When you ask for a favor, make it easy for the giver to perform. Include the links to the websites where you want him to post book reviews or testimonials. If the client or reviewer has already given you a testimonial, maybe in a “thank you” email, include that in your request to the giver so that he can easily cut and paste it, if that’s how he wants to proceed. Always make it easy!
Below, I’ll give you an example of the type of follow up I suggest for your consultations. Obviously, you would modify this to speak with your own voice about the amazing services you provide. You would also modify it to reflect what happened at your consult, what gifts you promised to provide to your potential client, etc. But, first, why do I suggest follow up at all? Isn’t it just more work for very little return?
The first rule you should learn, but, in my experience, it’s usually the last we DO learn, is to remember your call-to-action. Why are you giving a free consult, a free copy of your book, your time, a presentation? Whatever you are doing, why are you doing it?
A Valuable Gift
When you give someone “a gift,” he or she unconsciously wants to give you something back. So if you gave him a free consult, or a copy of your book, or a presentation, or you took him to lunch, or bought him a cup of coffee, what can he give back to you?
A retainer;
A testimonial; or
A referral.
Follow up is smart for the obvious reasons, but here’s a not-so-obvious motivation: make it easy for him to find/”remember” your name if he wants to try your service next year. For this reason, use words in this email that he is likely to search for next year when he can’t recall your name or the name of your firm.
Make it easier for him to refer you to someone else who might need your services, even if he does not. (That might be the gift back he gives you.) In your email, include:
- Your resume;
- Something tangible and valuable that relates to your discussion, preferably an article about your firm or by you (although, in my one-to-one meetings, I often mention books related to our discussion so I’ll include a link to that Amazon book site), or an article about what you talked about; and
- The link to your YouTube channel, the hyperlink to your website; or some similar content.
Make It Easy
Don’t make your receiver search for the gift you’re giving; include it in the email. Why?
- So that he doesn’t have three steps to find and open, just “click here.”
- It’s in the moment, while he’s still excited about the possibility of working with you or helping you to spread the word about your services; and
- So it doesn’t get shoved to the back of his task list.
I routinely send these out and may get retained a week later or sometimes a year later:
Anthony, what a pleasure to chat with you on Friday. I appreciate you reaching out to Open Palm to discuss a resolution to your unique situation and hope sincerely that the information about process options I provided to you was helpful.
Attached are copies of the process options and process costs posters; hopefully, they will make your discussion with your spouse that much easier. Of course, as I suggested, you can always make an appointment with me, if she’s willing, to explore your divorce process options together.
I also attach a copy of my resume should you need it to refer anyone else you know who may need Open Palm to help with family issues or paternity or divorce-related matters.
Other than a referral, of course, the most amazing thank you is a 5-star review! It would be wonderful if you felt it was deserved. Just click on the Google link below and leave a few words. We are a resource for all kinds of family law information and, as you can tell, we don’t believe in taking advantage of folks who are in the midst of restructuring their families. Thanks for considering my request.
Google: http://bit.ly/OPLGoogleReview
Avvo: https://www.avvo.com/attorney-reviews/33609-fl-joryn-jenkins-1261613/write_review.html
Linked-In: http://bit.ly/JorynJenkinsLinkedIn
Facebook: https://www.facebook.com/openpalmlaw/reviews/
Let me know if these suggestions make sense. And share your suggestions with me, too. For more on how to market your professional practice, reach out to me at Joryn@JorynJenkins.com or find me at Your Collaborative Marketing Coach, because your marketing is my marketing!
