then no, there's no point in keeping him in your database, because you have permanently burned that particular bridge.

If, on the other hand, you nicely explained to the client that you don't have the time to devote to his case because you're currently juggling three big lawsuits, then not only will he not be offended, but he may even be impressed that you're such a busy and successful lawyer.

Assuming that you haven't permanently offended the client, you can certainly keep him in your marketing database—and what's more, you needn't hesitate about sending him your newsletters, marketing materials, etc., on a regular basis. It may take months, it may even take years, but if you keep your name fresh in this potential client's mind he may choose to call on you when he has that “big case” that he now knows you specialize in.

But if you turn down his minor case rudely, not only will he never call you again, he'll tell all of his friends and business contacts that you have a Napoleon complex and they should never avail themselves of your services.

It's never easy to turn down a potential client—after all, that's money right out of your pocket, however small an amount. Do you need some effective strategies? Call the law firm marketing mavens at Great Legal Marketing (888-791-2150) for a free consultation today!

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