Monthly Archives: December 2010

Building trust in your potential client relationships

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Potential clients know that you’re smart.  You’re a lawyer – you have to be smart!   In order to make a potential client into a client, they need to know that you can offer more.  Most notably, they need to trust you.  Unfortunately, most people are a little intimidated and leery of lawyers.  There’s not a lot of trust at the start.  So, how do you build trust as an attorney?   More than anything, a trusting relationship takes time.  However, there are a few things that may help you establish trust (and hopefully gain a client) in the meantime.

1.       Listen to the client.  This is, without a doubt, the most important thing you can do in order to earn someone’s trust.  You need to know their concerns and understand where they’re coming from.  You can’t just spout off about your accomplishments. You need to be able to listen to their issues and offer solutions.  A potential client wants to know that you can help solve their problems.  This is your chance to show them that you can help them in exactly the ways that they need help.

2.       Do what you say and say what you do.  A trusting relationship is built upon honesty.  Therefore, you need to be very transparent with everything you do.  Tell your client what you are going to do to help solve the issue, then do it.  If you plan a conference call or a meeting – show up promptly.  Do not hide things or try to fool the client into believing something that isn’t true.  Be open and honest in all of your dealings.

3.       Prove your expertise.  Most people automatically have trust in someone that they consider to be an “expert.”  The definition of that word certainly varies, but you get the idea.  Prove your expertise to your client.  Have you been published?  Have you been interviewed?  You don’t necessarily have to show these articles/clips to the client, but you should mention them.  Have you handled a matter exactly like the one with which they need help?  People want to know that you know what you’re doing.

Need more ideas?  Contact us!  We’re attorneys helping attorneys, and we’ve been ready to assist lawyers for more than 15 years.

Swan Legal Search one of the top three legal recruiting firms in California according to The Recorder, an ALM publication

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Swan Legal Search was chosen by The Recorder, the San Francisco-based legal publication, as one of the top three legal recruiting offices in the country.  This honor is given only once per year and is based on reputation within the legal community.

“We’re thrilled to have been chosen,” said Delia Swan, president of Swan Legal Search.  “It really is nice to know that we’re so well-respected within the California legal community.  All of the recruiters at SLS work very hard to build lasting relationships with attorneys and law firms, and it is lovely to have this recognition!”

The Recorder conducts a survey of lawyers throughout California and asks for opinions about the best lawyers, firms and companies in a number of categories.  One of those categories, The Best Lawyer Recruiting Firm, suggested three firms from which respondents could choose – Swan Legal Search wasn’t mentioned.  In fact, the reputation of the firm carried it through – SLS was a write-in winner!

“Our previous clients really came through for us, and we’re so appreciative,” said Swan.  “We’re so thankful to all of those who chose us as a top firm, and we really couldn’t be more proud.”

Swan Legal Search, with offices in Los Angeles, Irvine and San Francisco is a legal search firm comprised entirely of former practicing attorneys. The firm focuses on creating opportunities and building long term relationships with attorneys, law firms and corporate legal departments. SLS prides itself on knowing the attorney job market from the inside out, which enables them to provide the best consultations to candidates.

What am I going to do with a box of 1,000 business cards?

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The question we’ve all asked at one point in time.  You know the drill.  You get a new job, a new office and desk and begin working with a new secretary.  About two weeks into the routine, a large rectangle ends up on your desk with a business card taped to the top.  Another 1,000 business cards just for you.  When you left your last job, you had approximately 900 of the cards remaining in the rectangle box and now you’re starting all over.

As impossible as it seems, those 1,000 business cards should be gone in about 6-9 months!  It’s a crazy notion, but it works.  Business cards are actually the cheapest way to generate revenue for the firm.  The only catch is that you have to give them to people.

As attorneys, building a book of business isn’t typically one of our core strengths.  No one wants to market themselves for fear that they will look like a used car salesman.  I’ve heard the complaints a million times.  However, I’m here to tell you that no one views a business card as a form of sales.  Most people simply view the card as a way to contact you should they ever need your services.  This is exactly what you want them to do!

So, don’t be afraid to hand out business cards.  You should have at least five cards in your purse or wallet at all times.  Hand them out generously.  They cost somewhere in the ballpark of $.02 each, so go crazy!  Leave one on your table at a restaurant.  Give one to your brother-in-law at the family holiday party.  Give one to every attorney you meet.  Chances are they he or she will come across a case in your practice area at some point, and now the attorney can contact you to handle the matter.  (Referral business is the best!)

Business cards are really an old-fashioned piece of marketing that works.  So, don’t let them linger in your bottom drawer – get them out into the world and see what happens.  My guess is that within a few months of passing out the cards, you’ll start receiving more phone calls and emails about potential cases.  In addition, you’ll be building awareness about your practice area and your firm.  All this for just $.02!

Need more advice about how to jump start your legal career?  Contact us!  We’re attorneys helping attorneys, and we’re ready to help you.