Get Close to Your Clients. Empathize.
I realize that the title of this series (here and here) contains the word "recession." Are we in a recession? Are we headed that way? I don't know. I know the economy appears to be slowing. I know I'm going to get a check from the government who is hoping I'll spend it to stimulate the economy.
The slowing economy is all over the press. It's making people nervous. That means your clients are probably also nervous. As such, now is the time to reach out, to feel their pain, and to respond with ideas that might be helpful to them in a down economy.
As the firm's marketing director, meet with all your senior fee-earners and go through their list of clients. Help them create a schedule to contact those clients. Now is the perfect time for a "just checking in to see how you and the firm are doing" call. Empathize with your clients.
While you are with the fee-earner, pick their brains to determine how the firm can construct an article or bulletin full of suggestions for that client about things they can do in a slowing economy to shore up their business (or other suggestions that make sense for the client and/or industry). Push your fee-earners to act as advisors, not vendors.
This is an excellent time to reach out to your clients. Take advantage of the opportunity.
Hat tip: Debra Helwig, my brilliant friend, for reminding me of the power of empathy. See her comments to Part 1 in this series. Thanks Debra!
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