You did everything the experts recommended. You became active on Twitter, developing a healthy set of followers. You started using LinkedIn, put all the right keywords in your profile, got stellar recommendations from clients and colleagues, asked and answered questions brilliantly. You regularly post to your blog, and the analytics tell you that more and more people read your work every day. So why aren’t you getting more business?
Maybe the “getting work” part never really changed because your workflow doesn’t depend on the tools you use. Don’t get me wrong: Twitter, LinkedIn, law blogs, and many other great resources are here to stay, and participation has become a must-do, like having a website or a firm brochure or business cards. But you don’t get business by just being smart, by hanging out at the cool parties, or even by being #1 on Google searches for lawyers in Phoenix. You get business by being responsive, by solving problems, and by helping clients sleep better at night. You get business by providing good service. You get business by listening. You get business by adding value. You get business by doing the same things that people getting business have done for generations, and that’s not going to change. So get on it. Talk to people. Find out what they need. Deliver it. And most importantly, add value. That’s what I’m going to do.