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Running your law firm remotely can have its challenges, but it also offers unique opportunities to build your practice and find new clients by connecting with your prospects in new ways and on their level.

Imagine the number of clients and prospects who have never participated in a Zoom, WebEx, or Skype meeting. Think about the uncertainty and anxiety many may feel on their first client intake call using this strange, new technology.

Take the time now to embrace this change, for your clients, your staff, and, yourself, and find new business by building trust and innovating.

Start by getting creative and remember how you got here – whether you are sitting across from each other in a conference room or connecting via computer, eye contact, demeanor, empathy and knowledge are key in any attorney-client relationship.

Next, diagram your client intake process – from lead to prospect to client and refine and amend it to a virtual platform.

Think about how you used to do business and adapt to this new platform. Take the additional time to incorporate a rehearsal call before all virtual meetings. This way you or your staff can help your clients/prospects connect to Zoom, or the platform of their choice, and make them feel comfortable with the virtual experience. Show that you care.

Examine your video conferencing platforms and start with those that match your client’s level of sophistication. Don’t let technology de-rail the business at hand and be patient and understanding ahead of every call and every meeting.

Remember, video conference calls can be intimidating even for the most professional speakers, and your prospects are concerned enough about their issues at hand. Educate them on how to use these new platforms prior to your first call and offer to help them on each subsequent call as well. This good will go a long way in establishing you as a trusted and worthy advisor.

Make sure you test your audio and video settings prior to each meeting as well. It takes a lot of practice to host a successful, virtual meeting and by incorporating a few best practices like circulating detailed notes and an agenda that everyone can follow prior to the call; keeping your energy level up; making eye contact; and projecting sincerity, the experience will be a success.

If your clients would like to pay for your services online vs. mailing in a check, help them navigate your payment portal so they are confident their funds are being sent to you properly. There are a number of electronic payment platforms such as LawPay that you can incorporate online, so add one of these on-line tools now and make the payment process simple and straightforward for them.

Also, let your clients know that your practice is fully operational and practicing safely under the COVID-19 protocols and that these steps are in place to ensure their safety and the safety of your staff as well. In time, when the quarantines are lifted, your office and your staff will continue to practice these necessary procedures and you will be available either in person or via the internet – their choice.

Steve Riley

Certified Practice Advisor & Attorney

Steve Riley has coached attorneys for more than 20 years. His one-on-one coaching focuses on a limited number of top producing attorneys committed to taking their practices to new levels of excellence, profit, and personal success. He also presents at group coaching workshops around the country for individual law firms, state bar associations, and other legal organizations.

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